Podcasts by Same Side Selling Podcast
B2B selling expert, Ian Altman hosts the Same Side Selling podcast. Organizations rely on Ian to modernize their sales approach to achieve business growth. Ian draws on his experience as a former CEO of two decades to help people and organizations dramatically grow revenue.
The Same Side Selling podcast features sales and business topics, as well as insight from industry leaders with proven success. Ian interviews some of the brightest minds who share proven methods to help YOU achieve success and grow revenue with integrity.
Tune-in for inspiration, entertainment, and especially actionable takeaway messages that can drive remarkable results.
Discover more at http://www.IanAltman.com
Further podcasts by Ian Altman
Podcast on the topic Wirtschaft
All episodes
Top Sellers are Skeptical, Not Optimistic from 2022-02-18T08:00
A lot of people believe that in order to be a successful salesperson you must be endlessly optimistic. Ian Altman challenges this belief and explains why the top sellers benefit from being quite sk...
Listen
Business Lessons from the Floundering Founder from 2022-02-11T08:00
Ian Altman is joined by newly published author and business owner, Raman Seghal. Raman has credited much of his success to Same Side Selling and today he's sharing some of his best tips for startin...
Listen
Why You Shouldn't Ask for The Decision Maker from 2022-02-04T08:00
A common sales tactic is to ask for the "decision maker" when speaking to potential new clients. This can (and often does) backfire in multiple ways ultimately leading to a loss of a sale.
Ian...
The Secret to Big Little Legends with Gair Maxwell from 2022-01-28T08:00
Ian Altman is joined by author and marketing expert Gair Maxwell to discuss some of the biggest mistakes that businesses make when it comes to their marketing and branding. They then dive into help...
Listen
Why Selling With Integrity Matters from 2022-01-21T08:00
What does it mean to sell with integrity? It means that you're putting your client's results ahead of your own desire to make a sale.
Ian Altman shares some real-life experience on why selling...
Why Questions Are More Powerful Than Facts in Sales from 2022-01-14T08:00
As salespeople, we get really excited when we have evidence of how well our product or service solves a problem. But often, our clients don't buy into our facts as we expect.
Ian Altman explai...
Keys to Success for Big Client Meetings from 2022-01-07T08:00
When it comes to big client meetings, sometimes we tend to over-prepare in the wrong area, or under-prepare all together. This tends to lead to frustrating (or embarrassing) results.
On this e...
Holiday Replay: This is Marketing featuring Seth Godin from 2021-12-31T08:00
Happy Holidays! Bringing you a special bonus today in the form of one of our most listened-to episodes: This is Marketing featuring Seth Godin
No matter what your product or service, Seth Godin...
Holiday Replay: Fixed vs. Hourly Billing from 2021-12-24T08:00
Happy Holidays! Bringing you a special bonus today in the form of one of our most listened-to episodes: Fixed vs. Hourly Billing.
Over the last dozen years, Ian Altman has had the pleasure of w...
Why Excited Customers Ghost Sales People from 2021-12-17T08:00
On today's episode of the Same Side Selling Podcast, Ian Altman addresses the frequently asked question: why do enthusiastic customers sometimes completely disappear when it's time to close the sal...
Listen
Stand Out from the Competition with Matt Certo from 2021-12-10T08:00
On this episode of the Same Side Selling Podcast, Ian Altman is joined by Matt Certo, author of Formulaic: How Thriving Companies Market From the Core and host of The Brand Narrative Podcast.
...
Sharpen Your Competitive Edge with Jose Palomino from 2021-12-04T08:00
On today's episode, Ian Altman is joined by the host of the Revenue Throughput Podcast, Jose Palomino.
As we approach the end of 2021, many businesses are looking to finish the quarter strong a...
Why Sales Deals Are Not Closing from 2021-11-27T08:00
On today's episode of the Same Side Selling Podcast, Ian Altman discusses one of the most common questions he receives: Why am I losing deals? Why do I struggle to close deals that I've worked on f...
Listen
Find Your Red Thread with Tamsen Webster from 2021-11-20T08:00
On today's episode, Ian Altman speaks with the author of Find Your Red Thread, Tamsen Webster. They discuss how exactly you can craft your message to reach the correct clients, and how to avoid the...
Listen
Cold Outreach Problems from 2021-11-13T08:00
On today's episode, Ian discusses cold outreach and the differences exhibited between organizations that are able to succeed in the area, and the ones that fail miserably.
Don't miss the Cold ...
Sell More by Showing That You Care with Mareo McCracken from 2021-11-06T08:00
On today's episode, Ian Altman is joined by Mareo McCracken to discuss how you can be more successful by showing your prospective clients that you truly care about the problem they are trying to so...
Listen
Drive Team Performance with Positive Intelligence from 2021-10-16T08:00
Ian Altman is joined by Claudia Williams, an executive leadership coach, to discuss positive intelligence and how it relates to leadership.
Listen
How Top Sales People Build Their Skills from 2021-10-09T08:00
Today's episode covers what separates the top performers from the people who just skate by. Ian discusses the importance of practice, not just whether you do it or not, but rather, what type of pr...
Listen
What Makes a Good or Bad Internal Sales Meeting? from 2021-10-02T08:00
Today's episode is what makes a good or not good internal sales meeting. This is something that happens routinely in businesses around the world. They gather their sales reps together, either in th...
Listen
The Biggest Presentation Fails from 2021-09-18T08:00
On today's episode, Ian Altman welcomes guest Jason Lapp from Beautiful.AI to discuss the biggest presentation mistakes you might be making.
Listen
The Trap of Hourly Billing from 2021-09-11T08:00
Today's episode covers hourly billing versus fixed price billing. Which one is right for your business? Ian Altman discusses the hidden traps that accompany hourly billing.
Listen
Referral Mistakes That Cost You Business from 2021-09-04T08:00
Today's episode topic is why making more cold calls probably is not the answer to your problems. Instead, Ian Altman offers advice on how you can reach the right people that will get you more busin...
Listen
The BEST Way to Use LinkedIn to Connect with Prospects from 2021-08-28T08:00
It can be tricky to navigate connecting with potential clients on LinkedIn. On today's episode of The Same Side Selling Podcast, Ian Altman and Meridith Elliott Powell discuss the do's and don'ts o...
Listen
How Do You Know if You’re Wasting Time Pursuing the Wrong Clients? from 2021-08-21T08:00
Time is a precious commodity and no one wants to waste it pursuing the wrong client or deal. Join Ian Altman and Meridith Elliott Powell as they discuss what mistakes to avoid and how to know when ...
Listen
The Biggest Mistakes in Cold Outreach from 2021-08-14T08:00
What is the best way to reach out to potential clients? What are the biggest mistakes in cold outreach I'm seeing across the board? On today's episode I'll be discussing cold outreach: the good, th...
Listen
Why Details Matter in Sales from 2021-08-07T08:00
On today's episode, we are discussing one of the things that often separates the top performers from the people who are just mediocre: attention to detail. Learn what you can do to boost your sales.
Listen
How NOT to earn attention (and what to do instead) from 2021-07-24T08:00
Our topic today is how NOT to try to earn attention these days. There's a lot of stuff that people are doing because they don't know any better, that is actually repelling rather than attracting th...
Listen
The best athletes and musicians do it. Mediocre salespeople don't. from 2021-07-17T08:00
Top-performing athletes, do you think they practice more or less than the mediocre athletes? And top-performing musicians, do they practice more than the average performers?
But, when it comes...
How NOT to have a sales conversation from 2021-07-10T08:00
We're going to talk about how to make sales conversations productive.
I always say that a sales call is a privilege because you have just done one of the hardest things in sales, you have gott...
How to approach sales coming out of a crisis from 2021-07-03T08:00
We're recording this in mid-2021, as people are coming out of the pandemic and things are opening up. Events are starting to happen in person, clients are actually having meetings in person.
M...
How to Align Your Sales and Marketing from 2021-06-26T08:00
Today, we are talking about a topic that is near and dear to my heart, which is integrating sales and marketing so that they're not seen as two different universes, but instead, kind of one and the...
Listen
How NOT to follow-up “just checking in” and what to do instead from 2021-06-19T08:00
What are the biggest mistakes that you see people make when it comes to sales follow-up?
They don't.
We've all heard the research that the average salesperson gives up after two to three ti...
How to Plan the rest of 2021 into 2022 from 2021-06-12T08:00
Ian Altman and Meredith Elliott-Powell discuss how people are looking at the end of the year, going into the next year as we are coming out of the pandemic. A lot of people are making decisions abo...
Listen
251 | 4 Steps To Effective Online Networking, Ian Altman from 2020-06-30T20:25:02
In the Same Side Selling Academy, one of the popular questions I am seeing is about how to capture attention and network when in person networking events, trade shows, and "let's just grab coffee" ...
Listen
250 | The 3 Biggest Mistakes Selling Out of Crisis, Ian Altman from 2020-06-19T23:00:22
In this episode, I want to talk about the 3 biggest mistakes I'm seeing being made during and coming out of this time of crisis.
For many, these past few months have been devastating. You ...
249 | Disarm Drives 20 Percent Increase, Sean Dailey from 2020-06-12T23:00:20
I'm joined this week by Sean Dailey. Sean is an experienced marketing executive who helps businesses leverage digital marketing and social media ads to grow.
I met Sean through a mutual cl...
248 | Emotional Intelligence for Better Sales Performance, Colleen Stanley from 2020-06-05T23:00:28
We're joined this week by Colleen Stanley, president of the sales development firm Sales Leadership. Colleen is the author of three books, and we're going to be talking about her latest one, Emotio...
Listen
247 | Fixed Price vs Hourly - Which Works Best? Ian Altman from 2020-05-29T23:00:17
In this episode, I want to talk about time and materials billing versus fixed price billing.
Over the last dozen years, I've had the pleasure of working with many companies who sell servic...
246 | Create a Forever Transaction, Robbie Baxter from 2020-05-22T23:00:13
"So who are my best customers versus the not best and how can I optimize everything I do in the future around making sure that my best customers achieve their goals." - Robbie Kellman Baxter
245 | Come Out Of A Crisis With Noble Purpose, Lisa Earle McLeod from 2020-05-15T23:00:23
Lisa Earle McLeod is an expert in motivating and leading organizations. She helps organizations accelerate revenue growth, increase competitive differentiation and ignite emotional engagement with ...
Listen
244 | Avoid Your Client's Crazy Buying Process, Ian Altman from 2020-05-08T23:00:14
In this week's I wanted to speak with you about the challenge many people face when your potential client wants you to follow their process for making a purchasing decision. It may be that your cli...
Listen
243 | Prospecting During & After a Crisis, Jason Bay from 2020-05-01T23:00:38
My guest this week is Jason Bay, who together with his wife Sarah, runs Blissful Prospecting. Jason is a returning guest because the great value he's delivered on his prior appearance. He's one of ...
Listen
242 | Retain Your Top Talent With Succession Planning, "Who Comes Next" from 2020-04-24T23:00:18
I'm joined this week by Meridith Elliott Powell and Dr. Mary Kelly. They're the co-authors of the new book 'Who Comes Next: Leadership Succession Made Easy'.
Meridith is an award winning a...
241 | Improve User Experience AND Efficiency, Crystal Washington from 2020-04-17T23:00:13
We're joined this week by technology strategist and futurist, Crystal Washington. Crystal regularly appears on major television networks and in business publications and she's the author of two boo...
Listen
240 | A Proven Tool to Stand Above Competitors, Ian Altman from 2020-04-10T23:00:23
This is a solo episode where I talk about competition.
Specifically, when you start speaking with a potential client who already has a relationship with another vendor, what's going throu...
239 | Influence and Human Nature, Bob Burg from 2020-04-03T23:00:03
For 30 years Bob Burg helped companies, sales leaders and their teams to more effectively communicate their value, sell at higher prices with less resistance and grow their businesses.
He'...
238 | How to Sell in Stressful Times, Meridith Elliott Powell from 2020-03-27T23:00:22
I'm joined this week by Meridith Elliott Powell who is a brilliant sales mind who's written many books, is considered a top sales expert to follow by LinkedIn and happens to be one of my favorite f...
Listen
237 | Sell and Communicate Under Stress, Ian Altman from 2020-03-20T23:00:10
This is a special solo episode on selling and communicating under stress.
I recorded this episode at a time when when we are under siege from a global pandemic. Businesses across the spect...
236 | How Do You Get To The Truth In Selling Situations? Ian Altman from 2020-03-14T00:00:15
In this solo episode I talk about getting to the truth in complex selling situations.
I often say that effective selling is not about persuasion or coercion. It's about getting to the trut...
235 | Build Your Fanocracy, David Meerman Scott from 2020-03-07T00:00
I'm joined this week by David Meerman Scott, he's the co-author of the new Wall Street Journal bestselling book 'Fanocracy' which he co-wrote with his daughter, Reiko. He's a multi bestselling auth...
Listen
234 | Tame Your Advice Monster, Michael Bungay Stanier from 2020-02-29T00:00:10
This week's guest is Michael Bungay Stanier, the Wall Street Journal bestselling author of The Coaching Habit. He sold about three quarters of a million copies and it's one of a few business books ...
Listen
233 | Reframe Problems and Tap Into Innovation, Stephen Shapiro from 2020-02-22T00:00
Our guest this week is Hall of Fame speaker Stephen Shapiro, and we're talking about innovation and solving problems. Stephen led a 20,000 person innovation practice at Accenture. Since then he's w...
Listen
232 | Follow-up Emails That Drive Results, Ian Altman from 2020-02-15T00:00:10
In this solo episode I talk about what information people typically share with clients in proposals and email follow-ups that drive results and why that matters to your client.
I introduce...
231 | How To Earn More Referrals, Bill Cates from 2020-02-08T00:00
I'm joined this week by Bill Cates to discuss his latest book, Radical Relevance.
Bill started and sold two companies before turning his attention to help other businesses grow. He's writt...
230 | Identify and Overcome Blind Spots, Likky Lavji from 2020-02-04T16:14:23
I'm joined this week by Likky Lavji. Likky is an expert when it comes to finding and overcoming your blind spots.
In this episode we talk about the greatest misconception when it comes to...
229 | How to Build a Top Performing Sales Team, Lisa Magnuson from 2020-01-25T00:00
Our guest this week is Lisa Magnuson of Top Line Sales. Lisa spent years in sales executive positions for Fortune 50 Companies. We’re speaking about her latest book, The TOP Sales Leader Playbook: ...
Listen
228 | Proven Framework to Boost your Pipeline, Ian Altman from 2020-01-17T12:30
One of the most common sales questions: how can you best evaluate opportunities? There may be deals that have been sitting in your pipeline for a while and there may be relatively new opportunitie...
Listen
227 | The Secret to CRM and Sales Engagement Platform Success, Gessie Schechinger from 2020-01-11T05:58:16
Gessie Schechinger is passionate about helping organizations leverage technology and automation to surpass revenue targets so he can help protect the golf and bar time for salespeople. He labels hi...
Listen
226 | Captivating Attention from the Walking Dead, Jay Bonansinga from 2020-01-04T06:25:30
I'm joined in this episode by Jay Bonansinga. Jay is the New York Times bestselling author of the Walking Dead novels, as well as 20 other fiction and nonfiction books and really one of the most im...
Listen
225 | Surviving the Jackassery in Your World, Alison Stratten from 2019-12-20T23:30:03
Alison Stratton is the coauthor of the new book that I absolutely love, called The Jackass Whisper, How to deal with the worst people at work, at home and online - even when the Jackass is you. Ali...
Listen
224 | Disarm The Procurement Process, Ian Altman from 2019-12-13T22:08:08
Have you ever had a situation where a client wanted you to follow a crazy process that they have in terms of their procurement process? And you knew that their process wasn't going to give them the...
Listen
223 | Lead Through Strengths, Lisa Cummings from 2019-12-07T00:10:10
Lisa Cummings is a brilliant speaker and founder of Lead Through Strengths. She's a wealth of knowledge when it comes to leveraging your strengths for optimal results. There are 34 potential talent...
Listen
222 | Navigating Generational Differences in The Workplace, Chad Sanderson from 2019-11-30T04:55:04
Chad Sanderson is an award winning sales marketing and business strategy consultant. He works with global companies helping them optimize their sales across markets and verticals. In this episode w...
Listen
221 | Selling Authentically from The Heart, Christine Schlonski from 2019-11-23T01:19:26
Christine Schlonski hosts the Heart Sells podcast and works with entrepreneurs who are heart-centered impact-driven and love what they do but maybe struggle a little bit with selling. Christine sho...
Listen
220 | Why Clients Hide the Truth From Sellers, Ian Altman from 2019-11-15T22:37:25
People often come to me and say, look, we understand from Same Side Selling that we should be asking questions. However, my clients just won't answer the questions. it gets really frustrating and j...
Listen
219 | The Good, The Bad, and The Ugly of LinkedIn from 2019-11-09T01:00:04
I'm joined once again by Bob London of Chief Listening Officers. In this episode, we talk about the good, the bad, and the ugly of LinkedIn. Our goal is to help people understand what works and doe...
Listen
218 | The Power of Persuasion and Psychology in Sales, Connie Podesta from 2019-11-01T23:00:12
We are joined this episode by the legendary Connie Podesta. Connie, an expert in the psychology of human behavior and sales strategies has helped millions of people take sales to a whole new level....
Listen
217 | The Secret to How One Company Grew 10 Fold, Raman Sehgal from 2019-10-25T22:00:12
We’re joined by a repeat guest, Raman Sehgal, the founder and CEO of ramarketing. A few years ago Raman shared with us how he successfully doubled his business growth. Since that discussion, Raman ...
Listen
216 | Habits of Becoming Self-Reliant, John Jantsch from 2019-10-19T18:01:07
Whether you are a CEO or a senior executive or someone in sales, the discipline of self-reliance is critical to your productivity and success.
In this episode, John Jantsch explains the i...
215 | Attract Your Ideal Customers, Ian Altman from 2019-10-11T22:00:04
In this episode, I talk about the best approach to use during that initial contact with someone. It could be with an inbound inquiry, an outbound call with a potential client, or someone you're con...
Listen
214 | Sales Results With Video, Marcus Sheridan from 2019-10-05T00:00:04
We’re joined by a repeat guest, Marcus Sheridan. Marcus is a guru when it comes to marketing and sales communication. In this episode, we focus specifically on video communication in the world of ...
Listen
213 | Insider Sales Secrets of the Top 1% Achievers, Scott Ingram from 2019-09-27T18:56:44
Scott Ingram is quota carrying B2B sales professional with a $3 million quota. In his spare time, Scott hosts two sales podcasts where he interviews and deconstructs world-class sales performers to...
Listen
212 | The DIY Guide To PR, Christina Daves from 2019-09-21T00:00:06
Christina Daves, the DIY (Do-It-Yourself) PR strategist joins us to share a ton of tips and pointers that can help with public relations and getting free publicity for your business.
Havin...
211 | Stop Convincing Your Prospects, Ian Altman from 2019-09-14T00:00:05
As soon as you start trying to convince someone, you sound like a stereotypical salesperson and you don’t want to fall into that trap. On this episode discover how to shift your focus away from con...
Listen
210 | Building Relationships Through Video, Ethan Beute from 2019-09-07T00:00:06
Every day we entrust some of our most important messages to a form of communication that doesn't build trust, provide differentiation, or communicate clearly enough. Ethan Beute explains how to dra...
Listen
209 | What Clients REALLY Want in Product Demos, Greg Dickinson from 2019-08-31T00:00:05
It’s not possible (or smart) for sales to give a product demo to every potential customer. Technology has changed the buying and selling process. Companies have invested hundreds of millions of dol...
Listen
208 | Avoid Ghosting in B2B Sales, Ian Altman from 2019-08-24T00:00:06
You know the scenario... you've been working with a client or potential client for awhile. You maybe even had a meeting with them, you may have sent them a detailed proposal about all the things th...
Listen
207 | How To Overcome B2B Deal Killing Obstacles, Tom Williams from 2019-08-16T23:00:06
Tom Williams shares how companies and individuals can overcome some of the most common deal-killing obstacles sellers encounter in the sales process that can kill an opportunity. Tom is the Chairma...
Listen
206 | Secret Habits of Championship Athletes, Dana Cavalea from 2019-08-09T23:00:55
Dana Cavalea believes there is a ‘champion’ in all of us and it is his duty to bring that champion to life. Using the same techniques he applied to working with professional athletes and teams; Dan...
Listen
205 | Discover the Missing Skill of Humor That Works, Andrew Tarvin from 2019-08-03T00:00:05
If you want to increase team productivity, relieve stress, and be happier at work, this is the episode for you! Tap into Andrew Tarvin’s expertise when it comes to adding humor in the workplace. An...
Listen
204 | Email Campaigns That Entice, Disarm, and Discover, Ian Altman from 2019-07-26T22:31:06
On this episode, we're talking about email campaigns for sales and marketing efforts. I've received a lot of emails or LinkedIn messages lately from people trying to pitch me some product or servic...
Listen
203 | Reduce Friction, Increase Loyalty, Roger Dooley from 2019-07-20T15:00:14
The notion of delighting, amazing and just generally creating an overall great experience for your customers just isn't enough anymore. In fact, what people find is that if their level of effort is...
Listen
202 | Content Experience vs. Content Marketing, Randy Frisch from 2019-07-13T11:00:04
Randy Frisch will push you to rethink how you approach content for complex buyer journeys. The current mindset is all about volume--the more content created, the better. But the reality is that alm...
Listen
201 | Selling With Noble Purpose, Lisa Earle McLeod from 2019-07-05T22:59:59
Do you have a sense of purpose or do you just show up to sell stuff? Lisa Earle McLeod is an expert in motivating and leading organizations. She helps organizations accelerate revenue growth, incre...
Listen
200 | Sell Like An Expert Not a Salesperson, Ian Altman from 2019-06-21T18:00:09
Welcome to the 200th episode of the Same Side Selling podcast! Traditionally businesses and salespeople take an always be closing approach to sales. This idea that you should constantly push for a ...
Listen
199 | The Best Way To Build Sales Leaders, Halelly Azulay from 2019-06-15T18:36:11
So often, especially people in sales leadership roles, think that their job is to monitor the performance of others. When in fact the most successful, top performing leaders are the people who cons...
Listen
198 | The Rumored Death of the B2B Sales Rep, Tom Pisello from 2019-06-08T17:00:55
Tom Pisello, also known as the ROI Guy, is the chief evangelist at Mediafly. In the episode, Tom & I discuss the impending death of the B2B sales rep. Tom shares what types of attributes are necess...
Listen
197 | Influence Redefined, Stacey Hanke from 2019-06-01T17:00:17
Influence is not something you can turn on or turn off during high stakes moments. Instead, it comes down to constant practice. Stacey Hanke is the author of the book: Influence Redefined - Be the ...
Listen
196 | Steal The Show During Pitches and Presentations, Michael Port from 2019-05-25T17:00:07
Every interaction you have is a performance, whether you’re speaking up in a meeting, pitching a client, or walking into a job interview. Your day is full of moments when you must persuade, inform,...
Listen
195 | Find Hidden Gaps in Business Relationships, Zvi Band from 2019-05-19T01:01:27
Our professional relationships are the most important asset we have when it comes to growing our careers and our businesses. Most people think of this as “networking.” But in today’s hyperconnected...
Listen
194 | The Decision Maker Myth, Skip Miller from 2019-05-11T17:00:09
The founder and president of M3 Learning, Skip Miller, is on a mission to destroy the term decision maker because he believes, there are really two, not just a single decision maker. According to S...
Listen
193 | Conflict - Why You Shouldn't Avoid it, Liane Davey from 2019-05-05T07:41:14
Best-selling author, Liane Davey, joins us to discuss her latest book, The Good Fight: Use Productive Conflict to Get Your Team and Organization Back on Track. Liane shares so much great informatio...
Listen
192 | 5 Keys to Successful Business Growth, Ian Altman from 2019-04-27T17:00:09
Over the last five years, we've had the good fortune to work with many amazing companies achieve some pretty extraordinary results.
We've watched companies grow from $14 million to over $...
191 | Where Science Meets Marketing, Dan Russell from 2019-04-21T00:46:27
191 | Where Science Meets Marketing, Dan Russell by Ian Altman
Listen
190 | Deep Listening: Impact Beyond Words, Oscar Trimboli from 2019-04-13T23:34:07
Oscar Trimboli says the difference between a world-class seller and a recreational seller comes down to listening. Oscar is obsessed with the commercial cost of listening. Through his work with Cha...
Listen
189 | Selling From The Heart | Larry Levine from 2019-04-06T12:00:12
Are you really building credible relationships with your clients and prospects or are you just showing up to sell them something and then move on? Larry Levine the author of Selling From The Heart ...
Listen
188 | The Secret Formula to Earn Business Referrals, Ian Altman from 2019-03-30T13:00:02
We all know that word of mouth is the key to growing just about any business. In fact, you can spend a small fortune trying to get people to find you. When one of the best things you can do is get ...
Listen
187 | Videos That Drive B2B Sales, Marcus Sheridan from 2019-03-23T17:04:07
Did you know that video content in 2019 is exactly where we were in 1996 with harnessing email as a sales tool? Those that do not get on board with video as an essential sales tool are going to be...
Listen
186 | Think Like Your Customer, Bob London from 2019-03-17T04:03:25
We're joined this week by my good friend Bob London of Chief Listening Officers. Bob is a frequent guest on our podcast sharing amazing insights into how to uncover the truth about what your client...
Listen
185 | Sales Prospecting Methods That Work, Jason Bay from 2019-03-09T18:30:38
Jason Bay is the founder of Blissful Prospecting. He has mastered the art of effective prospecting and capturing the attention of ideal customers. If you struggle to get your foot in the door with ...
Listen
184 | Artificial Intelligence Impact On Sales & Marketing, Christopher Penn from 2019-03-02T18:05:36
Christopher Penn is an authority on digital marketing and marketing technology. He is a 2019 IBM Champion in IBM Analytics, co-founder of the groundbreaking PodCamp Conference, and co-host of the M...
Listen
183 | Your Customer's Secret Language | Jeffrey Shaw from 2019-02-23T17:54
Jeffrey Shaw shares a glimpse into his proven 5-Step Secret Language Strategy that helped his business to go from being overlooked to being overbooked in less than one year. Jeffrey explains how to...
Listen
182 | Achieve Your Limitless Potential, Laura Gassner Otting from 2019-02-16T17:56:54
Laura Gassner Otting is the brilliantly talented author of the new book Limitless. Laura inspires people to push past the doubt and indecision that keep great ideas in limbo. She dares us to find o...
Listen
181 | Sales Differentiation, Lee Salz from 2019-02-09T23:26:45
Lee Salz is the author of the new book Sales Differentiation. In this episode, Lee gives us a glimpse into his nineteen sales differentiation strategies meant to help salespeople win deals while pr...
Listen
180 | The Alter Ego Effect On Business Success, Todd Herman from 2019-02-02T18:23:12
Todd Herman as a high-performance coach for top athletes, entrepreneurs, and companies around the world. His programs have been twice recognized as being the world's top leadership and skill develo...
Listen
179 | Help Non-Salespeople Become Rainmakers, David Campbell from 2019-01-26T16:08:09
This Same Side Selling podcast episode features David Campbell, the Chief Operating Officer at Optimal Networks, an IT services company that helps their clients achieve remarkable results. I've wor...
Listen
178 | Winning Customers Away from Your Competition With Integrity - Part 2 of 2 from 2019-01-20T00:28:49
My guest this episode is Anthony Iannario. Anthony is a highly respected international speaker, bestselling author, and sales leader that specializes in helping B2B companies solve challenges in sa...
Listen
177 | Winning Customers Away from Your Competition With Integrity - Part 1 of 2 from 2019-01-20T00:20:03
My guest this episode is Anthony Iannario. Anthony is a highly respected international speaker, bestselling author, and sales leader that specializes in helping B2B companies solve challenges in sa...
Listen
176 | How One B2B Company Grew By 40% Last Year, Chris Yoko from 2019-01-12T17:27:40
On this Same Side Selling episode, Chris Yoko the CEO of Yoko Co joins us to share what helped his business grow by 40% this past year alone. Chris and his team have been big advocates of Same Sid...
Listen
175 | Why 'About Us' Explanations Repel Potential Clients from 2019-01-05T22:16:08
Giving your potential client an About Us explanation in a presentation or sales call ultimately hurts you more than it helps. Nobody cares about your background if they don't first, see how whateve...
Listen
174 | Innovative Business Growth, Linda Quarles from 2018-12-30T21:43:28
On this week's episode I'm joined by Linda Quarles, Director of strategy and organizational design at Frog Design. Linda has spent decades leading organizational transformations at companies like M...
Listen
173 | Generate Better Results In Sales, Wes Schaeffer from 2018-12-23T05:45:35
On this week's episode, Wes Schaeffer, a marketing strategist that is best known as The Sales Whisperer joins us. Wes is a sales trainer, inbound marketing strategist, HubSpot partner, and Infusion...
Listen
172 | This Is Marketing, Seth Godin from 2018-12-15T23:38:47
No matter what your product or service, Seth Godin has tremendous insight on reframing your sales and marketing approach to grow your business. As an Entrepreneur, best-selling author, and speaker,...
Listen
171 | Understanding Today's B2B Buyer, Jack Quarles from 2018-12-08T23:56:38
There's this idea that B2B buyers in purchasing and procurement are only concerned about one thing...price. While that might the stereotypical, old-school approach to the B2B buying process, forwar...
Listen
170 | Speak Comfortably To A Crowd Of Any Size, Amy Port from 2018-12-01T23:56:32
Public speaking isn't just those times when you're communicating in front of a large group of people. In fact, public speaking is anything other than the times you're whispering to yourself or talk...
Listen
169 | Hidden Networks That Can Transform Your Career And Life, David Burkus from 2018-11-24T23:00:04
When someone says networking, you likely think meeting strangers in order to grow your connections. What if the best way to grow your network isn't by introducing yourself to strangers at cocktail ...
Listen
168 | Gain Customer Insight The Right Way, Bob London from 2018-11-17T23:10:36
Could renting an Airbnb to traveling employees near the headquarters of your ideal customer be the secret to gaining intel about your potential customer? One of our podcast listeners thought it mi...
Listen
167 | Avoid The Sales Quota Trap, Ian Altman from 2018-11-10T20:59:56
Sales quotas are meant to help businesses achieve incremental goals. But, if they become the primary focus for the seller to 'just close deals' without the client's best interest in mind, then you ...
Listen
166 | Recruiting Strategies To Build a High Performance Sales Force, Sean Sykes from 2018-11-02T19:32:14
The best candidates and top performers are not looking for a job right now. To grow your sales force with executives and salespeople you need to a different approach find and attract the right tale...
Listen
165 | Rethinking the Customer Experience, Geoff Ramm from 2018-10-28T15:52:12
Discover (and fix) the gap in customer service you never knew existed.
Businesses can easily fall into the trap of thinking the customer service experience is all about ‘going the extra mile’ ...
164 | Overcoming Fear in Sales And Business, Waldo Waldman from 2018-10-20T20:40:40
Fear and sales don't usually mix well. When you're paralyzed by fear, it's hard to perform at the highest possible level.
But, as Waldo Waldman points out, it's inescapable. We're all afra...
163 | What Distinguishes a Good Sales Team from a Great One? from 2018-10-13T22:00:09
Why do some sales teams flourish while others struggle? What do good teams do so well that other companies don't?
Recently, I've been working on a new book. As part of my research, I inter...
162 | The 60 Second Sale, Dave Lorenzo from 2018-10-07T15:32:26
My guest this week, Dave Lorenzo recently published a book entitled 60 Second Sale: The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye.
You're probably a...
161 | Word-of-Mouth Strategies that Drive Sales, Jay Baer from 2018-09-30T04:14:17
A strong word-of-mouth strategy is one of the most valuable marketing resources a company can invest in. If customers are sharing positive stories about their experience and telling other people ab...
Listen
160 | How One Company Grew by 30% In One Year with Fewer Salespeople from 2018-09-23T05:21:12
If there's any company that can teach us about growing sales, it's GPS Insight. Over the past year, the company has grown their revenue by more than 30%, just by shifting their approach to selling....
Listen
159 | Bad B2B Sales Prospecting Strategies and How to Avoid Them, Bob London from 2018-09-15T21:37:53
On this episode, Bob London returns to discuss some bad sales prospecting strategies. One of our listeners wanted to hear our thoughts about the idea they're considering to drive an Uber during a w...
Listen
158 | The Key to Selling is Trust, Ian Altman from 2018-09-10T02:43:40
In sales, there's no skill more valuable than the ability to establish trust. If you can earn a client's trust, it's far more likely that they will buy from you.
After all, we want to buy ...
157 | The Science of Humor (and How to Use it in Business), Andrew Tarvin from 2018-09-03T05:29:39
Humor is a great skill no matter who you are. It's a particularly valuable tool for businesspeople. If we can make people laugh, or at least entertain them a bit, we can use that skill to achieve a...
Listen
156 | Marketing & Sales in the Age of Social Media, Erin Gargan King from 2018-08-27T13:00:06
Marketing events have always been important in business. Trade shows, for example, give companies the chance to educate the public about their products and connect with potential customers. But, as...
Listen
155 | Modern Sales & Marketing Techniques, Amy Franko from 2018-08-18T23:48:35
Amy Franko has a keen sense of the ways in which B2B sales are changing. After all, today's business landscape looks a lot different than it did a decade ago. Companies don't simply buy products an...
Listen
154 | Using LinkedIn to Form Authentic Connections, Ian Altman from 2018-08-12T21:54:56
On this episode of Same Side Selling, I discuss LinkedIn. It's one of the most powerful tools that sales and marketing professionals have ever had access to. However, sales and marketing folks ofte...
Listen
153 | The Danger of Marketing Gimmicks, Bob London from 2018-08-05T21:09:10
On today's episode, returning guest Bob London joins me to discuss some potentially scary B2B marketing and prospecingz gimmicks. With everyone competing for attention, some folks are resorting to ...
Listen
152 | Why Success Requires Setbacks - Lessons From Mt. Everest, Alison Levin from 2018-07-30T04:48:08
On this episode of the Same Side Selling podcast, Alison Levine shares valuable insight on leadership and how to have the right mindset to propel your success to new levels. As a history-making adv...
Listen
151 | Practicing Fundamentals to Transform Your Performance, Alan Stein Jr. from 2018-07-23T00:48:10
On this episode of Same Side Selling, Alan Stein, Jr. stops by to discuss what salespeople can learn from professional athletes. As someone who’s spent the last 15 years working with the world’s gr...
Listen
150 | Boost Revenue For Your Sales Organization, Manny Medina from 2018-07-17T04:19:05
On this episode of the Same Side Selling podcast I talk with Manny Medina, CEO, and co-founder of Outreach, the market-leading customer engagement platform. Manny and I discuss the challenges of gr...
Listen
149 | Common Mistakes Sales Professionals Should Avoid from 2018-07-09T03:39:12
On this episode of the Same Side Selling podcast, I discuss the most common mistakes that sales professional make when trying to gain business and achieve sales. I share some of the typical slip-up...
Listen
148 | Using Humor to Connect and Engage, Marty Wilson from 2018-07-02T02:36:28
This week's guest is Marty Wilson, former Australian Comic of the Year. Marty currently works as an international keynote speaker and has authored 15 books to date. Today, we discuss some of the bi...
Listen
147 | Build and Strengthen Teams To Do Big Things, Craig Ross from 2018-06-25T04:23:03
Craig Ross and I discuss the mistakes organizations make when it comes to teams, how leaders and teams need to operate together, and how to build, strengthen and achieve great things alongside your...
Listen
146 | Earn Customer Loyalty and Advocacy, Lisa Leahy from 2018-06-18T04:24:46
In this episode of the Same Side Selling podcast, Lisa Leahy and I discuss the importance of customer loyalty and satisfaction, how to avoid dangerous mistakes when it comes to advocacy, and the fo...
Listen
145 | How To Talk About Your Competition, Ian Altman from 2018-06-10T21:39:07
On this episode of the Same Side Selling podcast, I share strategies that you can use to steer conversations about the competition in a way that is beneficial for your business, while still maintai...
Listen
144 | Double Your Business By Improving These 7 Areas, Pete Williams from 2018-06-04T03:34:24
Pete Williams and I discuss the big mistakes people make when trying to grow their business, how to effectively plan for business growth, and the 7 key areas you need to focus on.
Listen
143 | Staying Organized and Increasing Productivity in Sales, Jon Denn from 2018-05-27T23:29:30
On this episode of the Same Side Sellig podcast, I sit down for a conversation with author Jon Denn. We discuss the biggest and most harmful mistakes people make when it comes to attempting to achi...
Listen
142 | How to Infuse Comedy into your Sales Business, Matt Kazam from 2018-05-21T03:56:58
On today's episode of the podcast, I talk with Matt Kazam, a headlining comedian in Las Vegas who has spent over 30 years honing his craft. Matt shares how to inject comedic instincts into your bus...
Listen
141 | Building an Effective Pipeline for your Sales Business, Ian Altman from 2018-05-14T00:33:42
In this episode, I share some of my best strategies and methods for establishing, growing, and maintaining an effective business pipeline in the sales world, which leads to a more successful business.
Listen
140 | How to Increase Sales Productivity, Jill Konrath from 2018-05-07T01:57:06
Jill Konrath and I discuss why salespeople are so exhausted and weary all the time. She shares helpful insight and advice for ways to get your productivity back on track, so you can work more effec...
Listen
139 Bob London | Avoid Making These Stupid Marketing Mistakes from 2018-04-29T21:45:52
On this weeks' edition of the podcast, I speak with repeat guest, founder and CEO of Chief Listening Officers, Bob London. Bob and I discuss some of the marketing tactics, that somebody somewhere t...
Listen
138 Mitch Joel | Reboot Your Business from 2018-04-22T21:47
On this week's podcast, I speak with legendary speaker and multi-best-selling author, Mitch Joel. Mitch is the President of the Mirum Agency, a global digital marketing agency operating in close to...
Listen
137 Craig Zawada | Is Your Pricing Strategy Costing You Business? from 2018-04-15T22:10:32
On today’s edition of the podcast I speak with Craig Zawada who is Chief Visionary Officer at PROS, an organization that applies the latest technology to help customers drive incremental sales grow...
Listen
136 Neen James | How to Drive Profitability, Productivity and Accountability from 2018-04-09T04:16:32
On this edition, I speak with Neen James about her latest book, Attention Pays: How to Drive Profitability, Productivity and Accountability. Her new book spotlights on the power of attention and a...
Listen
135 Joey Coleman | Creating Remarkable Customer Experiences from 2018-04-01T23:11:59
On today’s edition of the Grow My Revenue podcast, I speak with Joey Coleman. Joey is an expert on customer experience as well as helping organizations keep their best customers through enhancing ...
Listen
134 Melissa Agnes | Prepare Your Organization For Any Crisis from 2018-03-25T20:41:41
On this week's edition of the Grow My Revenue podcast, I speak with Melissa Agnes. Melissa is the author of Crisis Ready. Building an INVINCIBLE Brand in an Uncertain World, and she is an expert a...
Listen
133 Jim Cathcart | Update Your Sales Mentality from 2018-03-18T21:42:43
On today’s edition of the Grow My Revenue podcast, I speak with Jim Cathcart who is not only the author of 18 books, he was also inducted into the Sales & Marketing Hall of Fame in London, England,...
Listen
132 Ian Altman | Your Same Side Selling Academy Questions Answered from 2018-03-11T23:24:39
People would come to me and say "can you build a community where we can interact with other people who are applying Same Side Selling to their business", and that’s what we have built with the Same...
Listen
131 Kelsey Ramsden | Surviving Your Success from 2018-03-04T23:13:01
On this week's edition of the Grow My Revenue podcast, I speak with Kelsey Ramsden. Kelsey understands that even the best and most successful leaders can stall and so we’re going to talk specifical...
Listen
130 Scott Gerber | Become a Superconnector through Meaningful Business Relationships from 2018-02-25T22:04:58
Networking is an important part of our business lives. If we want to be successful and grow our organizations, it's wise to build a strong network of people with trust at the core of each relation...
Listen
129 | Plan For Success In 2018 from 2018-02-19T23:13:36
I'm fortunate enough to work with a lot of different businesses and get a glimpse into the methods and approaches that they've found work best for them when it comes to planning for the future, and...
Listen
128 Mark Bowden | The Truth & Lies Of Nonverbal Communication from 2018-02-11T22:09:55
Mark is one of the foremost authorities on nonverbal communication and body language and this week we're talking about his latest book that he co-authored with Tracey Thomson, Truth And Lies: What ...
Listen
127 Chris Orlob | What Your Top Sales Reps Are Doing To Stay On Top from 2018-02-04T22:42:17
Chris and I talk about the biggest misconceptions people have about sales performance, what is driving the tenure of VP’s of sales to be shorter rather than longer, what behaviors top sales perform...
Listen
126 Yigal Adato | Lead Your Business And Your Life from 2018-01-28T20:57:07
On today’s edition of the Grow My Revenue podcast, I speak with Yigal Adato. Yigal is a leadership expert, speaker, executive coach, and business owner. He's a long time entrepreneur with experie...
Listen
125 David Kerr | Managing A Mobile Workforce Even When You Aren’t Mobile from 2018-01-22T01:06:45
On today’s edition of the Grow My Revenue podcast, I speak with David Kerr CEO at Octiv. David shares the biggest challenges in embracing a mobile workforce, change management and how we can help...
Listen
124 Christopher Penn | How You And Your Organization Can Embrace Artificial Intelligence from 2018-01-14T22:13:28
On this week's edition of the Grow My Revenue podcast, I speak with Christopher Penn, one of the world's top experts on artificial intelligence. Christopher is Vice President, Marketing Technology...
Listen
123 Chris Voss | Influence And Negotiation, Not Just For The Hostage Negotiator from 2018-01-07T20:22:39
On today’s edition of the Grow My Revenue podcast, I speak with former FBI hostage negotiator, author and negotiation and influence expert Chris Voss. Chris says that 90% of his job as a negotiator...
Listen
122 Dr. Theo Tsaousides | The 7 Hidden Brain Blocks That Keep You From Achieving Success from 2017-12-17T20:28:07
My guest today, Dr. Theo Tsaousides, says there are seven hidden brain blocks that prevent us from realizing our full potential. These brain blocks run in the background of our lives, often times s...
Listen
121 Jeff Lesher | How Organizations Can Reach Their Goals, Not Just Talk About Them from 2017-12-10T21:09:13
On today’s edition of the Grow My Revenue podcast, I speak with Jeff Lesher, a principal for management consulting firm, SHIFT Consulting. Jeff believes that employees fail to carry out the tasks n...
Listen
120 | Business Trends To Drive Success In 2018 from 2017-12-03T21:32:51
For the fifth straight year, I'm making my predictions for the Top Ten Business Trends of the year. It's been hugely popular among readers. If you Google the term "business trends", it's more than ...
Listen
119 Jamie Mason Cohen | What Your Handwriting Says About Your Leadership Style from 2017-11-26T23:26:21
On today’s edition of the Grow My Revenue podcast, I speak with international speaker, best-selling author and certified handwriting analyst, Jamie Mason Cohen. Jamie says a person’s handwriting re...
Listen
118 Wayne Washington | How To Spot And Plug Value Drains That Impact Your Company's Bottom Line from 2017-11-19T22:06:17
On today’s episode of the Grow My Revenue podcast, I speak with Wayne Washington, an expert and veteran in the field of operation management. Wayne has been called “The Doctor of of Operations” bec...
Listen
117 Tom Webster | What Marketers Can Learn From The 2016 Presidential Election from 2017-11-12T20:35:54
On today's episode, our guest is Tom Webster, Vice President of Strategy and Marketing for Edison Research, the organization behind exit polling for national elections in the U.S. for more than two...
Listen
115 Tim Conder | How To Make The Transition From Sale To Kickoff As Smooth As Possible from 2017-10-29T23:13:24
On this episode of the Grow My Revenue podcast, we discuss the do’s and don’ts of customer transition, that delicate point in a transaction between the completion of a sale and kick-off or implemen...
Listen
114 | How To Reach Prospects When You Are Brand New To Sales from 2017-10-22T20:48:35
On this episode, I discuss the fundamentals of prospecting — how to determine the number of clients you need to contact to meet your goals; what to say once you get through them; how to follow up p...
Listen
113 Dan McGinn | How To Mentally Prepare Yourself For Success In Any High-Stakes Situation from 2017-10-15T20:31
We all know someone who exudes confidence and control — the type of person who can walk into a high-stakes situation and, without breaking a sweat, knock it out of the park. Not only are they cool ...
Listen
112 Alison Stratten | How To Create UnWavering Customer Loyalty In The Age of Disruption from 2017-10-08T19:42:46
On today’s edition of the Grow My Revenue podcast, I speak with Alison Stratten, co-author of five business books on marketing & sales and co-owner of UnMarketing Inc. Alison and her husband, Scott...
Listen
111 Simcha Gluck | Why Business Should Be Fun And Games from 2017-10-01T19:22:27
On today’s edition of the Grow My Revenue podcast, I speak with Simcha Gluck, the co-founder of FreshBiz, a training and development company that uses game-based learning to improve the performance...
Listen
110 Mary Kelly | How Organizations Can Embrace Change And Use It To Their Advantage from 2017-09-24T20:39:40
On today’s episode, I talk with speaker, author and Ph.D Mary Kelly about the nature of change and what leaders can do today to embrace change and lead their teams through shifting workplaces.
...
109 | What To Do When Clients Go Radio Silent And Other Listener Questions from 2017-09-17T20:15:08
Have you ever spent time building and nurturing relationships with clients only to have them suddenly shut down on you? They don’t return your phone calls, respond to your emails or give you any re...
Listen
108 Howard Rogers | How One Company Went From 30 Million In Sales To 100 Million In A Few Years from 2017-09-11T00:42:27
On today’s episode, I talk to Howard Rogers, founder and CEO of BrightClaim. Howard was a guest on season 1 of this podcast. Today we’re going to talk about the steps he took to grow his company fr...
Listen
107 Dustin Matthews | How To Give Powerful Presentations That Wow from 2017-09-03T22:26:05
My guest today is going to explain how to turn drab presentations into a powerful ones that move people to buy your products, book your services and support your ideas. He’s developed a 5-part syst...
Listen
106 Tucker Max | How A Book Can Increase Your Reputation, Expertise and Bottom Line from 2017-08-27T22:13:38
Have you ever thought to yourself, “I should write a book”; then immediately dismissed the idea because it seemed too far-fetched, time consuming or overwhelming?
Whatever prejudices you may h...
105 | Breaking Bad Habits, and Why Questions Are Way More Powerful Than Statements and Giving Demos from 2017-08-20T21:43:41
Too often I see salespeople clamoring for the chance to give prospects a demo of their products. They think that if they could just show clients how their products and services work, the orders wou...
Listen
104 Gerry Lantz | How To Make Boring Messages Come Alive With Brand Storytelling from 2017-08-13T20:50:53
Today, we talk specifically about ways organizations can differentiate themselves by using tried-and-true story techniques and formulas that increase a brand's visibility and recognition.
Listen
103 John Cousineau | How Curiousity Leads to Better Results from 2017-08-06T20:54:49
My guest today believes that “measuring what counts” so sales teams can see what’s working and what’s not, is the first step to achieving amazing sales results.
Listen
102 Phil Jones | Learn 'Exactly What To Say' in Sales Conversations from 2017-07-31T00:56:16
My guest today is author, speaker and sales extraordinaire Phil Jones. Phil believes there’s power in words, and when you deliver the right words to the right audience at the right time, you hold t...
Listen
101 Stephen Shapiro | Why Companies Fail At Innovation (And What They Can Do About It) from 2017-07-23T21:52:30
What is it about iconic organizations that allow them to respond with innovative solutions to marketplace needs? What is it about their approach to business that allows them to create better produc...
Listen
100 | Celebrating Episode 100 from 2017-07-16T22:20:29
This week we celebrate episode 100 of the podcast! I want to extend a personal thank you to everyone who's supported the show by leaving a review and sharing the podcast with their friends and fam...
Listen
099 Tim Hayden | Strategic Marketing to Build and Retain Repeat Business from 2017-07-09T22:26:15
On today’s episode, I talk to marketing strategy expert Tim Hayden about how businesses can generate more revenue and have greater impact by better leveraging their marketing efforts on existing cu...
Listen
098 Marylou Tyler | How To Consistently Fill Your Sales Pipeline With Qualified Prospects from 2017-07-02T22:30:25
No matter what business you’re in, if you want to be successful, you have to be good at sales. I don’t mean simply good at closing sales. I mean good at identifying, attracting and building relatio...
Listen
097 Susan Wilson Solovic | How Small Changes Can Have An Enormous Impact On Your Business from 2017-06-25T22:14:01
If you’re a small business owner in a small town anywhere in America, you may be tempted to think there’s no way you can compete against a big chain store or an enterprise company with hundreds (ma...
Listen
096 Scott Mautz | How Leaders Can Increase Employee Engagement In A Smart And Meaningful Way from 2017-06-18T21:54:44
On today’s episode, I talk to author, speaker and executive trainer Scott Mautz about modern-day leadership and what it really takes to lead today’s mostly millennial workforce.
Scott believes ...
095 Michael Bungay Stanier | How Leaders Can Be "Coach-like" With Their Teams To Achieve Results from 2017-06-11T21:43:23
On today’s episode, I talk to author, speaker and executive coach Michael Bungay Stanier about why the term coaching gets such a bad rap and why more organizations should embrace it. We talk about ...
Listen
094 Leslie Ehm | How To Deliver A Message That Doesn't Fall On Deaf Ears from 2017-06-04T21:55:06
One of the key ingredients to running a successful business is being able to communicate effectively with your customers, employees and stakeholders. After all, what good does it do to have a great...
Listen
093 Robert Rose | How To Create A Content Strategy That Builds An Audience of Loyal Fans from 2017-05-29T11:15:26
You’ve heard that creating content is important for your business. You’ve heard you need a list of subscribers to market and sell to. You’ve heard the money is in the list. But what if everything y...
Listen
092 | Why Sales Is Not Just About The Numbers from 2017-05-21T20:40:34
Often times, clients ask me: what do I do if I work for an employer who is so focused on hitting a sales quota that the tenets of Same Side Selling get dismissed in favor of pitching and pushing a ...
Listen
091 Steve Benson | How Top Producers Achieve Amazing Results from 2017-05-14T20:51:36
What is it about top performing salespeople who make them so successful? Is it charisma, product knowledge or luck that enables them to land the prized accounts? Does knowing the product inside and...
Listen
090 Mark Jeffries | How to Win Over Audiences Using the BRAINS of Influence from 2017-05-07T23:08:18
Have you ever been in the presence of someone who can make a room full of people hang on her every word? It’s as if she cast an invisible spell upon an audience with her charm and charisma. Have yo...
Listen
089 Rob Jolles | How To Turn Boring Presentations into Engaging Experiences from 2017-04-30T16:02:41
We all know what it feels like to sit through a lackluster training listening to a disinterested speaker drone on and on about a topic he may know lots about, but just can’t seem to bring to life. ...
Listen
088 | Why F.I.T. is the Antidote to Pushy Selling from 2017-04-23T16:53:39
We’ve all been on the receiving end of pushy, sleazy sales tactics that make us want to run for cover. It doesn’t feel good.
Nobody wants to be around a salesperson whose sole focus is to ...
087 Bob London | Stupid Marketing: The Biggest Marketing Mistakes Companies Make from 2017-04-16T20:22:23
We all know what it feels like to be on the receiving end of bad marketing. We come across tasteless ads, intrusive pitches and condescending emails that make us wonder: Why do marketers think it's...
Listen
086 Dave Delaney | How Nice People Network from 2017-04-09T21:33:38
Do networking events make you squeamish? Do they make you feel sleazy and slimy, like you just want to run home and shower after having participated in one? Or maybe it's not that bad for you. Mayb...
Listen
085 Raman Sehgal | How A B2B Company Quadrupled In Growth By Turning Down 80 Percent Of New Business from 2017-04-02T23:21:48
Do ever feel like you’re putting in double the effort for less than half the results in your business? Or maybe you’re scared of turning down potential clients because you’re afraid your sales pipe...
Listen
084 Tamsen Webster | The 5-Step Framework That Helps Companies And People Manage Change from 2017-03-26T23:26:11
There's one thing that's constant, and that's change. But why is it that some organizations seem to manage change so effortlessly, while others appear to buck it?
Turns out most companies...
083 | What Top-Performing Salespeople Do That Others Don’t from 2017-03-20T01:27:36
Have you ever wondered what top-performing sales professionals do to achieve extraordinary results?
You may be tempted to think that top performers have special talents and abilities that ...
082 Alison Whitmire | How Empathy Is The Key To Successful Communication from 2017-03-12T19:41:58
Constructive feedback and discussion is vital to the health of any organization.
But what happens when that feedback triggers an adversarial response from someone that creates an impasse, ...
081 Ann Handley | How to Create Great Marketing Messages that Resonate from 2017-03-05T15:49:28
If you’re a company with a great product or service, marketing is critical to your business growth – both online and off. In fact, creating great marketing can be the difference between booming sal...
Listen
080 Tom Webster | Business Lessons About Polling Audiences From The Recent Presidential Election from 2017-02-27T00:34:59
The most recent presidential election in the United States proved that predicting – or as my guest today calls it, ‘probability calculation’ – is a dangerous way of reading an audience. It essentia...
Listen
079 | How Asking the Right Questions Can Shorten the Sales Cycle and Lead to Better Results from 2017-02-19T21:36:57
Have you ever wanted to peer inside a potential customer’s mind to understand how he or she makes a buying decision? Have you ever wondered what key questions a prospect asks himself when deciding ...
Listen
078 Ahava Leibtag | How Businesses Create Trust and Authority with Quality Content from 2017-02-12T20:31:46
If you’re a business with an online presence, content marketing is critical to growing your business and building relationships with customers, which can have a direct impact your bottom line. In f...
Listen
077 Neen James | How To Accomplish More In Less Time, With Half The Effort from 2017-02-05T17:54:45
Have you ever wished you could add more hours to your day just so you could cross more tasks off your to-do list? Do you spend most of your days going from meeting to meeting only to feel like you ...
Listen
076 Jack Quarles | Expensive Sentences That Drain Company Resources from 2017-01-30T00:21:45
We’ve all heard the clever, catchy truisms tossed about in corporate environments that sound like sage advice:
"A penny saved is a penny earned."
"You get what you pay for."
<...
075 | How to Properly Use Sales Scripts and Active Listening from 2017-01-23T00:05:31
On this episode, I'll be answering these questions plus weighing in on the impact of social media in ways you may not have considered. Listen in for those topics and more on this special solo editi...
Listen
074 Marcus Sheridan | 5 Ways to Build Trust with Content Marketing from 2017-01-15T23:34:14
You know how important content marketing is to your success, but how do you actually use it as a tool to build trust? Joining us to answer that question and others is my great friend and two-time v...
Listen
073 Bob Burg | How To Be a Go-Giver from 2017-01-08T20:05:55
When you hear the term "go-giver" what do you think of? Do you think of someone who gives and gets nothing in return? Or do you think of someone who gives value consistently and ultimately reaps fi...
Listen
072 Jill Rowley | The Keys to Social Selling from 2016-12-18T19:52
What exactly is social selling, and how do you know if you're doing it right (or wrong)? Our guest today, Jill Rowley, is the de facto expert on the subject. Jill is an international speaker, digit...
Listen
071 Ryan Levesque | Asking The Right Questions from 2016-12-12T01:07:36
Do you think you know what your customers want? Have you sent them surveys? Most business owners either assume that they know what their customers want, or don't know the right questions to ask to ...
Listen
070 | Top 2017 Business Trends with Ian Altman from 2016-12-04T21:35:57
Every year, I give a rundown of the business trends I see in the upcoming year, and today I am sharing the top 2017 business trends with you on this episode of Grow My Revenue.
Specificall...
069 John Jantsch | Utilizing SEO For Business Growth from 2016-11-27T18:29:23
Is search engine optimization (SEO) simply an afterthought for your business, or is it something that is part of your marketing plan like your editorial calendar? It should be the former, but eithe...
Listen
068 Gini Dietrich | The Truth About PR from 2016-11-20T19:27:26
When you think of public relations (PR), what comes to mind? Swanky parties of schmoozing and martinis? Or someone who makes phone calls to their friends to land big publicity for a business? Neith...
Listen
067 | How Not to Ruin Your Marketing Message from 2016-11-14T02:49:35
Have you ever noticed how marketing messages often pay no attention to what is on the mind of the customer they are trying to reach? Rather than find out what their audience is concerned with, most...
Listen
066 Shama Hyder | Momentum in the Digital Marketing Age from 2016-11-06T17:32:27
If you've ever wondered how to streamline and integrate your physical marketing and your digital marketing, or how to best utilize the social media platforms available, you'll want to give today's ...
Listen
065 Bob London | Why Most Marketing Fails from 2016-10-31T00:57:23
All of us have had the unpleasant experience of receiving a phone call or an email from someone trying to sell us something. But what makes it so unpleasant? Typically it's because the person writi...
Listen
064 Andrea Waltz | Go For No from 2016-10-23T22:50:38
By nature, if you're like most people, you can't wait to hear a yes. But our guest on today's episode is an expert on why going for no is equally important in the business world. Andrea Waltz is th...
Listen
063 | How to Discuss Discount Requests, and Other Pricing Strategies from 2016-10-16T19:22:01
When was the last time you received a request for a discount from a client or potential client? And how did you respond? On this special solo edition of Grow My Revenue, I'll be addressing this ver...
Listen
062 Ryan Rhoten | Own Your Personal Brand from 2016-10-09T15:01:27
If you work within a corporation or any other organization, do you still have a personal brand? Our guest for today's episode says yes, you do. Ryan Rhoten is a speaker, podcaster, and personal bra...
Listen
061 Lisa Cummings | What StrengthsFinder Can Do For Your Business from 2016-10-03T02:20:34
Being able to lead a team of people with a variety of skills is an invaluable ability, and a tool to help with that process is StrengthsFinder. Today I've brought on the expert on this topic, our t...
Listen
060 Ron Tite | What Comedy Can Teach You About Business from 2016-09-25T15:17:26
Comedy and business share a lot more parallels than you might think, at first glance. For example, the process that a comedian uses to evoke laughter is the same process you can use to engage someo...
Listen
059 | Using Content Marketing As A Follow-Up Tool from 2016-09-18T20:16:47
If you've ever been on the receiving end of a typical follow-up sales call, you know how ineffective they are, but is your sales team guilty of making these types of calls? Whether they are or not,...
Listen
058 Howard Behar | What Starbucks Will Teach You About Company Culture from 2016-09-12T00:09:03
Have you ever wondered how Starbucks created and sustained their culture throughout their skyrocketing growth? Our guest for today's show is the man who knows, Mr. Howard Behar. Howard is the forme...
Listen
057 Mark Bowden | Successfully Reading Body Language from 2016-09-04T17:10:31
You've been told the majority of communication is non-verbal and to read someone's body language for the full picture. But have you ever tried to read someone's physicality, only to get it terribly...
Listen
056 Eric Esfahanian | Is Your CRM Helping or Hurting Your Sales? from 2016-08-28T23:32:43
If you use a CRM to measure your sales team's performance, you may be missing out on the whole picture. To know if you are getting an accurate view of what's working and what's not working for your...
Listen
055 | What To Do If Clients Don't Have Problems You Solve from 2016-08-21T19:47:58
Have you ever been talking to a potential client only for them to say they don't have any problems you can solve? On today's special solo show, I'll be sharing a specific example of how one listene...
Listen
054 Elizabeth Marshall | How To Be An Expert In Your Field from 2016-08-14T23:22:34
Being recognized as a thought leader is a critical component of being successful in your industry. But reaching that status doesn't happen overnight, and it doesn't happen by accident. Here to shar...
Listen
053 Jay Greenstein | SWAGR Your Way to Success from 2016-08-08T03:58:53
Sometimes the difference between failure and success is whether or not the person has and uses certain tools and practices. Our guest for today has created an acronym of methods and resources to he...
Listen
052 Matt Curry | How to Sell Your Business For Eight Figures from 2016-07-31T21:50:17
If you're like most entrepreneurs your goal is to build your business, and one day sell it for a handsome profit. Our guest on today's show has done just that, and he's here to talk about it! Matt ...
Listen
051 | Building Trust With Customers from 2016-07-25T00:44:30
On this episode of Grow My Revenue, I share several personal experiences I've had recently around trust, how to listen (and how not to) and why honesty truly is the best policy. Listen in for all o...
Listen
050 Zvi Band | The Truth About Using CRMs In Your Business from 2016-07-18T02:09:31
Are you using your current CRM for the best possible benefits to your business? Joining us to shed light on the world of CRMs is Zvi Band of Contactually, a CRM on the market today.
Zvi is...
049 Ebong Eka | Business Planning That Works from 2016-07-11T02:09:25
If you've ever crafted a business plan you know how time consuming the process is. Have you presented your plan to someone for funding, only to discover they didn't read past the Executive Summary?...
Listen
048 Tina Bean | Resources and Tools For Predictive Intelligence from 2016-07-04T02:06:42
Today's episode with Tina Bean, the co-founder of VisiStat and KickFire. The origin of this conversation is a bit unusual: it started out as an interview for an article I was writing. As we talked ...
Listen
047 Derek Coburn | Build A Powerful Network Without Networking from 2016-06-26T20:48:10
When you think of networking what do you think of? Big events full of people who are really just there to get more leads for themselves? If you do, you're in good company. Most people dread network...
Listen
046 | Two Simple, Key Questions For Dramatic Growth from 2016-06-20T04:24:58
Have you ever had a deal stall or fall through, but you weren't sure why? That's a frustrating yet very common experience for many C level executives. The good news is there are two simple question...
Listen
045 Dave Currie | Predictive Sales Intelligence for Organic Growth from 2016-06-13T03:19:41
Knowing when to talk to the right person, how to talk to them and why are all key components of securing a new client, and maintaining that relationship. Our guest for today has used predictive sal...
Listen
044 Mark Modica | Common Misconceptions About Raising Capital from 2016-06-06T05:52:26
If someone had spent thousands of hours in the start-up world, particularly in the world of raising capital, would you be interested in what they had discovered? Our guest for today, Mark Modica, i...
Listen
043 Kristina Bouweiri | Growing Your Business In Any Economy from 2016-05-29T23:40:59
Have you heard other business owners say they can't grow because of the economy? Often people will blame the current state of the economy for their lack of ability to expand, or even for their loss...
Listen
042 | What To Do When Your Client Says I Don't Know from 2016-05-23T03:21:47
Have you ever been talking to a potential client and asking questions, only to have them say they didn’t know the answer? What was your response - did you think they were telling the truth or just ...
Listen
041 Colin Eagen | Doubling Your Business in Three Years from 2016-05-16T03:03:16
If a company doubled in size in three years and was on the Inc. 5000 list would you be interested in hearing the key factors that created their success? Of course you would and Colin Eagen of E Gro...
Listen
040 | Rohit Bhargava | How To Identify Trends And Predict The Future from 2016-05-09T04:24:29
Imagine you had the ability to forecast trends, predict the future and spot things others overlook. Now imagine what you would with your business.
A man who can help you make that imagined...
039 Barry Glassman | Creating Company Culture from 2016-05-02T04:50:51
Have you wondered what makes a company a great place to work? Is it something you should be striving for within your own organization? Our guest for today, Barry Glassman is a renowned expert on co...
Listen
038 Growing Your Revenue Through Conferences and Trade Shows | Ian Altman from 2016-04-25T05:00:06
In person events like trade shows, conferences and conventions can be some of the best ways to make an impact on your target audience, expand your network and grow your revenue. But only if you're ...
Listen
037 Sean Farrell | Tripling Your Bottom Line with Integrity-Based Sales from 2016-04-18T04:44:03
Does it seem counterintuitive to you that by leaving money on the proverbial sales table you could actually increase your bottom line? While it may seem that way at first glance, today's guest shar...
Listen
036 Sharí Alexander | Growing Your Influence from 2016-04-11T04:10:28
One of the fundamental tenets of sales I emphasize on this show is selling with integrity. So why would I suggest you learn what con artists already know? Because it's the exact same technique ever...
Listen
035 | Keeping Up With Your Competition from 2016-04-04T04:56:47
Some of the latest developments in business tech you might not have heard of are competitive intelligence and predictive campaigning. Competitive intelligence keeps tabs on what the industry is say...
Listen
034 Working With Gatekeepers and Other Sales Strategies | Ian Altman from 2016-03-28T04:04:52
If you've ever tried to reach an executive but been stymied by their gatekeeper today's episode will strike a chord with you! One of the most common challenges sales people have is reaching their p...
Listen
033 Yanik Silver | Evolving Your Enterprise - Doing Good Is Good for Business from 2016-03-21T06:31:05
If I told you having a business that does good in the community can actually grow your bottom line would you believe me? It's the truth and the man here to back that up is ultra-successful digital ...
Listen
032 Joe Pulizzi | Creating Content to Grow Your Business from 2016-03-14T03:34:35
You've heard the phrase "content is king" but that's not true for all content. How do you know if you are creating valuable, quality content that is actually reaching your audience and growing your...
Listen
031 Marissa Levin | Why Advisory Boards Are So Powerful from 2016-03-07T05:13:18
Did you know one of the most critical steps for the success of any business is having an advisory board? No matter how big or small your organization is an advisory board is a necessary component t...
Listen
030 | 3 Keys to Growing Your Business With Integrity from 2016-02-28T00:00
If you'd like to grow your business by attracting your ideal clients there's a simple way to do so: integrity. There are a few key ways to have integrity when engaging with potential clients, and I...
Listen
029 Chris Yoko | Focusing on Digital Marketing Results from 2016-02-22T01:18:15
How do you know if you are measuring and tracking the right metrics on your site? Are you fully utilizing the power of digital marketing to grow your revenue and your business? Because there are ma...
Listen
028 Jenny Shtipelman | Tips for Successful Business Banking and Funding from 2016-02-15T06:54:01
For many businesses outside funding is an important tool that is instrumental to their growth. If you're in that position or ever have been how do you know whether you should work with a banker or ...
Listen
027 Jack Quarles | Understanding The Mind of The Buyer from 2016-02-08T05:10:50
One of the most important things a seller can do is understand where their client, the buyer, is coming from. Knowing what the buyer needs and wants is pivotal to not just making the sale but also ...
Listen
026 Robert Richman | What Makes a Successful Culture from 2016-02-01T07:24:09
Often when we talk about the success of a company we say "it's their culture". But what does that mean? What exactly is culture in a company and why is it so closely linked to the success (or failu...
Listen
025 Your Three Biggest Sales Questions With Ian Altman from 2016-01-25T06:05:10
On this episode I delve into the three questions everyone keeps asking: (1) What do you do if you're competing against an existing vendor? (2) How do you create a sense of urgency on the part of yo...
Listen
024 Tallat Mahmood | How to Prepare Your Exit Strategy from 2016-01-18T01:53:26
When is the best time to start thinking about your business' exit? 5 years ahead of time? 10 years? Our guest on today's episode, Tallat Mahmood, explains when to start planning and how to do so mo...
Listen
023 Bill Cates | How To Earn More Referrals from 2016-01-12T00:55:37
Growth is vital to any business, but if you want exponential growth to skyrocket your revenue referrals are key. So how do you get those referrals from your clients? Is it with high net promoter sc...
Listen
022 The Sales Zone | How to Find and Attract the Right Sales Candidate from 2016-01-04T06:51:53
Sales is the lifeblood of any company so finding the right sales force is absolutely crucial to growing your revenue. But how do you find and attract the top candidates? The ones who will exceed yo...
Listen
021 Jonathan Krinn | How to Embrace Innovation in Your Industry from 2015-12-25T00:00
Jonathan Krinn joins us to talk about innovation in any marketplace, how to create a culture of caring among your employees and what transparency has to do with being a successful leader of your te...
Listen
020 Joey Coleman | How to Stand Out With Exceptional Customer Service from 2015-12-21T06:31:51
If companies like Zappos and Google are committed to exceptional customer experience shouldn't you be too? There's one man they go to, a man who has his finger on the pulse and his name is Joey Col...
Listen
019 Top 2016 Business Trends | with Ian Altman from 2015-12-12T00:00
Every year I spend some time examining and writing about the top 10 business trends I see coming up next and I did the same this year. Although I've already published my top 10 list in Forbes I wan...
Listen
018 Jill Konrath | How to Experiment and Sell More from 2015-12-05T00:00
Have you stopped to consider that a sale to your customer means a change in their status quo? If you did, what would be different for you and your sales team? Our guest is here to offer insight and...
Listen
017 Joe Mechlinski | How to Grow Regardless from 2015-11-29T00:00
On this episode Joe and I discuss how to develop the talent you already have, the telltale signs of disengaged employees and a real life example of how Joe took a company from good to being recogn...
Listen
016 John Jantsch | How to Get The Most Referrals For Your Business from 2015-11-19T00:00
John Jantsch is a foremost expert on marketing, and we talk specific marketing tactics to use to create more referrals. He shares the right way to use case studies vs. the way most companies use th...
Listen
015 Jim Schleckser | What Makes a Great CEO? from 2015-11-16T00:00
What is it that separates the great CEOs from the rest of the pack? Jim Schleckser, our guest for this show, is here with the answers. Jim has spent his career running companies for other people, a...
Listen
014 Lisa Cummings | How to Lead Through Strengths from 2015-11-15T00:00
Lisa Cummings, owner of Lead Through Strengths, is an expert on personnel strengths; she helps organizations worldwide find their employees' greatest strengths and how best to utilize them.
013 What To Do If Your Customer Goes Silent | Q&A with Ian Altman from 2015-11-07T00:00
Have you ever had a customer go silent? Is there a proper way to respond when they do? Today I’m sharing the answer to those questions including how most people follow up, why it doesn't work and w...
Listen
012 Jay Baer | How to Hug Your Haters from 2015-11-01T00:00
Jay Baer of Convince and Convert and 5-time best-selling author joins us to talk about how to successfully negotiate the changing landscape of customer service, how to hug your haters and what to d...
Listen
011 John Ruhlin | Gift-Giving To Deepen Relationships with C-level Executives from 2015-10-25T00:00
John Ruhlin is the founder of The Ruhlin Group, a firm that specializes in year-round strategic gifting and appreciation programs to connect with C-level executives. On this episode he shares how t...
Listen
010 Clay Hebert | Build and Attract a Crowd For Your Business from 2015-10-15T00:00
Clay Hebert helps entrepreneurs fund their dreams. Cl?ay shares a ?three-step structure to build and attract a loyal following for your business, the six-word introduction to describe your business...
Listen
009 Howard Rogers | How This CEO Tripled His Growth Rate Within One Year from 2015-10-13T00:00
Howard Rogers, CEO of BrightClaim shares on the Grow My Revenue Business Cast how his company jumped from a growth rate of between ten and twenty percent to fifty-five percent in one year. Listen t...
Listen
008 Jaime Tardy | Successful Habits Of Business Leaders from 2015-10-12T05:58:55
Jaime Tardy shares insight into habits and traits possessed by successful people. We also discuss ways you can apply this insight to your life to become successful. Jaime has a brilliant approach ...
Listen
007 Lead Client Meetings That Produce Results | Q&A with Ian from 2015-10-12T05:56:03
Ian Altman addresses questions received from our listeners. He explains the Same Side Selling: Four Quadrants. A proven sales method for collecting essential information to ensure productive client...
Listen
006 Marcus Sheridan | Successful Content Marketing from 2015-10-07T00:00
Marcus shares how to dramatically improve content marketing efforts for your business. He explains the type of content you can create that instantly builds trust from your ideal clients. Marcus sh...
Listen
004 Tim Hawkins | Fixed Fee vs Hourly Pricing from 2015-10-02T00:00
When selling business or professional services, you have a choice of selling your services on an hourly basis or for a fixed fee monthly or for the project. Recognize that when you charge by the ho...
Listen
005 Jordan Harbinger | Build Social Capital from 2015-09-29T00:00
Jordan Harbinger shares some of his nontraditional secrets of social networking. He explains that working hard isn’t enough if you can’t connect socially. “You can’t really rely on the universe to ...
Listen
003 Seth Godin | Remarkable Business Wisdom from 2015-09-25T00:00
Anyone that has ever struggled with “How to rise above the competition and be noticed”, should listen to this GrowMyRevenue Business Cast episode. Business marketing luminary Seth Godin shares unco...
Listen
002 Alison Whitmire | The Art of Giving And Receiving Feedback from 2015-09-22T00:00
Have you ever struggled with how to give or receive meaningful feedback? In this episode of the Grow My Revenue Business Cast Alison Whitmire shares three things everyone needs to do when offering ...
Listen
001 Michael Port | Steal The Show from 2015-09-22T00:00
Discover how you can become a better speaker. You might be thinking, “Wait. I’m not a professional speaker so how can this help me.” Michael explains why his proven concepts apply to every convers...
Listen
000 Ian Altman | Introducing The Grow My Revenue Business Cast from 2015-09-07T00:00
In this episode of the Grow My Revenue Business Cast, I introduce my brand new program meant to help professionals that offer business services and products. In this introductory episode you’ll dis...
Listen