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Same Side Selling Podcast Profile

Same Side Selling Podcast

English, Finance, 21 seasons, 371 episodes, 5 days, 19 hours, 41 minutes
About
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
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Urgency Based on a Business Case

Ian Altman emphasizes the importance of understanding why a client's interest in a solution may have waned, and encourages sales professionals to ask the right questions to determine if a problem is significant enough to warrant a solution. He highlights the need to build a business case for investment in a project or solution, providing evidence of attempts at alternative solutions and convincing the client or prospect of the urgency and importance of solving the problem.OutlineSales techniques to uncover client needs and prioritize solutions.Urgency in sales often leads to pushing clients instead of understanding their priorities.Speaker emphasizes importance of asking right questions to determine if a problem is worth solving.Speaker advocates for active listening and empathy to build trust and convince clients of solution's value.Speaker Ian Altman shares insights on how to address objections and sell to clients effectively.Altman encourages listeners to check out the Same Side Selling Academy for valuable resources.
5/16/20246 minutes, 3 seconds
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How to Follow Up When A Deal Is Delayed

Have you ever forecasted a deal to happen and the clients seem excited to work with you and all the sudden they stop returning your calls or emails? Or maybe they do respond but they let you know they have to push the deal out 1,2 or 3 months? You were certain this deal was going to happen but now you are confused and wondering what caused this sudden delay. In this week’s episode, I share with you the approaches you can use to qualify your leads to uncover their level of urgency and commitment to solving their current problem. By asking the correct qualifying questions, you can gain more insight into how likely your potential client is to follow through with the deal. Join me on this week’s episode to learn more Same Side Selling techniques. Quotes: “The fact that you spend a lot of time and you forecast this deal is not a good reason for your client to follow up with you.”“So when it comes to timing, if someone says, oh, yeah, we're really interested in your solution. Great. So what happens if you don't solve this?”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
7/20/20227 minutes, 36 seconds
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3 Elements for High Performing Sales Training

There is a difference between the top sales performers and the people in the middle, effective training. There are three main components to a high performing sales training program and in this episode I share with you exactly how you can replicate that for your own business.  We are honored that the Same Side Selling Academy is ranked in the top five sales programs globally but with that did not come mistakes early on. In this episode, I will not only share the formula to an effective and high performing sales training program but also the mistakes we made early on to help you avoid the same. Join me in this week’s episode to hear how you can use the Same Side Selling techniques to build a sales training program to help truly move the needle for your team. Quotes: “If you practice for just one hour a week, you'll outperform your peers. Because in doing this research with many, many different organizations, what I found is that less than 5% Practice at all. So if you carve out an hour a week to practice with your colleagues, you'll outperform your competition, head and shoulders.”“The other thing people say to me is, well, our team is already really good. If that's the case, then wouldn't Major League Baseball players not practice? Wouldn't top performing basketball players and hockey players not practice? Top musicians and performers wouldn't practice?”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
7/13/202210 minutes
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Pipeline Traps

You gather all this information from meetings for your pipeline reports, but do you keep falling into the trap of the client choosing another vendor, pricing difficulties or they ghost you? If so, you may be falling into these common pipeline traps that don’t actually ask or measure the necessary information to move the needle. In this week’s episode, I share with you the exact questions you should be asking and the evaluations you should be making to increase the chance of a potential client choosing your business over another vendor. You want to make sure you are getting an honest evaluation of not only the client’s problems but also the urgency at which they want to solve them. Join me in this week’s episode to hear how you can use the Same Side Selling techniques to bring in a much higher percentage of opportunities. Quotes: “A pipeline should not be a pipe dream. A pipeline should be an honest assessment of the opportunities that you have that are likely to happen.”"We need to make sure that we're creating pipelines and forecasts that are accurate and reliable, not just some Wish List and fantasy”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
7/6/20229 minutes, 21 seconds
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How to Approach the VP of Business Prevention

Have you encountered the VP of Business Prevention, the person who always finds a way to kill a deal? Instead of complaining about this person, you need to alter your approach to selling your product or service. You want to focus on discovering what key factors are important to this key decision maker and how you can best present your product or service to solve their problem. In this week’s episode, I share exactly how you can gain transparency and trust with the VP of Business Prevention to increase your reliability and sales. Quotes: “Their reluctance comes down to one of two things. They either don't believe in the impact of doing nothing. Or they don't believe in the results that allegedly, you're saying you can deliver for them.”“Once they realize that you are more interested in the outcome or result than the sale, it builds a level of trust.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
6/29/20229 minutes, 21 seconds
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How To Build The Best Customer Experience with David Avrin

The customer experience has changed over the past few years. The expectations for access, immediacy, flexibility and convenience as customers have shifted and we must learn how to differentiate ourselves from competitors. In this week’s episode, Ian is joined by David Avrin. David is one of the most in-demand Customer Experience speakers and consultants in the world today. David Avrin, CSP, Global Speaking Fellow, has shared his content-rich, entertaining and actionable presentations with enthusiastic audiences across North America and in 24 countries around the world. David helps organizations better understand and connect with their changing customers and clients to help future-proof their businesses.David's insights have been featured on thousands of media outlets around the world. He is also the author of five books including the acclaimed: It's Not Who You Know, It's Who Knows You!, Why Customers Leave (and How to Win Them Back) and his newest book: The Morning Huddle -- Powerful Customer Experience Conversations to Wake You Up, Shake You Up, and Win More Business. Join David and Ian as they discuss exactly how you can differentiate yourself and better your customer experience. Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
6/23/202227 minutes, 53 seconds
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Why Product Demos Are A Trap For Sellers

Scheduling a demo shouldn’t be your goal, piquing the interest of executives with the problems you solve should be your biggest priority. To successfully generate sales after demos, you want to focus on piquing interest, determine if you are a good fit and deliver evidence that you can provide results. In this week’s episode, I share how you can shorten sales cycles and have clients less concerned about price by using the Same Side Selling approach.Quotes: “Instead of focusing on what it is that you're selling, which nobody cares about, you need to look at it through the lens of your customer.”“Make sure the executives first get those early adopters in there who understand what the underlying process is, how people are going to make decisions and whether or not the right messaging is correct.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
6/15/20226 minutes, 35 seconds
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The Recipe for Launching New Products or Services

A common mistake executives make after coming up with a new product or service offering is trying to hire a sales team before knowing exactly how or why your customer would buy the offering. How can you hire any sales team before understanding what moves the needle for your potential client? In this week’s episode, I share with you a formula to follow that allows you to understand your potential client’s problems and messaging as well as how to hire a team and develop processes for success. Quotes: “Instead of focusing on what it is that you're selling, which nobody cares about, you need to look at it through the lens of your customer.”“Make sure the executives first get those early adopters in there who understand what the underlying process is, how people are going to make decisions and whether or not the right messaging is correct.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
6/8/20227 minutes, 32 seconds
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Asking Negative vs Positive Question to Uncover Your Clients Problems

When asking your clients questions, are you framing your questions to elicit the response you want to hear or to get the truth? One common trap that people fall into is trying to get people to agree with us. However, if you ask your clients questions with more skepticism, you can begin to uncover the truth. In this episode, I share how pivoting the way you ask your client’s questions can help gain transparency, build trust and increase your success. Quotes: “Effective sales is not about persuasion, or coercion. It's about getting to the truth as quickly as possible.”“If we ask questions in a challenging way, if we ask questions, actually, in a negative tone, instead of in a positive tone, we will actually elicit a positive response.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
6/1/20226 minutes, 16 seconds
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Biggest SEO Mistakes with Eli Schwartz

Are you aware of what the potential is for SEO for your business? Are you currently using SEO but making one of these common mistakes? In today’s episode, Eli Schwartz, previous leader of SEO at Survey Monkey and author of Product Lead SEO, shares how you can properly use SEO for your B2B company. Eli discusses what exactly product lead SEO is, what types of businesses shouldn’t use SEO, how to properly implement SEO to increase sales revenue. Quotes: “When I think about SEO, and the potential for SEO, it is so first of all, not not enough people are aware of what that potential is. And it's literally uncapped.”“I think that is the absolute biggest mistake people make, which is not recognizing the potential from this channel, and how to optimize for the channel, not how to optimize SEO but optimized for the channel with how you structure who you hire and how you invest into it.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
5/25/202225 minutes, 34 seconds
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Avoid Tragic Linkedin Marketing Automations

LinkedIn is a useful platform for reaching potential clients but are you making this common mistake? When reaching out to potential clients, you want to make sure you are not only making a genuine connection but have also properly done the research just as you would before hopping on a sales call. In this week’s episode, I share how you can use LinkedIn to build your connections and reputation rather than destroy it with terrible automated messaging. Quotes: “use LinkedIn as a platform to build your reputation rather than destroy it.”“Take the time to do a little bit of research. Take the time to authentically connect with them. Figure out areas where you can add value. And then when it becomes an opportunity for you to talk about what it is that you do. Don't talk about what you sell. Talk about the types of problems that you solve, the types of clients that you work with.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
5/18/20228 minutes, 31 seconds
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How To Adjust Cold Outreach Post-Pandemic

Are your old sales approaches for reaching out to prospects not working anymore post pandemic? Since we can no longer rely on showing up at someone's office, facility or factory and use our charisma or personality to quickly connect with our potential clients, we must change our approach. In today's episode, I share how you can pivot your approach by showing up to solve your client’s problems, not just sell. By using the Same Side Selling principles, you can disarm the notion that you are only there to sell and capture the attention and interest of your potential clients. Quotes: “We have to show up as someone who's there to solve, not someone who's there just to sell. And it's a challenging concept for people to get because you might think to yourself, I'm in sales. Of course, as a salesperson, I'm there to sell things. Actually, I would argue that you're not, you're there to solve things for clients.”“If you can come across as someone with expertise, if you can come across as somebody who has their finger on the pulse of the trends in the industry, if you're someone who can actually connect with them about things that are relevant to them and if you can disarm the notion that you're just there to sell something by acknowledging that not everyone is a good fit for you.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
5/11/20229 minutes, 1 second
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From $100 million to $600 million in Six Years with Rob Lynch

Have you hit a plateau in sales and find yourself struggling to expand your business? In this week’s episode, learn how Rob Lynch, CEO of Dome Construction, was able to grow their business from $100 million to $600 million in six years by adopting Same Side Selling across the company. Rob shares how his team focused on what they were best at, the value they bring and how to differentiate themselves from their competition while delivering the best results for their clients. Dome Construction not only overcame their plateau and 6x their results but also has even more room now for continued expansion. Get this… 95% of their projects are repeat clients who are so happy with their results,  that they come back to Dome Construction for more. Quotes: “When we came across (Same Side Selling Academy) and started learning about some of your techniques and your approaches, it helped us become really clear about what we were good at, what differentiates us and how we bring value to our business partners. So once we became really clear on that, that really allowed us to focus on the right business partners, and the right opportunities for us where we could deliver that value, and have it be appreciated.”“In these six years, we've certainly broken through that $100 million, we're up to around $600 million now and have the growth to go with it. All while reinforcing our culture, building our brand, and most importantly, really delivering the results for our business partners that they need and they desire.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
5/4/202224 minutes, 14 seconds
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Biggest Mistake in Sales Management

What are the key mistakes made when managing a sales team? In this episode, I share how you can approach your team as a sales mentor, not just a manager. As a sales manager, it is important to not just track activity but to mentor and provide guidance to help your team accomplish the best results. By pivoting your approach, you can help your sales team increase productivity, ask the right questions and generate more results.Quotes: “So when we lose a deal in the 11th hour when you “lose a deal” in that last meeting, recognize it's probably not the last meeting, it was probably the first meeting that set you up as someone to sell and not solve.”“Don't use your sales organization as a data entry vehicle. In fact, the more information you ask them to collect, the less likely they are to be compliant with your CRM or Salesforce automation tool. So instead, make sure you're collecting the information that's important for them and for the organization.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
4/27/20229 minutes, 32 seconds
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Show Up To Solve Not Sell

Have you ever gotten to the last meeting with a potential client only to lose the deal and wonder what went wrong? One of the common problems is not in your last meeting but how you set up the dynamics with your client in your first meeting. During this episode, I share how to position yourself with your potential client by asking the correct questions to demonstrate that you are here to solve their current problems, not just to sell. By focusing on the results, you can establish a genuine connection with your clients and minimize your chances of losing the deal in the final meeting. Quotes: “You can either show up as someone who's there to sell something, or someone who's there to solve something.” “So when we lose a deal in the 11th hour when you “lose a deal” in that last meeting, recognize it's probably not the last meeting, it was probably the first meeting that set you up as someone to sell and not solve.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
4/20/20228 minutes, 6 seconds
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Status Quo Losses Are Business Vampires

Want to know the biggest thing that drains your resources from your business? When you are trying to sell your solution to a client and they just stick with the status quo. Sticking with the status quo is when your client reaches the conclusion that staying with what they were already doing (or doing nothing) is better than doing business with you. In today's episode, Ian discusses how to avoid selling to clients who aren’t deeply invested in solving their problems and focus on the clients who are committed and ready to make changes. Understanding these two concepts will allow you to not waste your time with clients who are not ready to make a decision. Quotes: “If your client or prospect can't convince you that their problems are worth solving…How much time should you spend trying to develop a solution to something that they don't think is worth solving? And the answer is zero.” “Ask yourself, have they convinced me that they have a problem that's worth solving? Had they convinced me that if they don't make this change, something bad is going to happen with them , that makes it worth going through the effort of making a change.”Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: Linkedin: https://www.linkedin.com/in/ianaltman/Twitter: https://twitter.com/IanAltmanWebsite: www.samesidesellingacademy.comEmail : [email protected]
4/13/20227 minutes, 41 seconds
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How to Improve Zoom Meetings with Adrian Salisbury

This new virtual world has been in the making for quite some time, but the global pandemic sure sped things up.So, how do we pivot to this virtual business environment? Ian Altman is joined by Adrian Salisbury to discuss how you can improve the quality of your Zoom meetings, and avoid looking like an amateur when it matters most.
3/4/202231 minutes, 44 seconds
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They Asked for a Proposal - Now what?

While it may initially seem like a great opportunity when a potential client asks for a proposal, this type of request can trap us into an endless cycle of following-up and "checking in".Learn how to respond in an efficient way that will be more likely to lead to success, and a good long-term client relationship.
2/25/20228 minutes, 23 seconds
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Top Sellers are Skeptical, Not Optimistic

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 skeptical.
2/18/20227 minutes, 58 seconds
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Business Lessons from the Floundering Founder

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 starting your business.
2/11/202232 minutes, 48 seconds
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Why You Shouldn't Ask for The Decision Maker

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 Altman explains why you should avoid this line of questioning and how to instead get you and your customer on the same side.
2/4/20227 minutes, 56 seconds
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The Secret to Big Little Legends with Gair Maxwell

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 helpful tips you can utilize to avoid these blind spots.
1/28/202233 minutes, 3 seconds
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Why Selling With Integrity Matters

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 with integrity matters.
1/21/20229 minutes, 30 seconds
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Why Questions Are More Powerful Than Facts in Sales

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 explains a much more effective tactic you can use to connect with your clients and enrich the sales process.
1/14/20227 minutes, 23 seconds
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Keys to Success for Big Client Meetings

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 episode of The Same Side Selling Podcast, Ian Altman discusses the best way to prepare for those important client meetings and a few key areas that people often overlook.
1/7/20227 minutes, 57 seconds
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Holiday Replay: This is Marketing featuring Seth Godin

Happy Holidays! Bringing you a special bonus today in the form of one of our most listened-to episodes: This is Marketing featuring Seth GodinNo 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, Seth focuses on everything from effective marketing and leadership, to the spread of ideas and changing everything. You're gonna learn a ton on this episode with Seth Godin.Listen to this episode and discover:
12/31/202136 minutes, 27 seconds
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Holiday Replay: Fixed vs. Hourly Billing

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 working with many companies who sell services to their clients. Most of them have historically priced their services by the hour. Ian suggests why that might not be a great idea for you or your clients.This concept may make you feel a little uncomfortable, but take a listen and you'll see how a change in approach could make all the difference to you AND your clients.
12/24/20216 minutes, 12 seconds
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Why Excited Customers Ghost Sales People

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 sale? Ian shares his thoughts on the "Why" and also offers some guidance on what you can do to get a much better outcome going forward.
12/17/20218 minutes, 10 seconds
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Stand Out from the Competition with Matt Certo

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. Ian and Matt discuss how you can truly set yourself apart from your competitors and in turn, see more success in your sales.
12/10/202126 minutes, 58 seconds
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Sharpen Your Competitive Edge with Jose Palomino

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 and set themselves up for success moving into the new year. Jose and Ian discuss how to avoid common traps in your sales tactics, and where to focus your energy for the best results.
12/4/202126 minutes, 2 seconds
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Why Sales Deals Are Not Closing

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 for a long time? Learn what mistakes you may be making early in the sales process that lead to this frustrating conclusion and how you can set yourself up for success.
11/27/20219 minutes, 48 seconds
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Find Your Red Thread with Tamsen Webster

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 mistake of attempting to sell the right thing to the wrong person.
11/20/202128 minutes, 32 seconds
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Cold Outreach Problems

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 Outreach Playbook Program on November 16th, which will walk you through all the steps required to be successful in cold outreach. https://samesidesellingacademy.com/cold-outreach-playbook/
11/13/20219 minutes, 53 seconds
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Sell More by Showing That You Care with Mareo McCracken

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 solve.
11/6/202126 minutes, 59 seconds
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Drive Team Performance with Positive Intelligence

Ian Altman is joined by Claudia Williams, an executive leadership coach, to discuss positive intelligence and how it relates to leadership.
10/16/202121 minutes, 51 seconds
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How Top Sales People Build Their Skills

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 practice generates the greatest results
10/9/202111 minutes, 17 seconds
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What Makes a Good or Bad Internal Sales Meeting?

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 the same meeting room or in a Zoom room, or in a team's room, and they go through the different opportunities that each rep is facing. And there are good ways to do this, and not so good ways.
10/2/20217 minutes, 37 seconds
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The Biggest Presentation Fails

On today's episode, Ian Altman welcomes guest Jason Lapp from Beautiful.AI to discuss the biggest presentation mistakes you might be making.
9/18/202129 minutes, 48 seconds
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The Trap of Hourly Billing

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.
9/11/20219 minutes, 47 seconds
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Referral Mistakes That Cost You Business

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 business.
9/4/20219 minutes, 52 seconds
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The BEST Way to Use LinkedIn to Connect with Prospects

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 of reaching out on LinkedIn.
8/28/20219 minutes, 53 seconds
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How Do You Know if You’re Wasting Time Pursuing the Wrong Clients?

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 you're on the right track.
8/21/202114 minutes, 57 seconds
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The Biggest Mistakes in Cold Outreach

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, the bad, and the ugly.
8/14/20218 minutes, 49 seconds
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Why Details Matter in Sales

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.
8/7/20218 minutes, 38 seconds
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How NOT to earn attention (and what to do instead)

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 their ideal clients. you need to understand that getting attention is not about you getting attention, it is about you creating value so that people want to take an interest in you.
7/24/202124 minutes, 32 seconds
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The best athletes and musicians do it. Mediocre salespeople don't.

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 to sales professionals, they have many, many excuses for why they don't need to practice. Today we are going to talk about why you should practice with your colleges before you get on the phone with your next sales prospect.
7/17/202123 minutes, 33 seconds
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How NOT to have a sales conversation

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 gotten through the door. The last thing you want to do is blow it! Today we're going to show you how to structure a really productive sales call. But we're going to do it in kind of a unique way by showing you what an unproductive sales call looks like.
7/10/202123 minutes, 38 seconds
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How to approach sales coming out of a crisis

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. Meridith and I are going to dive into what are the traps that people are falling into today, that might be similar to traps they fell into as the pandemic was starting, and what can we learn going forward? The problem that you solved before COVID, the problem that you solved during COVID, and the problem that you sell and are solving, as we come out of COVID, are all different.
7/3/202116 minutes, 50 seconds
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How to Align Your Sales and Marketing

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 same, joined at the hip. Meredith and I talk about the common pitfalls that companies fall into.
6/26/202119 minutes, 39 seconds
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How NOT to follow-up “just checking in” and what to do instead

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 times. It takes a person eight to 10 touches or messages to make a decision. We'll show you the best ways to follow up with potential clients.
6/19/202123 minutes
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How to Plan the rest of 2021 into 2022

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 about how they approach their sales, marketing, and business development. What are some of the big mistakes that you're seeing people make? Then we're going to talk about what people should be doing instead to drive better results.
6/12/202121 minutes, 39 seconds
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251 | 4 Steps To Effective Online Networking, Ian Altman

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" are no longer options. So how should you handle networking when the notion of networking has changed dramatically? Find out my tips for what NOT to do, plus a 4 step process to capture the right kind of attention when networking online.
7/1/20205 minutes, 8 seconds
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250 | The 3 Biggest Mistakes Selling Out of Crisis, Ian Altman

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 want to emerge from this crisis and drive meaningful results, but there are three big mistakes that I've noticed. If you can avoid these three, then you're likely on the path towards success. Have a listen and you'll find out my suggestions for what works and how to avoid these mistakes.
6/20/20206 minutes, 45 seconds
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249 | Disarm Drives 20 Percent Increase, Sean Dailey

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 client where he combined his expertise in digital marketing with the principles of Same Side Selling to generate incredible results. I'm certain that you'll be as impressed as I was when you find out how he did this and how simple it was to execute.
6/13/202029 minutes, 21 seconds
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248 | Emotional Intelligence for Better Sales Performance, Colleen Stanley

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, Emotional Intelligence for Sales Leadership. Salesforce named Colleen one of the top influential experts of the 21st century. And we're only 20 years into that century. In this episode we talk about the importance of emotional intelligence when looking to grow and train a successful sales team and how combining this will the skills of the job produces great overall performance. There were so many important parts to this discussion that can help you and your teams - especially in times of change. Listen in and you will no doubt get huge value from this episode.
6/6/202024 minutes, 13 seconds
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247 | Fixed Price vs Hourly - Which Works Best? Ian Altman

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 services to their clients. Most of them have historically priced their services by the hour. I want to suggest why that might not be a great idea for you or your clients. This concept may make you feel a little uncomfortable, but take a listen and you'll see how a change in approach could make all the difference to you AND your clients
5/30/20205 minutes, 55 seconds
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246 | Create a Forever Transaction, Robbie Baxter

"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 I'm joined this week by bestselling author of The Membership Economy, Robbie Kellman Baxter. We discussed her new book, 'The Forever Transaction: how to build a subscription model so compelling your customers will never want to leave', which was released in April, 2020. She coined the popular business term 'membership economy', which is now part of the business lexicon. Her clients have included Netflix, the Wall Street Journal, and Microsoft, as well as dozens of venture backed companies. I got huge value from our discussion, I'm certain you will too and be inspired to also join the "Membership Economy"
5/23/202031 minutes, 35 seconds
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245 | Come Out Of A Crisis With Noble Purpose, Lisa Earle McLeod

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 a customer-driven methodology called Noble Purpose. She's the author of several books, my favorite being Selling With Noble Purpose and also Leading With Noble Purpose. Research shows that organizations with a noble purpose bigger than money outperformed the market by over 350%. In fact, salespeople who sell with a noble purpose, whose intention is to improve the lives of their customers, outsell target focus salespeople. On this episode, Lisa shares the steps you can take to start selling with noble purpose when coming out of a crisis. Lisa and I share so many views in common. I think you'll really enjoy this discussion
5/16/202028 minutes, 15 seconds
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244 | Avoid Your Client's Crazy Buying Process, Ian Altman

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 client wants you to follow a process that you know won't result in success for either of you. So how do you gain control from the beginning? And if things start to go off track, how can you turn it around? Let me introduce you to a roadmap that will follow a buying process that ensures success, not a crazy one that leaves you and your client destined for failure.
5/9/20206 minutes, 23 seconds
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243 | Prospecting During & After a Crisis, Jason Bay

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 the true same side people I've encountered in the prospecting world and he knows just how to drop the right video or email to prompt a response. We discussed how to prospect successfully both during a crisis and then coming out of a crisis. He also shares a free resource created just for listeners on the future of prospecting, which I know you will find useful. I always learn a ton from Jason and I'm sure you will too.
5/2/202031 minutes, 7 seconds
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242 | Retain Your Top Talent With Succession Planning, "Who Comes Next"

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 author, keynote speaker and business strategist. Mary Kelly is a PhD economist, corporate strategist and leadership development expert and one of the first women to graduate from the Naval Academy. Mary served 21 years as a commission officer on active duty in the Navy. She comments that some of her favorite jobs included being an intelligence officer, a chief of police, an HR director, and being part of the team that ran Pearl Harbor. Between the two of them, Meredith and Mary have authored nearly 20 books. I was clearly not the smartest person in the room in this conversation about succession planning. Please be sure to check out the resources that Mary and Meridith generously offered and be sure to pick up the book, which contains a roadmap of exactly how to plan for success.
4/25/202029 minutes, 16 seconds
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241 | Improve User Experience AND Efficiency, Crystal Washington

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 books, 'One Tech Action' and 'The Social Media Why'. This particular quote I think sums up how valuable this episode is for right now: "I think a lot of people believe that the more technology we utilize, the more we should automate things in our sales processes. I take a very opposite approach. Yes, there's room for some level of automation, but I think in the new world that we are moving into right now, relationships matter more than ever. And so I'm a bigger fan of us using technology as a prompt for person to person interaction." Crystal shares so much great information and if you ever have a chance to see her speak in person, don't miss the opportunity.
4/18/202025 minutes, 8 seconds
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240 | A Proven Tool to Stand Above Competitors, Ian Altman

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 through your mind? In this episode I give you some strategies and examples on how we can delve way deeper than just price, build trust and help stand out from the competition. I also talk about a tool called the Client Vision Pyramid, which is covered in more detail in the Same Side Selling Academy, and will kelp you to deal with discovering more about your competition and how to stand out.
4/11/20209 minutes, 10 seconds
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239 | Influence and Human Nature, Bob Burg

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's best known for his Wall Street Journal and Business Week bestseller, the Go-Giver, which he coauthored with John David Mann. It's been translated into 28 languages. Across the four books in the Go-Giver series they've reached nearly 2 million copies. Bob is an advocate, supporter, and defender of the free enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve. We had an excellent discussion about influence and human nature. Bob is a legend and you're about to understand why.
4/4/202029 minutes, 26 seconds
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238 | How to Sell in Stressful Times, Meridith Elliott Powell

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 fellow keynote speakers. We're going to discuss how selling in times of crisis is not a bad thing, that it isn't time to stop and how adapting the way we communicate with and show understanding of clients' situations is so important. Listen into our discussion for ideas on how you can adapt not only how you sell, but the products and services you can offer in challenging times. I think you'll also gain an understanding of why Meridith is one of my favorite peers.
3/28/202023 minutes, 50 seconds
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237 | Sell and Communicate Under Stress, Ian Altman

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 spectrum are closed. Citizens are either literally or essentially under quarantine and at home. So how do you continue to grow your business under these times or how do you survive and do the best you can do? Let me guide you through some examples and some ideas that you could apply yourself.
3/21/20207 minutes, 19 seconds
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236 | How Do You Get To The Truth In Selling Situations? Ian Altman

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 truth as quickly as possible and sometimes you might find that you have something in your process, in your system, something about your business offering that your client or prospect just says, those don't work for me. If you're looking for a simple way to be not only open in your discussions, but to get decisions that everyone feels comfortable with, listen in and see how this approach makes a difference for you.
3/14/20206 minutes, 23 seconds
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235 | Build Your Fanocracy, David Meerman Scott

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 author. If you've ever heard the term 'Newsjacking', that's one of his other books. Part of our conversation was around the joy of writing a book in collaboration with his daughter, the experience of becoming best selling authors together, but we also covered so much more from the book that you can apply to your organization straight away that combines David's experience with Reiko's background in neuroscience and medicine. I'm sure you'll agree that we had a fascinating conversation. You'll learn a ton from the talented David Meerman Scott.
3/7/202024 minutes, 21 seconds
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234 | Tame Your Advice Monster, Michael Bungay Stanier

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 that actually makes you laugh. We're talking about his new book, The Advice Trap, which is out very soon. The book has some really interesting insights about what Michael calls the 'Advice Monster', which hides behind well meaning people who give advice to others who may not want it. We also discuss the notion of fake questions and fake listening that we often fall into, even when our intentions are good. It's always a fun and fascinating conversation with my friend Michael Bungay Stanier.
2/29/202024 minutes, 4 seconds
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233 | Reframe Problems and Tap Into Innovation, Stephen Shapiro

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 written six books on innovation, including 'Best Practices Are Stupid', which was named the best innovation and creativity book of the year. We're talking about his latest book, 'Invisible Solutions, 25 Lenses that Reframe and Help Solve Difficult Business Problems', which launches March 3rd. Stephen shared so many insights that you can use right away. I'm certain you will learn a lot.
2/22/202026 minutes, 28 seconds
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232 | Follow-up Emails That Drive Results, Ian Altman

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 the proven model that allows you to ensure you're recording all of the right details from your meetings and then enables you to follow up successfully.  If you're looking to improve how you help clients make decisions and create a process for creating effective follow-up emails, then learn in this episode how the Concise Business Case can help.
2/15/20209 minutes, 10 seconds
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231 | How To Earn More Referrals, Bill Cates

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 written four best selling books, Get More Referrals Now, Don't Keep Me a Secret, Beyond Referrals and now Radical Relevance. He's my go to person when people want to improve how they handle referrals. Bill has delivered his business growth message to over a half a million professionals across five continents and he's a member of the professional speaker hall of fame. You're going to learn a ton from Bill Cates. Listen and Discover: - Why you should only focus on three personas in your marketing. - How features and benefits don't make a compelling value proposition. - Why name-dropping can be risky. - How to make your introduction memorable and shareable. - And much more...
2/8/202030 minutes, 44 seconds
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230 | Identify and Overcome Blind Spots, Likky Lavji

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 blind spots. How to identify yours and who to surround yourself with and who to exclude from that group. Plus the most common blind spots, and then how you can specifically overcome those by asking some really insightful questions. I learned a ton. I hope you will too. Listen and Discover - Why we check our blind spot when we're driving, but not everywhere else in life. - The power of a strong inner circle. - The most common blind spots that we miss. - The key questions to ask when you want to overcome blind spots. - Why it's so important to listen to feedback - both positive and negative. And much more...
2/4/202025 minutes, 27 seconds
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229 | How to Build a Top Performing Sales Team, Lisa Magnuson

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: How to Win 5X Deals Repeatedly. In this episode, we talk about the greatest misconception about sales leaders, the one thing that moves the needle for top performing sales teams and how to build a culture around big deals that are 5x your average sale. You're going to get some great ideas from Lisa as she shares her findings! Listen and Discover - Why many leaders don’t have a process of their own for how they manage and mentor their team members. - How pre-call planning is something that top performers do consistently. - Why War Rooms are the single greatest tool to move the needle for strategic growth - The best way to rate accounts and the most important considerations for War Rooms - And much more... Discover more at https://www.ianaltman.com/same-side-selling-podcast/
1/25/202028 minutes, 41 seconds
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228 | Proven Framework to Boost your Pipeline, Ian Altman

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 opportunities. You may be wondering which of these deals are worth pursuing and which are not? Many forecasts are filled with hopes and prayers. The problem is that if you invest an equal amount of effort on every opportunity, then you are likely spending time on some deals that are just not worth your time at the expense of the ones that are a great fit for you. In this episode, I share a proven framework that I use with companies that will help you evaluate opportunities and deals to see where you should and should not invest time. Listen and Discover - How to put finger on the pulse of which opportunities need a little more attention and which ones should be just handed off to your least favorite competitor and let them chase their tail around it. - Seven questions to answer to help determine if an opportunity is real or not real. - How to accelerate your revenue grow with the Same Side Selling harsh honesty framework Discover more at https://www.ianaltman.com/same-side-selling-podcast/
1/17/20207 minutes, 48 seconds
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227 | The Secret to CRM and Sales Engagement Platform Success, Gessie Schechinger

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 himself as the laziest salesman in America as well as the Vice President of Sales for the OnCourse, a sales engagement platform. OnCourse has a pretty interesting approach to CRM and sales engagement. In this episode we talk about the biggest misconception when it comes to CRMs, the difference between a sales engagement platform and a CRM and how you can actually make it so that the platform your organization adopts is something that reps want to use rather than something that they feel like they have to use. You're going to get some great insight from Gessie! Listen and Discover > What's the biggest misconception when it comes to CRMs. > The difference between a sales engagement platform and a CRM. > A strategy for finding a platform that best fits your organization’s needs and goals. > What role software should play in the sales process. > How to ensure the CRM or sales engagement platform is something that your reps want to use rather than something that they feel like they have to use. Discover more at https://www.ianaltman.com/same-side-selling-podcast/
1/11/202027 minutes, 51 seconds
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226 | Captivating Attention from the Walking Dead, Jay Bonansinga

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 imaginative writers of thrillers according to the Chicago Tribune. We're going to talk about the biggest misconception people have when it comes to storytelling in business. Jay shares insight into how you capture someone's attention and imagination. You're going to learn a ton, no suspense necessary with Jay Bonansinga.
1/4/202031 minutes, 58 seconds
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225 | Surviving the Jackassery in Your World, Alison Stratten

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. Alison and her husband Scott are Jackass experts, co-authors of five best-selling business books, co-owners of UnMarketing Inc and co-hosts of not only The UnPodcast. Jackasses are the purveyors of pet peeves - the people who bring irritations to our lives. Alison’s approach helps you become way more aware of the different circumstances where we have a choice about how we respond to someone that’s being a jackass and becoming aware of when we might actually be the jackass. All those little irritations that happened during our day, tend to suck the energy out of us. With Lisa’s help, we can have so more energy and be more kind to each other, freeing us to solve some of those bigger problems in our day. You're going to learn a ton with Alison Stratton. Listen and Discover > Strategies for dealing with the worst people at work, at home and online. > How to stop the spreading a negative attitude. > Instead of complaining about something learn what should you do when something irritates you. > Why the way you elect to complain is a function of whether you're seen as the jackass or whether it works out. > The power of empathy, especially in business. > And much more... Discover more at https://www.ianaltman.com/same-side-selling-podcast/
12/21/201935 minutes, 25 seconds
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224 | Disarm The Procurement Process, Ian Altman

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 best outcome. Instead, you wanted them to follow your process to ensure successful results for them. In this episode, I share how you can navigate this type of situation. I'm going to give you specific ideas on how you can actually help your client see that you have an approach that would work really well for them. Listen and Discover > How to open your client’s eyes to the possibility that you have a way that will help them reach a better outcome. > Elements that you should include in mapping out a roadmap to success with your client. > The power of using the phrase “Would you be open-minded to...” > A strategy to help identify the key stockholders in a client’s decision-making process. > And much more... Disover more at https://www.ianaltman.com/same-side-selling-podcast/
12/14/201913 minutes, 23 seconds
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223 | Lead Through Strengths, Lisa Cummings

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 themes, everyone possesses a unique combination of these themes on their strengths profile. The idea of managing through strengths is uncovering people's strengths, then maximizing and leveraging those strengths to achieve greater success. Lisa shares how strengths are like an easy button to help you achieve the results you want. For leaders in a selling environment, discover how to manage to everyone’s strengths so that you put the right people and pull the right resources, at the right time to best help your clients. You're going to learn a ton with Lisa Cummings Listen and Discover How to uncover your strengths. > The greatest misconception that people have when it comes to managing people's strengths and weaknesses in sales. > How knowing your strengths can impact your performance with team members and lead to better results. > Examples of different strengths profiles that people might have and you can coach those people through to success. > What is the ideal strengths profile for a successful salesperson? > And much more...
12/7/201931 minutes, 4 seconds
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222 | Navigating Generational Differences in The Workplace, Chad Sanderson

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 we talk about the biggest misconception people have about generational differences in the workplace and in sales. Chad shares his methodology that guides organizations to look at their processes and structure through a new lens. You're going to have a great time listening to Chad Sanderson. Discover - Guidance on how to connect and make an impact with each others. - Where to start in terms of creating synergy and getting effective results cross generationally within your organization. - Understanding the different generation with shapes. - The problem with on-boarding programs organization typically use for their new employees - The importance of consistency in selling behavior to drive results. Discover more a thttps://www.ianaltman.com/same-side-selling-podcast/
11/30/201930 minutes, 44 seconds
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221 | Selling Authentically from The Heart, Christine Schlonski

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 shows entrepreneurs how to sell with ease, grace, and confidence while being authentic. We're going to talk about the biggest challenges and high-pressure sales, how to introduce a little bit of levity into your team and how that mindset can shift results for your organization. I also love how Christine compares sales to Argentine tango. You’re going to learn a ton from Christine Schlonski. Listen and Discover > How to create a collaborative rather than an adversarial dialogue with a client. > Ideas for coping with stress and getting in the right mindset > Techniques for introducing levity or humor into business situations. > And much more... Discover more at https://www.ianaltman.com/same-side-selling-podcast/
11/23/201925 minutes, 3 seconds
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220 | Why Clients Hide the Truth From Sellers, Ian Altman

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 just becomes adversarial right from the start with the client. In this week's episode, I address the reasons why clients are reluctant to share information and how you can overcome that. Listen and Discover > Why people are reluctant to share information during the sales process. > An approach to help you make it clear to your prospect that you are more interested in their results than making the sale. > How to build trust early in the sales process > And much more... Discover more about the Same Side Selling Podcast: https://www.ianaltman.com/same-side-selling-podcast/
11/16/201910 minutes, 6 seconds
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219 | The Good, The Bad, and The Ugly of LinkedIn

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 doesn't work on LinkedIn - and why. Plus we dive into specific principles and approaches you can adopt in networking and communication that could help your business. Listen and Discover > The biggest mistakes people make on LinkedIn and how to avoid doing the same thing. > How to connect with someone new on LinkedIn. > The benefit of spending more time listening on LinkedIn and how to do that. > What it means to establish yourself as a subject matter expert, not as someone who's just there to sell something. > And much more... Discover more about the Same Side Selling podcast at https://www.ianaltman.com/same-side-selling-podcast/
11/9/201925 minutes, 56 seconds
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218 | The Power of Persuasion and Psychology in Sales, Connie Podesta

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. Her psychological background and business perspective provide us amazing insight into sales. In this episode, we talk about some of the keys to psychology that can really influence your sales success. You're going to learn a ton from Connie Podesta! Listen and Discover > What it means to take psychology seriously in sales and business. > Why it's more important to “quit” doing things rather than say what you're going to do > Insights  “The Best Sales Book Ever -  Cut Through The Obstacles and Send Sales Through The Roof" - that Connie co-wrote with Meredith Elliott Powell. > And much more... Discover more about the Same Side Selling Podcast at https://www.ianaltman.com/same-side-selling-podcast/
11/2/201937 minutes, 40 seconds
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217 | The Secret to How One Company Grew 10 Fold, Raman Sehgal

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 has grown the business 10 fold! This case study episode highlights the biggest misconceptions when it comes to business growth and the specific things that Raman’s team did to help them focus on the right types of clients to accelerate their trajectory. We also dive into things that you can do in your business to achieve remarkable growth. Listen and Discover > Why it never works to chase any and all business. > The impact of trying to be everything to everyone. > How to disarm the notion so that you're not just there to sell something whether the client needs it or not. > That all PR is not good PR. > Why it’s essential to know the problems and value that you deliver for your clients. > And much more... Discover more about the Same Side Selling podcast: https://www.ianaltman.com/same-side-selling-podcast/
10/26/201935 minutes, 49 seconds
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216 | Habits of Becoming Self-Reliant, John Jantsch

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 importance of self-reliance and how to develop the habit of becoming self-reliant. You'll also hear an excerpt from John’s new book, The Self-Reliant Entrepreneur, Daily Meditations to Feed Your Soul and Grow Your Business. John certainly opened my eyes to the impact of becoming more self-aware and the importance of focusing on it every day. I am surprised what a difference spending just a few minutes every day on this can make. You’re going to learn a ton with John Jantsch! Listen and Discover > The key stages of being self-reliant. > How to become more self-aware. > An approach to dealing with the fear of risk and failure in business. > Where success comes from and how to impact it. > And much more... Discover more at https://www.ianaltman.com/same-side-selling-podcast/
10/19/201935 minutes, 6 seconds
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215 | Attract Your Ideal Customers, Ian Altman

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 connecting with via networking opportunity. I share how to avoid the biggest mistake that is incredibly common during initial contact situations - it’s known as prematurely pitching your product and service. Listen and Discover > Why prematurely pitching your product and service only repels a potential customer. > How to avoid sounding like a stereotypical salesperson during the initial contact. > A method to determine whether or not a potential customer has a problem that you’re good at solving, that they feel is worth solving. > The Same Side Pitch - follow this idea of Entice, Disarm, and Discover. > And much more... Discover more about the Same Side Selling Podcast https://www.ianaltman.com/same-side-selling-podcast/
10/12/201912 minutes
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214 | Sales Results With Video, Marcus Sheridan

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 sales. Video content is a powerful tool that is often overlooked or even avoided. Marcus shares how video can help shorten sales cycles and accelerate the client’s decision-making process. You’re going to learn a ton with Marcus Sheridan! Listen and Discover > The biggest misconception people have when it comes to video communication in the world of sales. > How to have a culture of video with sales and marketing. > Is video a marketing or sales tool? > Why video can help build trust. > Two keys that can help you shorten sales cycles. > How video can help accelerate the client’s decision-making process. > And much more... Discover more about the Same Side Selling podcast at https://www.ianaltman.com/same-side-selling-podcast/
10/5/201929 minutes, 8 seconds
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213 | Insider Sales Secrets of the Top 1% Achievers, Scott Ingram

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 uncover their favorite sales books, habits, routines, strategies and tips. Scott believes we can learn the most from people who are the best and he practices that daily with his endeavors. We have a great discussion about attributes and traits the top 1% performing sales professionals have in common, CRM processes and what it takes to be successful. You’re going to learn a ton from Scott Ingram! Listen and Discover > The biggest misconception people have about the top-performing salespeople. > Attributes and traits top performers have in common. > Why commission and the dollars actually aren't the biggest drivers for salespeople. > What makes CRMs work (and not work) for sales professionals. > And much more... Discover more at the Same Side Selling Podcast a thttps://www.ianaltman.com/same-side-selling-podcast/
9/27/201933 minutes, 5 seconds
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212 | The DIY Guide To PR, Christina Daves

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. Having no resources for advertising or hiring a PR firm, Christina taught herself everything she could about generating her own publicity. She has appeared in over 1000 local and national media outlets and has a regular segment on Good Morning Washington. Christina, together with her clients, reached over 873 million views and generated over 8 figures in sales from free publicity in one year. Well known for her best-selling book, PR for Anyone™ - 100+ Affordable Ways to Easily Create Buzz for Your Business, Christina has a new book called The DIY Guide to Free Publicity. I’m thrilled to have Christina share her wisdom with you because I learned so much from her and I'm sure you will too! Listen and Discover > The biggest misconception about PR and which pitfalls you can avoid. > How to become a valuable asset for media outlets. > Some of the traps or mistakes that people make when they're trying to pitch ideas. > Specific steps you can take to become PR famous. > How to move the needle and help get free publicity on your own. > And much more... Discover more at https://www.ianaltman.com/same-side-selling-podcast/
9/21/201929 minutes, 6 seconds
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211 | Stop Convincing Your Prospects, Ian Altman

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 convincing clients and prospects. Instead, you want your prospect to convince YOU they have a problem that's worth solving. This mindset shift can really make a difference in your business and the top-performing clients the I work with see measurable results from it. Listen and Discover > How to uncover the Issues your customers are trying to solve. > Questions you can ask to uncover the Impact and Importance with your client. > Why defining results with your client will help you stand out over other organizations. > And much more... Discover more at https://www.ianaltman.com/same-side-selling-podcast/
9/14/201913 minutes, 21 seconds
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210 | Building Relationships Through Video, Ethan Beute

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 dramatically improve relationships and results with your customers, prospects, and team by adding personal videos to emails, text messages, and social messages. Ethan is the Chief Evangelist at BombBomb - a company helping people become more successful in implementing simple, personal videos to rehumanize their businesses. On this episode, Ethan shares great insight from his new book Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience You're going to learn a ton from Ethan Beute! Listen and Discover * Specific tips to ensure you come across authentically in video communication with your customers and employees. * How you can use video to follow-up with clients after a meeting in competitive situations. * Methods to help you become more relatable via video. * What constitutes ‘good enough’ in video messages. *And much more...
9/7/201935 minutes, 23 seconds
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209 | What Clients REALLY Want in Product Demos, Greg Dickinson

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 dollars to help transform the customer engagement experience during the buyer’s journey. Despite this investment, many companies still have parts of their customers’ journey stuck in the past. In the episode, we talk about ways to satisfy buyer needs in the pre-sales process by applying technology to improve your pre-sales resources and demo process. Greg Dickinson is the founder of Omedym, a technology company that is on a mission to allow companies to engage with their customers in a completely new way. It's really a fascinating discussion with Greg! Listen and Discover > The biggest mistakes when it comes to using product demos and videos in the sales process. > Are pre-sale product demos necessary? > How to deliver the right information that each buyer needs or wants for their evaluation at the right time. > Methods to more intelligently provide video and other content targeted specifically to your customers. > And much more...
8/31/201928 minutes, 13 seconds
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208 | Avoid Ghosting in B2B Sales, Ian Altman

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 that you can offer them in response to what they told you was important. And now they just go silent. They don't even have the common courtesy to get back to you and to tell you that they're not interested. It's almost like they've disappeared. They've become a ghost. On this Same Side Selling episode, I talk about a common phenomenon in sales known as ‘ghosting’. Tune in to find out why it happens and some of the things you can do to try and fix it. Listen and Discover > Reasons why potential clients don’t respond to your calls and emails. > What’s an elevator rant? > How to determine if there’s a good fit between the client's problems and your solutions > A method to help clearly differentiate you from the competition > The Client Vision Pyramid - what is it and how can it help you. > And much more...
8/24/20199 minutes, 58 seconds
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207 | How To Overcome B2B Deal Killing Obstacles, Tom Williams

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 Chairman & Founder at Strategic Dynamics Inc. a firm that helps organizations accelerate revenue generation. In our discussion, Tom shares concepts from his new book The Seller’s Challenge, How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Tom’s current research, best practices, and real-life examples can help you craft an actionable plan to optimize productivity and drive success. You're going to learn a ton from Tom Williams. Listen and Discover > The biggest mistake sellers make when it comes to working with buyers or procurement. > What causes your product or service to be seen as a commodity versus high value. > How a creating a Stakeholder Map can help you figure out who needs to be involved in discussions. > 10 reasons sales calls fail. > The biggest sales skill that gets overlooked. > And much more... Discover more about the Same Side Selling Podcast https://www.ianaltman.com/same-side-selling-podcast/
8/17/201929 minutes, 22 seconds
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206 | Secret Habits of Championship Athletes, Dana Cavalea

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; Dana helps companies and individuals maximize their performance, productivity, and results. Coach Dana Cavalea is the former Director of Strength & Conditioning and Performance for the New York Yankees. He led the team to a World Championship in 2009. That same year he was awarded the Nolan Ryan Award given to the top Strength & Performance Coach in Major League Baseball as voted by his peers. He also wrote the book: Habits of a Champion, Nobody Becomes a Champion By Accident. You're going to learn a ton from Dana Cavalea. Listen and Discover > The biggest misconception when it comes to leading teams. > How your energy may be a key component to how other people perceive you. > The steps you can take to get better performance from your team. > The best way to activate your team. > And much more... Discover more about the Same Side Selling Podcast: https://www.ianaltman.com/same-side-selling-podcast/
8/10/201929 minutes, 58 seconds
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205 | Discover the Missing Skill of Humor That Works, Andrew Tarvin

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. Andrew is the world's first humor engineer. He teaches people how to get better results by strategically using humor in the workplace. We're not talking about needing to have clowns and jugglers running around the office. Rather how to strategically use humor better in the workplace. The goal is not to make you funnier—though that may be a side effect—but to make you effective-er. Humor is a valuable skill to be able to get better results by connecting at a more human level. By the way, Andrew doesn’t think that there is an organization that couldn’t benefit from humor. When things are very stressful, humor can be very good for catharsis, can be very good for relieving stress. Andrew has even helped serious organizations, like the FBI, Red Cross, and some emergency first responders. You're going to have a blast listening to Andrew Tarvin. Listen and Discover - The biggest mistake or misconception people have about humor in the workplace. - Five skills of work where you can use humor. - The difference between comedy and humor. - How to strategically use humor better in the workplace. - Three inappropriate reasons when humor is inappropriate at work. - How to use humor as a way to reduce status differentials and build rapport with someone. - And much more... Discover more at https://www.ianaltman.com/same-side-selling-podcast/
8/3/201929 minutes, 31 seconds
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204 | Email Campaigns That Entice, Disarm, and Discover, Ian Altman

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 service. When will organizations learn it is a complete waste of resources and money to pitch their stuff blindly in an email? They're not focused on the problems they solve, they're just trying to pitch whatever it is they have to sell and it turns people off. What I want you to realize is that when you have some sort of an email campaign, do not try and pitch your services. Tune-in and find out what you should do instead. Listen and Discover > Ways to entice and engage in a conversation with people via an email campaign. > How to craft email messaging that focuses on the problems that you solve and be open to the fact that people may not need what you've got. > How the Same Side quadrants can help you determine whether or not an opportunity is worth pursuing or not.  > An approach to selling (and emailing) that everybody can embrace, even your customers. > And much more...
7/27/20198 minutes, 33 seconds
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203 | Reduce Friction, Increase Loyalty, Roger Dooley

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 too great, if it takes too long to get a problem resolved, then 96% of those customers who expend a lot of effort are disloyal to the brand. Roger Dooley calls this “Friction”. Often times B2B Organization are not aware of what causes friction for their customers? Friction frustrates customers, costing you sales, reducing loyalty, and creating negative word of mouth. Inside your organization, this Friction also destroys productivity, reduces employee engagement, and increases turnover. Friction is a multi-trillion dollar problem. In this episode, Roger shares how to spot Friction, how to eliminate it, and occasionally use it to your advantage. You're going to learn a ton from Roger Dooley. Listen and Discover > The biggest misconception businesses have when it comes to customer loyalty. >What is Friction and how to spot it in your organization? > When should you eliminate Friction versus use it to your advantage? > How friction impacts employee productivity and engagement. > And much more... Same Side Selling Podcast: https://www.ianaltman.com/same-side-selling-podcast/
7/20/201925 minutes, 35 seconds
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202 | Content Experience vs. Content Marketing, Randy Frisch

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 almost 70% of content created within an organization is never used, and there's little point investing in content marketing if you're not leveraging the assets you create. Randy is the CMO and Co-Founder at Uberflip, a content experience platform that empowers marketers to create content experiences at every stage of the buyer journey. In this episode, Randy unpacks what he called the Content Experience Framework, arming your organization to deliver personalized experiences that leverage your content to engage your audiences at scale--as well as identify and ramp up the key players in your organization who need to own this process. You’re going to learn a ton from Randy Frisch. Listen and Discover > The greatest misconception people have when it comes to content marketing. >Three keys to making sure that your content delivers value for your customers.What is a content experience? > How to drive profitable customer action and engagement with a content experience. > And much more...
7/13/201933 minutes, 30 seconds
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201 | Selling With Noble Purpose, Lisa Earle McLeod

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, increase competitive differentiation and ignite emotional engagement with a customer-driven methodology called Noble Purpose. Research shows that organizations with a noble purpose bigger than money outperformed the market by over 350%. In fact, salespeople who sell with a noble purpose, whose intention is to improve the lives of their customers, outsell target focus salespeople.On this episode, Lisa shares the steps you can take to start selling with a noble purpose. You're going to learn a ton of amazing insight from Lisa Earle McLeod! Listen and Discover >The greatest misconception people have when it comes to motivating sales organizations >Why the selling with noble purpose methodology works. > If your organization is really customer focus. > What to do if you’re being commoditized. > Why most of today's sales training methods are outdated. > And much more...
7/6/201931 minutes, 16 seconds
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200 | Sell Like An Expert Not a Salesperson, Ian Altman

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 sale.  On the other hand, leading organizations achieving remarkable growth and success with their clients take a very different approach.  They know how to sell like an expert and not like a salesperson. Instead of focusing on always trying to make the sale and pushing for a close in every situation, successful organizations realize it is better to take the approach of finding impact together or FIT.   On this episode, I talk about this core principle of finding impact together from the second edition of Same Side Selling. In the second edition, we profile companies that more than double their growth rate while pursuing fewer opportunities and they qualify by finding impact together with their clients. If you want to sell like an expert and not like a salesperson, tune in and discover a sales approach you can follow to achieve lasting success. Listen and Discover >What is finding impact together? > 3 core areas of the sales process that will make a profound impact on success for you and your clients. > How to disarm the notion that you're just there to sell something > A method to help qualify which opportunities are worth pursuing and which ones aren’t. > And much more...
6/21/20199 minutes, 10 seconds
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199 | The Best Way To Build Sales Leaders, Halelly Azulay

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 constantly coach and mentor their team members, not just monitor their progress. In this episode, Halelly Azulay shares the best way to build and cultivate leaders for your sales organization. Halelly founded TalentGrow LLC, a consulting company focused on developing leaders and teams, especially for enterprises experiencing explosive growth or expansion. You’re going to learn a ton from Halelly Azulay! Listen and Discover > How to overcome the biggest misconceptions people have about leadership. > Whether leaders are born or made. > The biggest mistake people make when cultivating new leaders. > Specific steps you can take to get the most from leaders in your organization. > Methods to help teach executives and sales managers properly delegate. >And much more...
6/15/201926 minutes, 25 seconds
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198 | The Rumored Death of the B2B Sales Rep, Tom Pisello

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 necessary for B2B sales reps to survive and thrive in this day. We also explore how to add value to your clients in a proactive rather than a responsive way. Tom is a successful serial entrepreneur, popular speaker, and author. He has great research and insight for those in the world of B2B Sales. You’re going to learn a ton from Tom Pisello! Listen and Discover > How 1.5 million of the 5 million B2B sales reps are predicted to be out of a job by 2020. > Why you need two value-added archetypes within your B2B sales organization. > The impact a Customer Success Department can have on growing revenue and customers. > What it means to co-create the journey with your customer during the sales process, be an expert in that journey as well as an expert in the business problem they're trying to solve. > And much more... Learn more about the Same Side Selling podcast: https://www.ianaltman.com/same-side-selling-podcast/
6/8/201929 minutes, 52 seconds
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197 | Influence Redefined, Stacey Hanke

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 leader you were meant to be Monday to Monday. Stacey shares everything you need to successfully build trust and influence others to take action. You’re going to learn a ton from Stacey Hanke! Listen and Discover > Three key elements that can really enhance your ability to influence others. > Ways to avoid the biggest traps people fall into when it comes to influencing others. > The ability to drive people to take action long after the interaction has occurred. > Specific ways that you can get input and advice to shape how you appear to other people. > And much more...
6/1/201930 minutes, 55 seconds
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196 | Steal The Show During Pitches and Presentations, Michael Port

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, and motivate others effectively. Each of those moments requires you to play a role, to heighten the impact of your words —if you want to ‘steal the show’, as Michael Port calls it. Michael Port is a seven-time best selling author and co-founder of Heroic Public Speaking. Micheals shares a methodology you can follow to help you give a better performance every single time you interact with others. You’re going to learn a ton from Michael Port! Listen and Discover > The difference between presenting and performing. > Five foundations for helping you communicate more effectively. > Four elements for handling questions so you come across in the best possible light with your audiences. > And much more...
5/25/201940 minutes, 3 seconds
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195 | Find Hidden Gaps in Business Relationships, Zvi Band

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 market, the most cost-effective and high-return route to new, repeat, and referral business is through our existing networks, not through adding more social media “friends” and “connections.” In this episode, relationship marketing expert Zvi Band shows you how to deepen your personal connections to achieve your professional goals—using the CAPITAL strategy of relationship-building techniques. Listen and Discover > Ways to create a relationship marketing process that helps achieve your business goals. > Methods to stay connected and build relationships. > How to prioritize the difference between what's important and what's urgent. > Things you can do to help stand out for your customers. > And much more... More Same Side Selling episodes available at https://www.ianaltman.com/same-side-selling-podcast/
5/19/201926 minutes, 52 seconds
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194 | The Decision Maker Myth, Skip Miller

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 Skip, you have people above the line and below the line. Skip joins us to talk about some of the great misconceptions related to decision making in the sales process and the difference between above the line and below the line buyers. Skip shows us how to specifically navigate above and below the line to get better results in your business. You're going to learn a ton from Skip Miller. Listen and Discover > Why there isn't one decision maker. > What it means to sell above and below the line. > That people below the line, maybe seeing the world from a two-dimensional viewpoint and above the line executives are looking at the three-dimensional view of the past and the future. > The biggest mistake that you see businesses make when they're selling to quote the decision maker. > How does a seller make the transition from the below the one buyer so that they now include the above the line buyer? > And much more... Same Side Selling Podcast https://www.ianaltman.com/same-side-selling-podcast/
5/11/201927 minutes, 26 seconds
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193 | Conflict - Why You Shouldn't Avoid it, Liane Davey

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 information about why we need to change the image we have in our heads about what conflict can and should look like. Conflict is not only inevitable, it is actually necessary for business. According to Liane, if there isn't a conflict in your organization, you'd actually be worse off rather than better. On this episode, Liane shares what conflict means and provides a conflict code on how to approach conflict in order to reach good collaboration and outcomes. You're going to learn a ton from Liane Davey. Listen and Discover > Why conflict is actually good for innovation rather than bad. > The difference between good conflict and nastiness. > Tools and techniques you can use to make conflict productive in your organization. > How measuring Conflict Debt can have a huge impact on your organization. > And much more... DIsocover the Same Side Selling Podcast: Ianaltman.com/same-side-selling-podcast/
5/5/201928 minutes, 38 seconds
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192 | 5 Keys to Successful Business Growth, Ian Altman

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 $100 million. Other companies who have doubled and tripled in size in a matter of a year or two. And seeing companies go from 20% to 90% of their team hitting their numbers in less than a year. Many organizations have been able to measure tangible impact into the hundreds of millions of dollars for their customers. And across all of these Same Side Selling case studies, there is a common set of criteria, a common set of conditions that work across all these organizations. You may be thinking, I'm going to say, the common thread is Same Side Selling. While there is some truth to that, there are many companies who have read same side selling but don't get the same sorts of results. The real key to success in many of these businesses is less about the system itself and more about the disciplines that they follow. Listen and Discover > Why it's less about sales system you implement and more about the discipline you follow. > What it means to take a sincere interest in the results that you're going to achieve for your clients. > How much time the top organizations spend every week practicing and roleplaying to mentor their team and improve skills. > The importance of seeing the world through your client's lens rather than your own viewpoint. > And much more... Discover more at https://www.ianaltman.com/same-side-selling-podcast/
4/27/20199 minutes, 30 seconds
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191 | Where Science Meets Marketing, Dan Russell

191 | Where Science Meets Marketing, Dan Russell by Ian Altman
4/21/201922 minutes, 44 seconds
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190 | Deep Listening: Impact Beyond Words, Oscar Trimboli

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 Chairs, Boards of Directors and Executive teams, Oscar has experienced the transformational impact leaders and organizations can have when they listen beyond the words. In this episode, we discuss how to use deep listening in the workplace to get to the truth faster, and how with your clients and prospects, what you may be hearing isn't what you should be listening for. You're going to learn a ton it is a fascinating episode with Oscar Trimboli. Listen and Discover > How to get to the truth faster with your clients and for that matter anyone. > Why you should avoid why-based questions in the discovery phase with a client. > How to help people solve complex problems in business. > Methods to listen for what's not said as much as what is said. > The risk of using sales scripts in real business. > And much more... Discover more about the Same Side Selling podcast at https://www.ianaltman.com/same-side-selling-podcast/
4/14/201930 minutes, 57 seconds
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189 | Selling From The Heart | Larry Levine

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 joins us to talk about how your authentic self sells you. We discuss how relationships are what will fuel your sales funnel and allow you to reach your sales goals.   Listen and Discover > Strategies to help build credible relationships with your clients and your prospects. > How to avoid dehumanizing your interactions with prospects and client. > Methods that allow you to lead with your heart in an effort to help, not just sell.  > Why practice is critical to your success in sales and leadership. > How to be consistent with business growth. > And much more... Discover more at https://www.ianaltman.com/same-side-selling-podcast/
4/6/201929 minutes, 20 seconds
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188 | The Secret Formula to Earn Business Referrals, Ian Altman

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 referrals from existing customers who have had a great experience working with you. So how do you get those referrals from your clients? On this episode, I give you specific steps to follow and a proven formula to help earn referrals. Listen and Discover > Steps you should take to earn referrals. > How to know when is the best time to ask customers for a referral. > The specific question you need to use when asking for referrals? > How to build a culture of referrals. > And much more... Discover more about the Same Side Selling Podcast at https://www.ianaltman.com/same-side-selling-podcast/
3/30/20198 minutes, 37 seconds
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187 | Videos That Drive B2B Sales, Marcus Sheridan

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 left behind. On this episode, Marcus Sheridan shares how to create video content that can help drive revenue. He also explains why video needs to be used primarily as a sales tool, not a marketing play. Marcus Sheridan leads one of the most successful digital sales and marketing agencies in the country. You're going to learn a ton from Marcus! Listen and Discover > Why Video is a primarily Sales tool. > Seven categories of videos that you should create to help drive sales and revenue. > How to integrate video into the sales process. > What types of videos help disarm customers and build trust. > The impact of putting a ‘bio video’ in your email signature can have on your business. > How to create a culture of video in-house for your organization. > And much more... Discover more at https://www.ianaltman.com/same-side-selling-podcast/
3/23/201933 minutes, 6 seconds
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186 | Think Like Your Customer, Bob London

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 is thinking, wishing for and even complaining about. On this episode, we focus our discussion on customer intimacy. Intimacy is having close proximity to deeply understanding your customers' perspective, priorities, and challenges. Bob shares techniques to help your organization dramatically improve your ability to listen and gain customer insights. Uncovering the truth within your customer base will a big impact on your success. You're going to learn a ton from Bob London. Listen and Discover > 5 steps to help you uncover the truth in what's really important to your customers.Benefits of a human to human listening approach. > How to dedicate yourself to ‘Agendaless Listening’. > What is an elevator rant and how can you use it?  > Why you need a customer ombudsman. > And much more... Discover more at https://www.ianaltman.com/same-side-selling-podcast/
3/17/201927 minutes, 50 seconds
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185 | Sales Prospecting Methods That Work, Jason Bay

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 the right opportunities or find that your current methods more often repel than attract customers; don’t miss this stimulating conversation with Jason. We discuss specific strategies for effective prospecting to help you achieve greater results and grow your business. Listen and Discover > How to cut through the noise and capture the attention of your ideal audience. > Why you shouldn’t purchase lists for your prospecting efforts.How to write great prospecting emails that invite a conversation and response. > Why it’s a big mistake, especially if you're a larger company, is say our solution is industry agnostic. > The impact of client profile segmentation for your prospecting strategy. > Tips for using video in your prospecting approach. > And much more... Discover more about this podcast: https://www.ianaltman.com/same-side-selling-podcast/
3/9/201932 minutes, 48 seconds
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184 | Artificial Intelligence Impact On Sales & Marketing, Christopher Penn

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 Marketing Over Coffee marketing podcast. In this episode, Chris shares his expertise when it comes to artificial intelligence for marketers.  We explore the different ways of dealing with artificial intelligence and embracing it in your business. And how you can use artificial intelligence today to make a difference in your business right away.  Chris’s insight helps bridge the gap between marketing and technology.  You're going to learn a ton from Chris Penn. Listen and Discover The biggest misconception businesses have when it comes to artificial intelligence.  How to leapfrog your competition by embracing AI, machine learning in your business. Ways to improve your Sales Team’s performance and the sales process with voice transcription software Two or three things your businesses should be looking at to embrace artificial intelligence And much more...
3/2/201930 minutes, 3 seconds
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183 | Your Customer's Secret Language | Jeffrey Shaw

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 make your business irresistible to your ideal customers by showing them that you get them. With his game-changing insights, practical action steps, and relatable examples, you are going to learn a ton from Jeffrey Shaw.  Listen and Discover > The 5-Step Secret Language Strategy. > How LINGO as a marketing strategy makes competition almost irrelevant. > How pricing can attract, not deter, your ideal customer. > How to develop a brand image that magnetizes your ideal customer and filters out the rest. > What your ideal customers need to see, hear, and feel in order to choose you. > And much more...
2/23/201934 minutes, 8 seconds
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182 | Achieve Your Limitless Potential, Laura Gassner Otting

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 our voice, and generate the confidence needed to tackle larger-than-life challenges. In this interview with Laura, we talk about the greatest misconception people have about defining your purpose or calling in life, how that can apply to not only you but people with whom you work and then how we develop consonants. In essence, making sure if the work we're doing aligns with the things we're passionate about, you're going to learn a ton from Laura Gassner Otting. Discover more about the Same Side Selling Podcast at https://www.ianaltman.com/same-side-selling-podcast/
2/16/201931 minutes, 8 seconds
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181 | Sales Differentiation, Lee Salz

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 protecting margins. Lee's concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you."  We discuss ways to stand out, not only in terms of your products and services but as a sales professional and for people on your team. You're going to learn a ton from Lee Salz Listen and Discover > The biggest mistake professionals make when it comes to differentiation and how to avoid it. > Nineteen different strategies for sales differentiation that can help you stand out from the competition and compete on value versus price. > Why 'how you sell, not what you sell, differentiates you'. > What it takes to ask great positioning questions > Why the educated buyer may not be as educated about what it takes to purchase and implement your solution compared to you > And much more... Discover more at https://www.ianaltman.com/same-side-selling-podcast/
2/10/201926 minutes, 49 seconds
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180 | The Alter Ego Effect On Business Success, Todd Herman

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 development program by the Stevie awards. In this episode, Todd discusses his new book, The Alter Ego Effect - The Power of Secret Identities to Transform Your Life. Truthfully when I hear about Todd’s new book, I was a little bit skeptical. My first thought was people are going to pretend to be somebody based on a ‘fake it until you make it’ approach. Well, I got to page two of his book and thought WOW...this is some great stuff! Todd's Alter Ego Effect is a proven way of overcoming the self-doubt, negativity, and insecurity that hold you back, and empowering you to ultimately become your best self. You’re going to learn a ton from Todd Herman about the alter ego effect on business success. Listen and Discover > The greatest stumbling block or misconception that people have when it comes to mindset and things that might be holding them back. > Why an alter ego is not just about pretending to be a superhero. > How taking on an alter ego can help you achieve rapid dramatic success while still being authentic. > Why thinking with ‘the end in mind’ can help you achieve a better outcome for projects and other things you’re trying to accomplish. > What it means to set good, better, best goals. And much more... Discover more about the Same Side Selling podcast: https://www.ianaltman.com/same-side-selling-podcast/
2/2/201936 minutes, 8 seconds
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179 | Help Non-Salespeople Become Rainmakers, David Campbell

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 worked with David and his team over the years to integrate Same Side Selling into their business processes. In this episode, David shares how Optimal Networks successfully engaged non-salespeople to grow revenue and built an amazing culture within their organization around growth. You're going to learn a ton from David Campbell. Listen and Discover > Why most people have is the wrong idea of what selling means. > Strategies to overcome the biggest challenges when engaging non-salespeople to grow your business. > Methods to build a culture within your organization around growth. > How to sell like an expert, not like a salesperson. > Ways to lead discussions with clients about results. > Methods to demystify the sales process, not only for your own team, for your clients. > What happens when you integrate the Same Side Selling methodology into your business. > And much more...
1/26/201928 minutes, 26 seconds
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178 | Winning Customers Away from Your Competition With Integrity - Part 2 of 2

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 sales force management and performance. In a two-part episode, Anthony & I discuss our sales and business philosophy. We also talk about dealing with competition, selling value versus price and opportunity ID and conversion. These two episodes with Anthony are packed for of valuable insight and knowledge about the B2B selling process. You're going to learn a ton from Anthony Iannarino. Listen to this Part 2 of 2 and discover > A new perspective on CRM processes > The importance of Prep and practice in sales > strategies for Linkedin > Why ‘closing’ is the wrong approach in sales > Insights from Anthony’s new book Eat Their Lunch > Details about the 2nd Edition of Same Side Selling > And much more... Discover more about the Same Side Selling podcast at https://www.ianaltman.com/same-side-selling-podcast/
1/20/201929 minutes, 13 seconds
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177 | Winning Customers Away from Your Competition With Integrity - Part 1 of 2

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 sales force management and performance. In a two-part episode, Anthony & I discuss our sales and business philosophy. We also talk about dealing with competition, selling value versus price and opportunity ID and conversion. These two episodes with Anthony are packed full of valuable insight and knowledge about the B2B selling. You're going to learn a ton from Anthony Iannarino. Listen to this Part 1 of 2 and discover > An integrity based selling approach. > Methods to determine if what you offer/sell is a good fit for customers. > How to align your sales approach with the way people make and approve decisions. > Strategies to handle competitive situations. > “Level Four Value Creation” and what it means to focus on value vs results. > The difference between price and cost. > And much more Discover more about the Same Side Selling podcast at https://www.ianaltman.com/same-side-selling-podcast/
1/20/201928 minutes
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176 | How One B2B Company Grew By 40% Last Year, Chris Yoko

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 Side Selling in their business. You'll hear how Chris's team shifted the focus from price to results with their customers and specific things you can do to make it clear to your customers that you really care about them versus just about making money. You’re going to learn a ton on this episode with Chris Listen to this episode and discover: > How to deliver amazing outcomes that lead to repeat and referral business. > A method to ensure that your clients and potential clients can easily compare what you do to others, using the 'Client Vision Pyramid'. > What can happen when you focus on results and value, not just on price. > An approach to help your business development folks and internal team work together in delivering results clients want. > And so much more… Discover more about the Same Side Selling podcast https://www.ianaltman.com/same-side-selling-podcast/
1/12/201927 minutes, 17 seconds
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175 | Why 'About Us' Explanations Repel Potential Clients

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 whatever you do might apply to their own situation. In the research I've conducted on how executives make and approve decisions, there are two critical questions people ask before approving a purchase. On this Same Side Selling episode, I share insight to help you effectively overcome one of the biggest mistakes I see businesses make when meeting with potential customers. Listen to this episode and discover: > The first thing you should do when you are meeting with a potential client. > Why giving an "about us" section in any presentation will hurt more than help. > How to use the Same Side Quadrants in any meeting to help you stay focused. > Why a client even agreed to meet with you. > And so much more... Discover more about the Same Side Selling Podcast at https://www.ianaltman.com/same-side-selling-podcast/
1/6/201911 minutes, 32 seconds
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174 | Innovative Business Growth, Linda Quarles

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 Microsoft, Owens Corning, BAE Systems, and Cigna. She brings deep expertise in how to understand human behavior from a customer perspective. Linda shares insight into how to really uncover your clients' underlying challenge, why innovative initiatives fail, and what to recognize when trying to convince your client. You’re going to learn a ton on this episode with Linda Quarles. Listen to this episode and discover: > The biggest mistake that organizations and leaders make when it comes to thinking about growth. > How to really uncover your clients' underlying challenge. > Reasons why some innovative initiatives fail. > Why you shouldn't be in the business of convincing. > And so much more… Discover more about the Same Side Selling Podcast https://www.ianaltman.com/same-side-selling-podcast/
12/31/201835 minutes, 24 seconds
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173 | Generate Better Results In Sales, Wes Schaeffer

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 Infusionsoft's Partner of the Year. Wes and I talk about all areas of sales; from the mistakes that you could be making, to the qualities you may be lacking, what you should be implementing, and how you can ultimately pivot your business to generate better results. You're going to learn a ton on this episode with Wes Schaeffer. Listen to this episode and discover: > Specific strategies to implement digital marketing to help grow business. > The biggest misconceptions people have when it comes to sales and confidence. > Why motivation may not be enough when it comes to selling. > What your number one job is in sales. > And so much more…
12/23/201825 minutes, 22 seconds
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172 | This Is Marketing, Seth Godin

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, Seth focuses on everything from effective marketing and leadership, to the spread of ideas and changing everything. You're gonna learn a ton on this episode with Seth Godin. Listen to this episode and discover: > Biggest mistakes people make in the world of marketing and business growth. > How to reframe your marketing approach to help grow your business. > The importance of successfully delighting and amazing people. > Why storytelling is essential to connect with your audience. And so much more… Are you ready to transform your approach to marketing? Tune into Same Side Selling to get a ton of incredible insight for Seth Godin!
12/16/201838 minutes, 14 seconds
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171 | Understanding Today's B2B Buyer, Jack Quarles

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, forward-thinking companies and buyers take a different approach. On this episode, my coauthor of Same Side Selling Jack Quarles joins us to share new and more innovative ways to work with purchasing and procurement to achieve better results. Listen to this episode and discover: > The biggest challenges or misconceptions people face when it comes to dealing with procurement. > What to say to procurement if they say your prices are too high. > The questions that you can ask to position the conversation around value versus price. > And so much more…
12/9/201829 minutes, 31 seconds
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170 | Speak Comfortably To A Crowd Of Any Size, Amy Port

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 talking in your own head. If someone else hears you communicating, it is public speaking. Publically communicating ideas and information is essential in business, especially sales. Yet many times we have a hard time articulating the right message to our clients and coworkers. This challenge to effectively communicate is only compounded when we're asked to give a presentation or pitch a larger audience.  Public speaking may not come naturally to you, that doesn't mean you should avoid it or let it hinder your success. Amy Port, the Co-Founder and President of Heroic Public Speaking shares insight and specific strategies that are sure to help you improve your public speaking while achieving greater results with anyone that you interact with. Listen to this episode and discover: > The biggest misconception business people have when it comes to public speaking. > Why you should know the "spine" of your whole presentation before you begin. > How to bring contrast to your audience. > And so much more…
12/2/201832 minutes, 15 seconds
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169 | Hidden Networks That Can Transform Your Career And Life, David Burkus

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 parties, handing out business cards, or signing up for the latest online networking tool. Instead, you focus on developing a better understanding of the existing network that’s already around you? Best-selling author, David Burkus joins me on this episode of Sale Side Selling to share a startling new look at the art and science of networking. Listen to this episode and discover: >The biggest misconception when it comes to networking. >Why the closest people in your network may not provide the most value to you. >The importance of hidden networks. >And so much more…
11/25/201828 minutes, 30 seconds
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168 | Gain Customer Insight The Right Way, Bob London

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 might work and wanted an opinion about this interesting approach. When it comes to uncovering what customers think, I turn to Bob London, founder and CEO of Chief Listening Officers, for insight and wisdom. Bob helps B2B companies develop marketing strategies that start with learning the customer’s true perspective. Join us on this fun episode as we explore the Airbnb idea and other 'less creepy' methods that can help you gain insight in your client's business needs. I think you're going to really enjoy this episode. Listen to this episode and discover: > What questions should you ask your clients to gain insights about what they really think about your product or services? > What types of information should you seek to gain from customers? > Mistakes you need to avoid when asking customers questions meant to gain insight about their perspective. > How do you get a sense of the urgency and value your potential customer has in solving a particular problem? > And so much more… More about the Same Side Selling Podcast: https://www.ianaltman.com/same-side-selling-podcast/
11/18/201819 minutes, 58 seconds
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167 | Avoid The Sales Quota Trap, Ian Altman

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 put so much at risk for your business. I've seen too many sales professionals make rash decisions in order to meet a quota. For example, many might decide to offer huge, irresponsible discounts just so that they can close the deal before their incentive deadline hits. On this episode, I share insight to help you get on the same side with your client when handling deadlines and sales quotas in a way that's beneficial for everyone. Listen to this episode and discover: > Common mistakes salespeople make when focused on closing deals to hit their quota. > Why it's better to miss your quota than to sell to the wrong customer. > Some things you can do to sell in a client-centric manner instead of a deadline-centric manner. > And so much more...
11/11/20185 minutes, 48 seconds
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166 | Recruiting Strategies To Build a High Performance Sales Force, Sean Sykes

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 talent.   Sean Sykes of Peak Sales Recruiting joins me on this episode of Sale Side Selling to discuss how you can find and attract the best candidates for your team. We talk about hiring challenges facing businesses today and strategies to overcome these challenges. Sean offers expert advice on building a great sales team. Listen to this episode and discover: > Why it's so difficult to obtain and retain top sales performers. > The biggest mistakes sales organizations make when recruiting new talent. > Some specific things you can do to attract good candidates to your business. > And so much more… For more information about the Same Side Selling podcast visit https://www.ianaltman.com/same-side-selling-podcast/
11/2/201830 minutes, 32 seconds
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165 | Rethinking the Customer Experience, Geoff Ramm

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’ or ‘trying to exceed exceptions’. When in fact as Geoff Ramm explains in this episode these phases are 30- 40 years old and misconceptions about how to approach our level of service. There is a better approach to completely redefine our levels of customer service. On this Same Side Selling episode, Geoff joins me to share a different perspective on how to service your customers.  Listen to this episode and discover: >The biggest mistakes businesses make when it comes to the customer experience. >Some steps you can take to create a "Wow!" factor in your customer engagements. >A few things you can do to provide celebrity-level service to your clients. >And so much more…
10/28/201835 minutes, 59 seconds
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164 | Overcoming Fear in Sales And Business, Waldo Waldman

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 afraid of something and, at every level of a career, we inevitably encounter things that we're afraid of. Whether it's a skill like public speaking or a particular situation like leading a team, certain things are going to leave us shaking in our boots. However, fear isn't necessarily a bad thing. Instead, it's an opportunity to learn and grow. On this episode, Waldo Waldman joins me to discuss fear. Specifically, we discuss how it applies to sales. This is a valuable episode for anyone who's ever been afraid of something (i.e everyone!). Listen to this episode and discover: > Some common misconceptions about high performance and fear > Why fear can be a productive emotion for salespeople. > How top performers use their fears to learn and grow. > And so much more…
10/21/201830 minutes, 3 seconds
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163 | What Distinguishes a Good Sales Team from a Great One?

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 interviewed executives at high-growth companies and come to understand why some companies are able to grow so fast while others have a hard time getting off the ground. On today's episode of Same Side Selling, I discuss what makes some teams excellent and others just mediocre. Listen to this episode and discover: > What differentiates top performers from the rest of the crowd. > Why (and how) the best teams practice every single week. > Some key questions that every sales team should be asking. > And so much more...
10/14/20187 minutes, 15 seconds
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162 | The 60 Second Sale, Dave Lorenzo

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 asking yourself, "60 seconds? How could anyone possibly make a sale in one minute? Is that even possible?" According to Dave, probably not. But, the idea of a 60-second sale is one that can help salespeople perform better. He joins me on Same Side Selling to talk about his book and share some of the topics addressed in it. You're going to love this one! Listen to this episode and discover: > What he means by a "60-second sale" > Why strong relationships are the key to closing deals. > How to network even if you're uncomfortable around people. > And so much more…
10/7/201831 minutes, 11 seconds
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161 | Word-of-Mouth Strategies that Drive Sales, Jay Baer

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 about your product, it's sure to impact your sales numbers. Jay Baer shares what makes a great word-of-mouth strategy. This episode is sure to be useful for anyone who wants to create some buzz around their brand. Listen to this episode and discover: >How to use "talk triggers" to differentiate your company from the competition. >Some common misconceptions about word-of-mouth.  >Specific steps you can take to build buzz and drive sales. >And so much more…
9/30/201831 minutes, 53 seconds
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160 | How One Company Grew by 30% In One Year with Fewer Salespeople

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. Jason Walker, VP of Sales, is responsible for leading the company's sales efforts. With the help and cooperation of his team, Jason has implemented a range of new techniques for qualifying prospects, securing contracts, and maintaining customer success. Interestingly enough, Jason and his team implemented Same Side Selling in their business. He joins me on the podcast today to discuss how Same Side Selling helped him to rethink sales. We also talk about how he and the GPS Insight team expanded on my model in new and ingenious ways. You're going to love this episode! Listen to this episode and discover: > How Jason's team integrated Same Side Selling into their sales efforts. > Some ways in which GPS Insight expanded on my ideas and methods. > The astounding results they've seen after making simple changes in their approach to selling. >And so much more…
9/23/201830 minutes, 33 seconds
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159 | Bad B2B Sales Prospecting Strategies and How to Avoid Them, Bob London

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 well-attended sales conference picking up attendees. In their opinion, this is a great way to build their network and meet potential clients. Obviously, Bob and I had a field day with this one. But, while we can't endorse this particular sales strategy, the question opened up an interesting discussion about bad sales techniques. I think that you're going to really enjoy this episode. Listen to this episode and discover: > Why cornering prospects in an Uber is a bad idea. > What you should do instead of holding your prospects hostage. > How to make people come to you instead of chasing them down. > And so much more…
9/16/201812 minutes, 59 seconds
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158 | The Key to Selling is Trust, Ian Altman

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 things from people who we know have our best interest in mind. No one wants to hand money over to someone who is simply trying to make a sale. This episode of Same Side Selling is all about trust. In the episode, I expand on why it's so crucial to sales. Additionally, I discuss some ways that you can earn the trust of your clients. Enjoy! Listen to this episode and discover: > Why your goal should never be to make the sale. > How to disarm the notion that you're just trying to sell. > Specific ways that you can build and engender trust with your prospects. > And so much more...
9/10/20189 minutes, 6 seconds
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157 | The Science of Humor (and How to Use it in Business), Andrew Tarvin

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 all kinds of goals. We can build rapport, get people to pay attention, help them to understand complex topics, and boost energy in meetings. Unfortunately, many people avoid it because they think they're not funny. However, Andrew Tarvin believes that everyone has the potential to be funny, or at least funnier. He's spent the past decade studying the science of humor. He joins me on this episode of Same Side Selling to discuss how humor works and how anyone can learn to use it. You're going to learn a ton from our conversation! Listen to this episode and discover: >Why everyone has the capacity for humor. >How humor can be utilized to achieve better business results.  >Some techniques you can use to build your humor muscle. And so much more…
9/3/201837 minutes, 22 seconds
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156 | Marketing & Sales in the Age of Social Media, Erin Gargan King

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 Erin Gargan King points out, today's consumers can get most of their education online. After all, companies should already have that information on their website. Just because we use the internet to educate our customers, though, doesn't mean that marketing events are obsolete. In fact, they may be more important than ever. They still give us the opportunity to meet our future clients face-to-face. When they go well, they allow us to form real human relationships with our online audiences. On this episode of Same Side Selling, Erin joins me to discuss the ways in which companies can get the most out of marketing events in the social media age. You're going to love our conversation! Listen to this episode and discover: Some mistakes that companies make during even preparation. The traps that keep companies stuck in the past. How you can use social media to get the biggest ROI from marketing events And so much more…
8/27/201833 minutes, 45 seconds
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155 | Modern Sales & Marketing Techniques, Amy Franko

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 any more. Instead, they seek out long-term relationships with other companies, hoping that their investment will give them a competitive advantage. Of course, these changes create all kinds of challenges for salespeople. In order to thrive, sellers and sales leaders must adopt new techniques. But what do those techniques look like? What skills do today's salespeople need? On today's episode of Same Side Selling, Amy joins me to answer those questions and more. You're going to learn a lot from our conversation! Listen to this episode and discover: >The old-school sales habits you need to kick. >Why a modern approach to selling is necessary. >5 specific skills that will help you thrive in today's B2B business world. >And so much more…
8/19/201830 minutes, 36 seconds
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154 | Using LinkedIn to Form Authentic Connections, Ian Altman

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 often find ways to ruin great things. In my experience, many people use the platform in profoundly stupid ways. LinkedIn is a great place to connect with potential customers, prospective employees, and other likeminded folks. But to optimize the platform's potential, you need to be smart about how you use it. If you're looking to optimize the potential of LinkedIn, you're going to love this episode of Same Side Selling. Listen to this episode and discover: > Some common ways that people misuse this great platform. > Why being smart about your interactions is better for business. > Specific things you can do to form stronger connections And so much more...
8/13/20188 minutes, 43 seconds
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153 | The Danger of Marketing Gimmicks, Bob London

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 outrageous levels to find prospects. We start by answering a question from one "listener". They want to know if 23andMe could make a good prospecting tool. Think about it--they get their results, see who their cousins are, and reach out to all of their relatives who could have buying power. The question sparked an interesting discussion about good and bad prospecting techniques. Tune in to hear some marketing gimmicks you and your business should avoid. Listen to this episode and discover: > How marketing gimmicks can hurt your reputation > Why authenticity is the best approach to sales > The things you can do to form stronger connections with prospects > And so much more…
8/6/20187 minutes, 26 seconds
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152 | Why Success Requires Setbacks - Lessons From Mt. Everest, Alison Levin

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 adventurer, Alison has survived sub-zero temperatures, hurricane-force winds, sudden avalanches….and a career on Wall Street. Alison learned a lot on her numerous expeditions and she uses that wisdom to help people become better leaders. No matter what mountain you’re trying to climb, you’re going to learn a ton from Alison in this episode of Same Side Selling. Listen to this episode and discover: > Some common misconceptions about leadership. > Why taking a step backward is different than accepting defeat. > How to shift your mindset to take your business to a new level. > And so much more…
7/30/201832 minutes, 18 seconds
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151 | Practicing Fundamentals to Transform Your Performance, Alan Stein Jr.

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 greatest sports stars, he believes that they can teach us a lot about maximizing our own potential. Whether you’re a sports fan or not, I know you’re going to learn a lot from the conversation Alan and I have on this episode of Same Side Selling. Listen to this episode and discover: > Why Alan believes that fundamental skills are the basis of any successful career. > How to identify the gaps in your own skill set that are holding you back. > The steps you can take to start performing at a higher level. > And so much more…
7/23/201829 minutes, 45 seconds
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150 | Boost Revenue For Your Sales Organization, Manny Medina

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 growth in terms of revenue, the good and bad aspects of sales playbooks, and the inspection process you can conduct to pinpoint the problems you may be facing within your company. We start by talking about a personal philosophy of Manny’s, which is the importance of a strong memory. After reading a book called Moonwalking with Einstein: The Art and Science of Remembering Everything, Manny decided to challenge his own memory by learning each employee’s name at Outreach. For the record, there are about 300 people currently working for the company! Manny says, “I think that when you mention somebody’s name, that means that person is important to you.” Listen to this episode and discover: >Why there needs to be a framework in place for playbook execution. >The important things that a playbook should include. >How looking at sales rep participation can help to pinpoint specific problems. >The importance of an inspection process in all industries, not just sales. >The 3 by 2 method, and how it can help you and your business. And so much more…
7/17/201828 minutes, 24 seconds
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149 | Common Mistakes Sales Professionals Should Avoid

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-ups that professionals can easily make, and some strategies for how to avoid those situations. Discover how to effectively get in the door with new clients, how to focus on customer problems instead of a simple sale, and how to realistically discuss budget with your client. Listen to this episode and discover: > Why some of your techniques may be undermining your pursuits. > Why it's never okay to be disingenuous or dishonest. > How a simple lie to a client can ruin the relationship later on. > The importance of using a network to receive warm introductions. > And so much more...
7/9/20189 minutes, 38 seconds
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148 | Using Humor to Connect and Engage, Marty Wilson

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 biggest roadblocks people face when using humor in business, what topics you need to avoid and which to embrace, and how to find a common thread in your storytelling. First, we talk about the biggest mistake people make when trying to connect with others in the business world. Marty explains that many people inadvertently skip right over the rapport building stage, which is critical in any business-type relationship. Marty elaborates, saying, "You need to establish the connection, feel the client out, and take some time." You're going to learn and laugh a lot in this episode! Listen to this episode and discover: > How to connect with people naturally and organically. > Why humor in business is not at all inappropriate. > What it really means to connect on a human level. > How to get on the same side with your audience. > The most important things to avoid in your humor. > Why you shouldn't be making fun of other people.
7/2/201831 minutes, 41 seconds
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147 | Build and Strengthen Teams To Do Big Things, Craig Ross

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 teammates. Listen to this episode and discover: > The human imperative and how to commit to it as a team. > Why leaders need to be developed within the team. > The "dirty fish tank model" and its ineffectiveness. > Why teams need to be specific when thinking about success. >What a common vision looks like for a team. > The importance of energizing your employees. And so much more…
6/25/201826 minutes, 59 seconds
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146 | Earn Customer Loyalty and Advocacy, Lisa Leahy

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 four ways to build a lasting relationship with your customer. Listen to this episode and discover: > Why clients need to be engaged every step of the way. > The importance of asking the right questions of your customer. > What being on the same page looks like for both the client and the seller. > Why you need to be setting timeframes and clear expectations. > How to increase your referrals. > The four most effective ways to gain customer trust and loyalty. And so much more…
6/18/201826 minutes, 48 seconds
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145 | How To Talk About Your Competition, Ian Altman

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 maintaining a positive rapport with the client. Listen to this episode and discover: > How to speak to clients who want to compare your business to a competitor. > Why it is your fault that the misconception about your business exists, and why that is great news! > How to get an edge on your competitors without being negative. > Why you don't necessarily need to be at the pinnacle of the pyramid to still earn business. > And so much more…
6/11/201810 minutes, 15 seconds
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144 | Double Your Business By Improving These 7 Areas, Pete Williams

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.
6/4/201833 minutes, 16 seconds
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143 | Staying Organized and Increasing Productivity in Sales, Jon Denn

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 achieve their goals, how you can begin to be and stay organized, and how to best maximize your time at work. We hope you can begin to implement some of these methods into your business and that you will see real results soon.
5/28/201833 minutes, 44 seconds
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142 | How to Infuse Comedy into your Sales Business, Matt Kazam

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 business, the misconceptions of comedy in the sales world, and how to come up with jokes that work every time.  One thing that Matt and I discuss in depth is the necessary formula for creating the perfect joke for your business needs. It starts with storytelling. Matt says that is is extremely important to look for stories that make you human, and evoke commonality, not superiority. Matt expands on this, saying "People hate information but love listening to stories. What if you could blend the two? Everyone has funny, common stories and they can relate!" I know that you're going to enjoy listening to our discussion today, and I hope that you can take Matt's advice to utilize humor and comedy in your own business! Listen to this episode and discover: - The biggest misconceptions about humor in business. - How comedy can be modified for marketing, sales, etc. - Why the best jokes embrace commonality, not superiority. - Why Las Vegas is changing so rapidly, and how comedy is taking on new forms. - The true science of jokes and storytelling. - And so much more… Learn more at https://www.ianaltman.com/same-side-selling-podcast/
5/21/201835 minutes, 35 seconds
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141 | Building an Effective Pipeline for your Sales Business, Ian Altman

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.
5/14/201811 minutes, 54 seconds
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140 | How to Increase Sales Productivity, Jill Konrath

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 effectively. Discover more at https://www.ianaltman.com/same-side-selling-podcast/
5/7/201825 minutes, 46 seconds
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139 Bob London | Avoid Making These Stupid Marketing Mistakes

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 thought was a good idea, that actually don't build trust but instead repel your customers.  Our hope is that you will listen to these "mistakes" and decide to go a different, more successful, direction in your marketing.
4/30/201832 minutes, 29 seconds
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138 Mitch Joel | Reboot Your Business

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 20 countries with over 2,000 employees, and he is regarded as one of the experts and pioneers when it comes to digital marketing. Mitch and I talk about the biggest mistakes brands make when using technology (like they never have before), how you can make sure that your content stands out over other people, and what the difference is between someone that you sold to and a customer.  We also go over how visible your technology should be to your clients, and the specific brands who are doing this really well that you can emulate.
4/23/201829 minutes, 15 seconds
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137 Craig Zawada | Is Your Pricing Strategy Costing You Business?

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 growth and profit.   Craig and I talk about the biggest mistakes people make when it comes to pricing, what factors you should look at to determine where your pricing might need to be adjusted up and down, how to use technology to move the needle, and also how important timing is when it comes to pricing. Craig shares that "Either companies don’t spend enough time on pricing or they spend it in the wrong way."
4/16/201830 minutes, 35 seconds
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136 Neen James | How to Drive Profitability, Productivity and Accountability

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 absolute focus.  Neen and I also talk about the biggest misconception businesses have when it comes to attention, how to deal with people who want to have their cell phones out in meetings and the difference between each generation and how they understand attention.  Neen shares that “In business we think we’re paying attention, but we’re not.  We’re paying attention, but we’re paying attention to the wrong things." I know you're going to love this discussion, and you're going to learn a ton from Neen James on this edition of podcast.
4/9/201829 minutes, 52 seconds
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135 Joey Coleman | Creating Remarkable Customer Experiences

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 their experience.  He is also author of a new book, Never Lose A Customer Again. Joey and I talk about the greatest misconception when it comes to losing customers, different things you can do in social media and in person to create that lasting experience for customers, and the specific things you can do to earn referrals and drive repeat business.
4/2/201835 minutes, 18 seconds
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134 Melissa Agnes | Prepare Your Organization For Any Crisis

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 and leading authority when it comes to crisis preparedness, reputation management and brand protection.  We talk about the biggest mistakes people make when it comes to being prepared for a crisis, the timing and accuracy associated with healing a crisis, and the specific steps you can do to make sure your business is invincible.
3/26/201831 minutes
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133 Jim Cathcart | Update Your Sales Mentality

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, as well as the Speaker Hall of Fame. Jim shares that "every business has a reason for existing, but it's never money." He further adds that "if our people understood clearly that the purpose of business is to make life better, then everything would be communicated in a different way and every employee, no matter what their position, would have more of an emotional investment into the meaning of what they do..."
3/19/201831 minutes, 52 seconds
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132 Ian Altman | Your Same Side Selling Academy Questions Answered

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 Side Selling Academy.  On today's episode of the Grow My Revenue business cast I answer a few of the questions that have come up most frequently in the group.
3/12/201813 minutes, 53 seconds
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131 Kelsey Ramsden | Surviving Your Success

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 specifically about the biggest challenges that people face when they feel like they’ve stalled.  We also talk about the mindset that helps you get past that, some of the ways that people cope with that stalling and specific approaches you can take to keep you and your team energized going forward.
3/5/201832 minutes
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130 Scott Gerber | Become a Superconnector through Meaningful Business Relationships

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 relationship.  The problem is that, more often times than not, we don't go about it in the right way.  We seem to forget that "it all starts with a great conversation" as Scott Gerber, my guest this week on the Grow My Revenue podcast, reminds us.  Scott says, "we live in a world where people want to work with good people."  It's crucial to remember that it should be all about finding the right way in which to connect.
2/26/201829 minutes, 17 seconds
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129 | Plan For Success In 2018

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 others methods and approaches that don't work so well.  Since we're just in the beginning months of 2018, there's still plenty of time to plan for success in the months to come.
2/20/201813 minutes, 12 seconds
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128 Mark Bowden | The Truth & Lies Of Nonverbal Communication

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 people are really thinking.  We also talk about the biggest misconceptions that people have when it comes to body language and we'll talk about a specific approach or mindset that you can have for critical thinking so that you have the best chance at understanding someone's body language so you can ultimately communicate more effectively with them.
2/12/201833 minutes, 52 seconds
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127 Chris Orlob | What Your Top Sales Reps Are Doing To Stay On Top

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 performers have versus the middle of the pack and when you should get teams of people involved in sales opportunities and when you shouldn’t.
2/5/201829 minutes, 40 seconds
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126 Yigal Adato | Lead Your Business And Your Life

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 experience running very successful businesses, and now he dedicates himself to helping other business owners master self-leadership skills so that they can make more money, have less stress, and have more freedom to spend time with the people they love, doing what they love. Yigal and I talk about the biggest misconception when it comes to leadership.  We also discuss the need to get clarity around what's happening in your life, relationships, and business to get to your true potential - and doing it with truth.  "Leading with baggage is miss-leading," Yigal says.
1/29/201831 minutes, 14 seconds
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125 David Kerr | Managing A Mobile Workforce Even When You Aren’t Mobile

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 people embrace new technologies to get better at what they can actually do, and we'll talk about how you can use technology to allow you to be more responsive and to get better results with your clients. “I think if everybody's not tied into some specific measurable targets,” he says. “it then is sometimes difficult to manage the performance (of employees) on that.” Listen to this episode and discover: - How to manage a mobile workforce. - Why mobility is a top priority for companies and customers they serve. - How you can boost productivity for your employees. - Why it's so important to communicate about goals and objectives. - What possible snags may come with app fatigue - and what it actually is. And so much more…
1/22/201829 minutes, 46 seconds
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124 Christopher Penn | How You And Your Organization Can Embrace Artificial Intelligence

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, at SHIFT Communications, which is a data driven PR and marketing agency.  He is co-founder of PodCamp with Chris Brogan and co-host of the Marketing Over Coffee, marketing podcast, with John Wall. Christopher shares his insights into artificial intelligence and machine learning, how they might impact our jobs and how you can apply them to your business.  "When we look at the profession, particularly of sales," Christopher says, "the idea that sales could be completely replaced by artificial intelligence is simply not going to happen."
1/15/201829 minutes, 36 seconds
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123 Chris Voss | Influence And Negotiation, Not Just For The Hostage Negotiator

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 is disarming and he never wants to fool anybody, they need to believe in everything he says.  Much the same as it is in sales.  In fact, "hostage negotiators are the ultimate cold callers," he says.
1/8/201831 minutes, 43 seconds
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122 Dr. Theo Tsaousides | The 7 Hidden Brain Blocks That Keep You From Achieving Success

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 sabotaging our goals and dreams. Because they operate mainly out of sight, most people aren’t aware they have these blocks until they reach critical mass.
12/18/201732 minutes, 20 seconds
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121 Jeff Lesher | How Organizations Can Reach Their Goals, Not Just Talk About Them

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 necessary to accomplish a company’s major initiatives, in part, because companies don’t clearly communicate with their employees what the path to success looks like.
12/11/201728 minutes, 38 seconds
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120 | Business Trends To Drive Success In 2018

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 likely the number one result that comes up organically is my article on Forbes. In fact, Google often features it as the snippet. On today’s episode of the Grow My Revenue business cast, I'm giving you a quick glimpse — a sneak peek if you will — under the covers into this year's annual trends article. I'll be discussing a few of the trends including the increased use of artificial intelligence; the popularity of real-life versus online interactions; the rise of social learning; how subject matter experts open doors for opportunity; and changes in content marketing.
12/4/201715 minutes, 32 seconds
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119 Jamie Mason Cohen | What Your Handwriting Says About Your Leadership Style

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 reveals a great deal about a person’s personality and leadership style. Analyzing someone’s handwriting, he says, can be a valuable tool in business to determine whether a job applicant, a colleague, or a professional partner is a good fit for the job.
11/27/201730 minutes, 53 seconds
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118 Wayne Washington | How To Spot And Plug Value Drains That Impact Your Company's Bottom Line

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” because of his ability to diagnose ailing operations and figure out where their hidden costs are. Wayne and I talk about the blind spots companies have when looking to sustain growth; the value drains on their organization, and how his "business value formula" creates higher value, long term.
11/20/201723 minutes, 36 seconds
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117 Tom Webster | What Marketers Can Learn From The 2016 Presidential Election

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 decades, Tom has conducted political polling for U.S. elections, as well as market research, for some of the top companies across the nation. Tom rejoins us on the podcast to share his insights into how demographics have dramatically changed over the years; and how companies can use consumer data to maintain their competitive advantage.
11/13/201730 minutes, 34 seconds
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115 Tim Conder | How To Make The Transition From Sale To Kickoff As Smooth As Possible

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 implementation. We talk about the right way to handle transitions so that customers feel confident and secure that they made the right decision to purchase with you.
10/30/201733 minutes, 50 seconds
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114 | How To Reach Prospects When You Are Brand New To Sales

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 properly; and how to manage your time efffectively so you’re maximizing your efforts.
10/23/201719 minutes, 30 seconds
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113 Dan McGinn | How To Mentally Prepare Yourself For Success In Any High-Stakes Situation

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 and collected, these folks also have the uncanny ability to inspire confidence and poise among their colleagues and peers. How do they do it?
10/16/201732 minutes, 24 seconds
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112 Alison Stratten | How To Create UnWavering Customer Loyalty In The Age of Disruption

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 Stratten, have written a new book, UnBranding: 100 Branding Lessons In The Age Of Disruption. In it, they profile 100 companies who have gotten braning right. Alison and I talk about the biggest mistakes companies make when it comes to branding; how companies can remain relevant and ready in the age of disruption; and why companies should encourage and empower their employees to be brand ambassadors.
10/8/201732 minutes, 39 seconds
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111 Simcha Gluck | Why Business Should Be Fun And Games

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 of organizations around the world. Simcha and I talk about the biggest mistakes companies make when it comes to employee engagement and development; how fun and games can be leveraged in business to create tangible results; and why companies should encourage their employees to think like entrepreneurs.
10/1/201734 minutes, 38 seconds
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110 Mary Kelly | How Organizations Can Embrace Change And Use It To Their Advantage

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. Mary and I discuss the specific strategies companies can use to reduce stress that results from uncertainty and changing times. We talk about millennials and how we need to groom them for leadership, as well as the leadership skills that are going to be needed 10 or 20 years from now that may not be obvious today.
9/25/201738 minutes, 31 seconds
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109 | What To Do When Clients Go Radio Silent And Other Listener Questions

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 reason for their disappearance. It’s a common complaint I hear from salespeople. What do you do when a hopeful prospect suddenly goes silent? On today’s episode of Grow My Revenue, I answer that question (and others) and give you some practical advice and strategies on how to handle situations that once seemed promising then suddenly turned cold.
9/18/201715 minutes, 48 seconds
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108 Howard Rogers | How One Company Went From 30 Million In Sales To 100 Million In A Few Years

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 from $30 million in sales to $100 million in just three years.
9/11/201732 minutes, 50 seconds
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107 Dustin Matthews | How To Give Powerful Presentations That Wow

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 system that is going that will help you prepare for and dominate your next sales presentation.
9/4/201730 minutes, 22 seconds
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106 Tucker Max | How A Book Can Increase Your Reputation, Expertise and Bottom Line

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 have about writing a book, set them aside because my guest today is going to make you rethink all the notions you have of what a book is (and isn’t) and what it can do for your business.
8/28/201738 minutes, 53 seconds
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105 | Breaking Bad Habits, and Why Questions Are Way More Powerful Than Statements and Giving Demos

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 would come pouring in. In the same vein, sales people (mistakenly) believe if they just made clients aware of the problem, they’d be eager to sign up, regardless of whether they believed the problem was important or not.
8/21/201714 minutes, 58 seconds
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104 Gerry Lantz | How To Make Boring Messages Come Alive With Brand Storytelling

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.
8/14/201730 minutes, 5 seconds
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103 John Cousineau | How Curiousity Leads to Better Results

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.
8/7/201736 minutes, 38 seconds
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102 Phil Jones | Learn 'Exactly What To Say' in Sales Conversations

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 the keys to the kingdom. Why? Because the proper word choice can be the difference between earning a prospect’s trust and respect, and having them shut the door in your face.
7/31/201733 minutes, 55 seconds
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101 Stephen Shapiro | Why Companies Fail At Innovation (And What They Can Do About It)

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 products, sleeker designs and more efficient systems that consistently earn them top spot in their industries? Is it the creative genius of their marketing departments, or the talents of their research and development teams? Maybe it’s how they leverage technology? Or is it that innovative organizations simply are more clever than the rest of us? Turns out, innovation has far less to do with “thinking outside the box” than it does with finding a better box.
7/24/201732 minutes, 26 seconds
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100 | Celebrating Episode 100

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 family. When I first started the show a few years ago, I wasn’t sure I’d get to episode ten, let alone 100. But here we are, 100 episodes later. It’s because of listeners like you the show is a success.
7/17/201713 minutes, 7 seconds
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099 Tim Hayden | Strategic Marketing to Build and Retain Repeat Business

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 customers. In fact, companies can create stronger loyalty and trust simply by getting better at gathering clear, meaningful insights into their customers’ problems and pain points. By using technology more effectively, he says, businesses can create personalized campaigns that result in higher customer engagement and bigger returns.
7/10/201730 minutes, 20 seconds
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098 Marylou Tyler | How To Consistently Fill Your Sales Pipeline With Qualified Prospects

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 relationships with the right customers. You can’t close deals if you don’t have qualified prospects continuously entering sales pipeline. Today I talk to Marylou Tyler, a sales and process expert who helps businesses fill their sales funnels with qualified leads that go from “cold” to “closed” in an efficient and predictable way. Marylou shares with us the secrets to effective cold-calling and the biggest mistakes salespeople make when reaching out to potential clients.
7/3/201731 minutes, 36 seconds
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097 Susan Wilson Solovic | How Small Changes Can Have An Enormous Impact On Your Business

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 (maybe even thousands) of employees. You may think you don’t have the resources, the brand recognition or the manpower to go up against the corporate giants. But you’d be mistaken.
6/26/201733 minutes, 19 seconds
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096 Scott Mautz | How Leaders Can Increase Employee Engagement In A Smart And Meaningful Way

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 all great leaders can and should inspire their employee to find meaning and purpose in their work. Great leaders, he says, can unleash employees’ deepest desires for contribution by tapping into their values and instilling a sense of pride in the work they do.
6/19/201729 minutes, 16 seconds
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095 Michael Bungay Stanier | How Leaders Can Be "Coach-like" With Their Teams To Achieve Results

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 the mistakes leaders make when coaching others, and specific strategies to use in sales situations.
6/12/201731 minutes, 42 seconds
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094 Leslie Ehm | How To Deliver A Message That Doesn't Fall On Deaf Ears

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 product or a revolutionary idea if you can’t communicate those products or ideas to others? Being able to communicate effectively with an audience in a way that’s fresh and engaging is critical to your business success. But too often business leaders fall into a communication rut that winds up doing more harm than good. Instead of attracting people, they repel them. My guest today says that when it comes to presenting their ideas, most business leaders fall short simply because they haven’t learned to shake things up. They adhere to the notion that “this is the way things have always been done” within their organization and they don’t take risks. To be effective communicators, business leaders need to break from the status quo and think about what their audiences need.
6/5/201736 minutes, 15 seconds
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093 Robert Rose | How To Create A Content Strategy That Builds An Audience of Loyal Fans

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 you’ve heard about content marketing and list-building is all wrong? My guest today says most businesses need to re-think their approach to content marketing. They need to look at it from the point of view of the customer, from the perspective of the clients they want to reach, and not as another form of advertising.
5/29/201730 minutes, 26 seconds
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092 | Why Sales Is Not Just About The Numbers

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 sale? How do you strike a balance between selling with integrity – an approach that always has the customer’s best interests at heart – and selling to meet an individual objective?
5/22/201711 minutes, 59 seconds
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091 Steve Benson | How Top Producers Achieve Amazing Results

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 out matter more than likability? Or does personality trump expertise? Turns out, the answer lies somewhere in between. My guest today believes all sales professionals can achieve amazing results if they develop key skills — listening, curiosity and patience — to help them understand their customers at a deeper level. It’s not enough, he says, to know your product or service inside and out. A successful salesperson gets to the heart of a customer’s problems and offers customized solutions to solve those problems. On today’s episode, I talk to entrepreneur and sales expert Steve Benson about specific strategies for how you can become a top performer and the mistakes he sees organizations make that keep them from getting the results they’re after.
5/15/201731 minutes, 57 seconds
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090 Mark Jeffries | How to Win Over Audiences Using the BRAINS of Influence

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 you ever wondered how she does it? How is it that certain people can command everyone’s attention so effortlessly, while others struggle to get noticed? My guest today believes that everyone has the ability to influence others and communicate in a way that captivates and motivates audiences to take action. He's going to share with you his secrets to influence and how everyone can deliver better, more memorable presentations. On today’s episode, I talk to author, speaker and master presenter Mark Jeffries about how to use what he calls the “BRAINS” of influence to get buy-in for your ideas and hungry buyers for your products and services. Mark shares some of the biggest mistakes speakers and presenters make when unpacking their ideas, and the insights he's gleaned from more than a decade on television.
5/8/201734 minutes, 8 seconds
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089 Rob Jolles | How To Turn Boring Presentations into Engaging Experiences

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. On the other hand, we’ve also been witness to presenters who take the most dry, mundane material and make it feel fresh and exciting. What’s their secret? How do speakers turn average talks into great experiences that leave audiences feeling inspired and energized? It turns out, great presentation skills can be learned. My guest today is best-selling author and speaker Rob Jolles. Rob is a former corporate trainer who draws on his 30-plus years of training experience to "teach people how to change minds. His programs on influence and persuasion are in global demand, reaching organizations in North America, Europe, Africa, and the Far East. And in showing clients not just 'how to' but also 'why to,' he stirs individuals and companies to create real, lasting change.” Rob has developed a proven process that helps presenters lead workshops and seminars, as well as keynote presentations, that are informative, engaging, inspiring and memorable. Today we’re going to talk specifically about how to run seminars and workshops and the biggest mistakes companies make when it comes to corporate training and presenting. I know you're going to love this discussion, and you're going to learn a ton from Rob Jolles on this edition of Grow My Revenue! Listen to this episode and discover: · Why it’s critical that curriculum developers collaborate with presenters to create engaging and effective trainings. · Why decision makers need to attend the very trainings they sign-off on. · What speaker bureaus look for when hiring speakers and presenters. · Why 15-second sound bites no longer cut it. · And so much more… Episode Overview As a longtime trainer for the Xerox Corporation, Rob Jolles knows the importance of process for delivering workshops and keynotes that are engaging and leave audiences members wanting more. It doesn't matter whether you're presenting to a group of 4 or 40, the principles of great speaking are the same: deliver value that educates and entertains, while letting the audience know that you understand their issues. From the start, a speaker should let audience members know "What's in it for me?" (often referred to by its acronym ‘WIIFM’), Rob says. “We don’t know who’s in that little group of seven,” he says. “I always like to throw in a little ‘WIIFM’… and not just, ‘What’s in it for you?’ but maybe how what I’m going to talk about is going to help you on the job, and perhaps help the company you work for.” In other words, set the audience’s expectations. More importantly, by having a process you can follow to deliver key ideas and take-aways, a speakers and presenters can monitor what’s working and what’s not. “When you have a process, you have a way of measuring what you’re doing. When you can measure it, you can fix it. The process that we used was called the UPPOP,” Rob says. In this episode, we talk about: · What UPPOP stands for and why it works. · How to prime audience members for ‘the ask.’ · What all decision makers need to do when booking speakers or trainers. · Why blaming the audience for inattention is a bad idea. · Tools the best speakers use in their presentations. · The biggest mistake presenters make when preparing their presentations. “At the end of the day, it isn’t about all the information that you crammed in,” Rob says. “It’s people finishing that presentation and going: ‘You know, I like that CEO. I like that guy in accounting, and I love working here, and I want to do what they just asked me to do.’” Tune in for all of these nuggets of wisdom, and more, on today's Grow My Revenue with Rob Jolles. For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/rob-jolles/
4/30/201731 minutes, 49 seconds
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088 | Why F.I.T. is the Antidote to Pushy Selling

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 convince a prospect that they need what the salesperson is selling. Instead, buyers appreciate salespeople who know the kinds of problems they solve, and show an interest in learning about their clients’ problems to see if what they have is an appropriate solution. Genuine interest in your prospects' needs – as well as understanding that your solution is not suited for every problem – not only creates trust, it’s the foundation for future referrals. And that’s what I talk about in today’s episode of Grow My Revenue: three core elements that will help you achieve greater business success when it comes to working with potential clients. Plus, I'll share with you my F.I.T. strategy, as well as the specific questions you should be asking prospects to determine whether the two of you are indeed a good fit for each other. Listen in for those topics and more on this special solo edition of Grow My Revenue. Listen to this episode and discover: · What exactly F.I.T. is and how it can be used to ensure amazing results. · Why you should be focused on the types of problems you solve and not the products or service you sell. · Why everyone is not a good fit to work with you. · The right way to ask for referrals. · And so much more… Episode Overview In my many years in business, there’s one common mistake I see salespeople repeatedly make that prevents them from achieving the sales success they’re after. And that's this: rather than identifying and articulating the problems they’re good at solving, sales people spend all their time trying to convince prospects that their solutions are the best solutions. That’s a lousy strategy. Effective sales is not about persuasion or coercion, it’s about getting to the truth as quickly as possible. Today, I’ll show you a better approach to selling – the F.I.T. strategy – that “disarms” prospects and leads to better results. You'll learn: · Why ‘persuasion’ sales tactics backfire. · The types of questions you should be asking during sales conversations. · What you’re doing to turn away ideal clients (you may not even realize it!) and what to do instead. · The exact thing to say to referral sources or existing clients when asking for a referral. When you listen in, you'll hear the kinds of questions that disarm prospects who may be thinking you’re just there to sell them something. You'll also hear how the old methods of sales no longer work, and specific steps to take to have more productive, insightful sales conversations on this edition of Grow My Revenue. For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/ian-altman-fit-antidote-pushy-selling/
4/23/201714 minutes, 22 seconds
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087 Bob London | Stupid Marketing: The Biggest Marketing Mistakes Companies Make

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 OK to treat customers like that? And here's one of the biggest challenges: because of marketing automation, people think it’s OK to send out stupid and bad marketing because, since it’s not taking up someone’s time, who cares right? My guest today is Bob London, former corporate marketing exec and founder of Chief Listening Officers, a B2B marketing firm that creates strategies that 'speak to the customer.' He's spent a lot of time wondering how it is that companies become so out of touch with their audiences. In the age of automation, 'stupid marketing' has gotten so out of control, it almost makes him wonder if the companies who produce terrible marketing campaigns ever listen to what their customers have to say. The short answer is 'no.' "You actually have to go and talk to customers" if you want to understand their needs and wants, Bob says. Today we’re going to talk specifically about how stupid marketing makes it hard for salespeople to do their jobs, why it's critical to get out of the office and talk to customers, and our biggest marketing pet peeves to date. "It’s like the Chinese Zodiac," Bob says. "Every year it’s something different." I know you're going to love this discussion, and you're going to learn a ton from Bob London on this edition of Grow My Revenue! Listen to this episode and discover: · What stupid marketing is and how it undermines a company's reputation and sales. · Specific examples of stupid marketing and what makes them stupid. · Why it behooves companies to talk to customers. · What not to do when it comes to email or network marketing. · And so much more… Episode Overview Before starting his own company, Bob London spent a big chunk of his career in corporate marketing. That meant he spent a lot of time in brainstorming sessions, sitting around conference tables with other marketing people just like him. “In marketing and sales, you develop something called a 'buyer persona' – hopefully, in conjunction with actual buyers, hopefully not in brainstorming with people who all look and sound like each other,” Bob says. "And there is zero chance that anyone in that room… can come up with the answer of what the customer really wants and needs unless you go out and talk to them." But so many marketers fail to do that. In fact, they know very little about their buyers because they don't listen to their customers. "There’s this big exposé about Hubspot from a guy who used to work there, and he makes the point that the people who are behind a lot of the emails are only using their own persona, which is: just graduated from college, maybe a journalism degree, probably played on a sports team, very high energy, very positive," Bob explains. "Too many exclamation points. That’s their persona." In this episode, we talk about: · What a 'buyer persona' is. · How to open up a conversation with potential clients so you don't become a victim to stupid marketing paradigms. · How not to make connections on LinkedIn. · The worst email Bob ever received and what he did. · Why companies need to pay more attention to how they market if they want to increase sales. “It’s the company’s responsibility to arm the sales people with stuff that matters to the customer," he says. And to do that, "You actually have to go and talk to customers.” Tune in for all of these nuggets of wisdom, and more, on today's Grow My Revenue with Bob London. For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/bob-london-marketing/
4/17/201728 minutes, 23 seconds
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086 Dave Delaney | How Nice People Network

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. Maybe you just want to develop a professional, online relationship with someone you admire, but you have no idea where to start – or what to even say to that person. My guest today is going to explain how the same principles that apply to face-to-face, offline networking are true for online networking and, if done right, can be the greatest driving force in your business. Networking doesn’t have to feel icky or gross. In fact, it can be fun and profitable if people take the time to invest in nurturing the relationship, instead of simply trying to make a sale. In this episode, I talk to Dave Delaney, the founder of Networking For Nice People, an online community for sales professionals, business leaders, and people looking to build professional relationships that both feel good, and are mutually rewarding. He is the author of New Business Networking: How to Effectively Grow Your Business Using Online and Offline Methods, in which he shares proven strategies and tactics to grow your professional network. Dave shares the biggest mistakes he sees people make when networking, and how to avoid them. Today, we’re going to discuss the pitfalls people encounter when networking; the varying ways people should interact in different networking environments, and tips on how you can make your networking more effective both online and off. “You need to be establishing relationships first,” Dave says. “Let [people] get to know you, and understand who you are and what you’re all about first." I know you're going to love this discussion, and you're going to learn a ton from Dave Delaney on this edition of Grow My Revenue! Listen to this episode and discover: · What “casino-style networking” is and why it’s a big bust. · The winning formula to networking effectively. · The biggest networking mistakes people make on LinkedIn and Twitter. · Tips and tricks to following up online with people you met in real life. · And so much more… Episode Overview Dave Delaney started his business because he was fed up with going to networking events where people just threw business cards at him like a blackjack dealer at a Vegas casino. “There's no connection. It’s horrible and you just feel nasty after it happens,” he says. Dave knew there had to be a better way. So he started a community for like-minded people who wanted to master the art of networking in a way that felt genuine and, well, nice. But more than just feeling good, he wanted to help people make networking work for them, not against them – especially on social media where people have the tendency to think that it's OK to behave differently just because it's a digital medium. “I use the analogy of being at a cocktail party and you go over to a group of people and say, ‘Hey, you wanna buy these?’ Even the worst sales person wouldn’t go over and interrupt people. But that’s what [people] do on Twitter,” Dave says. Rather than interrupting or spamming people, Dave recommends getting to know someone. He created a simple, four-step system to engage with people after you meet them that is more friendly, approachable, and kind. In this episode, we talk about: · What to do when you meet someone at a networking event. · The right way to follow up with that person online and what to say. · The most important thing to do when wanting to connect with someone on LinkedIn or other social media sites. · How I (Ian) respond to spammers. “It’s the people who just solicit, solicit, solicit that don’t get anywhere," Dave says. "It’s about building relationships first and foremost.” Tune in for all of these nuggets of wisdom, and more, on today's Grow My Revenue with Dave Delaney. For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/dave-delaney/
4/10/201727 minutes, 42 seconds
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085 Raman Sehgal | How A B2B Company Quadrupled In Growth By Turning Down 80 Percent Of New Business

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 pipeline might dry up, so you wind up working with clients that drain your energy and resources? My guest today is going to explain why saying ‘yes’ to every client that walks through your door is the wrong approach to building and sustaining a successful business – one that feels invigorating rather than draining. He’s going to share with you his secrets to quadrupling his business in just 18 months while turning down 80 percent of the leads that inquire about his services. On today’s episode, I talk to Raman Sehgal, the founder and CEO of ramarketing, a digital marketing and PR agency, about how he was able to grow his business fourfold by weeding out less-than-ideal prospects. Raman shares his biggest mistakes, the lessons learned from his early days in business, and how you can avoid making the same mistakes. Today we’re going to talk specifically about Raman’s “red flag” system of client selection, and how his company stopped spending time on bad leads. They now focus on taking care of existing clients – which, in turn, has led to more business. Raman believes that if companies learned how to identify and pinpoint the types of clients they don’t want to work with – as opposed to the ones they do – they would see better results in their bottom line. “Restraint gets respect,” Raman says. “When you say no to someone, it makes them want you more. It’s like some kind of cruel dating game.” I know you’re going to love this discussion, and you’re going to learn a ton from Raman Sehgal on this edition of Grow My Revenue! Listen to this episode and discover: · How a small B2B marketing and PR agency quadrupled its revenue in less than two years. · The biggest mistakes companies make when choosing to work with clients and how to avoid them. · Weeding out bad customers: why it’s important and how to do it. · The criteria Raman uses in his “red flag” system to identify worthy prospects. · And so much more… Episode Overview As a longtime professional in the pharmaceutical industry, Raman Sehgal started his business with an eye toward helping pharmaceutical companies with their marketing and PR. What started off as a very clear focus, though, became blurry over time. Like most new business owners, Raman started chasing every new potential client. Afraid he was passing up money and opportunity, he said ‘yes’ to every prospect – even the ones he knew were not a good fit. And that was a costly mistake, he says. “It can have a bad effect on morale and motivation, and it can distract you from other clients and suck all your energy,” Raman says. After losing a client that accounted for roughly 30 percent of his business, Raman started to get serious about prospecting. Rather than do what he’d been doing, he decided to get more discerning. He created a system to weed out less-than-ideal clients using specific demographic (and behavioral) criteria. In this episode, he talks about: · The kinds of clients he refuses to work with today. · How getting clear about who you work with can streamline your marketing efforts. · The kinds of client behaviors that are instant warning signs for Raman and his team. · And the one thing he wishes he would have done more of in his 30s. “You can always make more money, and there’s always other opportunities, but a bad client can absolutely drain your business,” he says. “Honestly, it’s really not worth it.” Tune in for all of these nuggets of wisdom, and more, on today’s Grow My Revenue with Raman Sehgal. For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/raman-sehgal/
4/3/201729 minutes, 25 seconds
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084 Tamsen Webster | The 5-Step Framework That Helps Companies And People Manage Change

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 approach change all wrong. They see change as a barrier that needs to be overcome rather than the by-product of something that’s happened. On today’s episode, I talk to Tamsen Webster – part idea whisperer, part message strategist and part presentation coach – about ways companies (and people) can navigate change and get buy-in for their ideas. She’s also the Executive Producer of TEDxCambridge, the largest and oldest, locally-organized TEDx events in the world. Today we’re going to talk specifically about change, how we can get people to embrace change and how to affect change in our organizations. Whether we’re trying to change the minds of our customers, our sales reps, the people on our teams, or people in our personal lives, we can all benefit from learning how to navigate this inevitable force to achieve the outcomes we desire. If companies want to handle change more effectively, Tamsen says, then they’d do best to change the way they look at change. “We look at change as the thing we’re trying to accomplish when, in fact, change is the result of something,” Tamsen says. “Change isn’t the means. It’s the end." I know you're going to love this discussion, and you're going to learn a ton from Tamsen Webster on this edition of Grow My Revenue! Listen to this episode and discover: · The key ingredient that so many companies overlook when it comes to communicating change. (It’s what Tamsen calls the ‘Trojan Horse’ of change.) · The (wrong) ways companies and managers try to change people’s minds. · How companies can make things make sense internally, so they can make things make sense externally, and therefore make the change happen. · The 5-step framework that companies can use to communicate and effectuate change. · And so much more… Episode Overview As a speaking and presentation coach, Tamsen Webster knows how to capture an audience's attention. More importantly, she knows how to communicate complex (and, at times, controversial) ideas clearly, so they can effectuate change. There’s a big difference, she says, between trying to convince people of something that makes no sense to them, and making your case so compelling that people willingly make the decision to change. “We need things to be meaningful in order to make a different decision from what we’re doing right now, and that’s critically important, because if they don’t make any sense to us, then we’re not going to move off of status quo,” Tamsen says. The meaning we ascribe to things and our decision to embrace change is the ‘red thread’ that ties the two together, Tamsen says. In this episode, she talks about: · How people make sense of things. · Examples of the ways most companies try to persuade people to change. · The five questions she asks all her clients who are trying to effectuate change. · The “Dark Side” of persuasion and selling. “This is not in any way about manipulating people to your point of view. It’s about making your reasoning for something as clear as possible, in language that’s going to be as clear as possible to (your audience) so that the meaning that you have transfers as frictionlessly as possible to them.” Tune in for all of these nuggets of wisdom, and more, on today's Grow My Revenue with Tamsen Webster. For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/tamsen-webster/
3/27/201734 minutes, 28 seconds
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083 | What Top-Performing Salespeople Do That Others Don’t

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 their peers don't. And you wouldn't be entirely wrong in thinking that – high performers do take certain actions that allow them to achieve outstanding success. But where you might get it wrong is in thinking that those behaviors and actions can't be learned or practiced. They can. Today, I'm going to share with you the key concepts and mindset that will help you move the needle in your business to achieve the sales results you're after. We're going to discuss the thinking and attitude that top performers have that allow them to achieve extraordinary success, and that you could adopt, too. Plus, I'll be weighing in on specific strategies that you can use with prospects who shop around for new vendors after having worked with existing vendors for a long time, and what to do in competitive situations like that. Listen in for these topics and more on this special solo edition of Grow My Revenue. Listen to this episode and discover: · The mindset top performers adopt that others don't to help them achieve amazing success. · Why being curious (or skeptical) is the best approach to new sales situations. · The types of questions you should be asking prospects who are looking to switch vendors. · And so much more… Episode Overview I lead workshops all over the country and have trained thousands of CEOs and sales executives on how to achieve better results in business. Recently, I held a workshop where I coached a sales team on sales strategies and tactics. And every time I lead a workshop, I inevitably get the person who says to me something like: "In the market we’re in, the whole industry is declining and it’s shrinking," or: "A lot of customers just see us as a commodity, so they don’t care about this." Basically, it's just a whole series of excuses. And it's a trap many sales people fall into – they believe that the reason they're not seeing result has nothing to do with anything they're doing or any of their behaviors. They believe poor sales performance is a result of external factors. Today, I’ll discuss the mindset and behaviors top performers adopt to achieve top results. You'll learn: · How to uncover the truth behind a prospect’s motivation to switch vendors after having a long-established relationship with an existing vendor. · What the #1 goal of a salesperson should be (it's not what you think). · What top-performing salespeople do that others don’t. When you listen in, you'll hear the types of questions to ask if you want to see better results, and what to ask instead in competitive sales situations. You'll also hear how to "turn the tables" on a prospect when they are looking to switch vendors after working with an existing vendor for a long time – all on this edition of Grow My Revenue. For full show notes and other resources, including information about upcoming full-day group workshops in Dallas (3/31), San Francisco (4/17), and Wilmington (5/9), please visit: http://www.ianaltman.com/podcast/ian-altman-top-performing-salespeople/
3/20/201713 minutes, 26 seconds
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082 Alison Whitmire | How Empathy Is The Key To Successful Communication

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, rather than a bridge, to understanding? Today’s guest is CEO and executive performance coach Alison Whitmire. Alison is the President of Learning in Action Technologies, a company committed to her passion of making the non-conscious conscious. Alison has worked with hundreds of top performing executives to help them be more effective leaders and communicators. The lessons she shares regarding the role of empathy in communication in this episode may inspire you to look more closely at the way you communicate in your business and in your life. “One of the key challenges in any genuine, authentic communication can be a lack of empathy,” Alison says. “Until we have an empathetic point of view for an opposing point of view, we’re missing really valuable information and that’s true almost in every context, particularly in the business context.” Alison and I talk about the difference between an adversarial response and an empathetic one; how to develop the self-awareness needed to respond more empathetically in high-stress situations; and how the current political climate underscores the lack of empathy in most discussions today. Listen in for these topics and more on this edition of Grow My Revenue! Listen to this episode and discover: · Why being empathetic is good for business. · The difference between an adversarial response and an empathetic one. · The misconceptions that exist about showing empathy, particularly if you don’t agree with another’s point of view. · What you can do to be more empathetic. · And so much more… Episode Overview As a performance coach, Alison Whitmire works with CEOs and senior-level executives who often find themselves in high-pressure, high-stress situations that require strong communication skills. If handled correctly, communication under difficult circumstances can lead to breakthroughs and collaborations that can propel a company forward, she says. If handled poorly, communication can create dysfunction and logjams. “Empathy under stress and empathy not under stress are very, very different things,” Alison says. “Most of us are much more empathetic if we’re not in conflict with someone. When we’re in conflict, relationship patterns from the past tend to override what would (otherwise) be a really empathetic response.” Alison lays out the five steps to manage your response in stressful situations so it becomes a win-win for everyone or, as Alison puts it, where “one plus one equal three.” Today you'll learn: · How stress greatly affects someone’s ability to demonstrate empathy. · Why some people may lack empathy. · Five steps to develop more empathetic responses. When you listen in, you'll hear what shapes our ability to be empathetic and why no two people ever respond the same way to any situation. You'll also hear on this edition of Grow My Revenue how an old Saturday Night Live skit resembles how most people communicate today. Tune in for all of that and more on today's Grow My Revenue with Alison Whitmire. For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/alison-whitmire-empathy/
3/12/201733 minutes, 37 seconds
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081 Ann Handley | How to Create Great Marketing Messages that Resonate

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 sales and flailing sales. But great marketing doesn’t happen in a vacuum or the confines of a boardroom. Great marketing is created when organizations takes risks. When they’re creative. When they’re obsessed with their customers. My guest on today’s episode of the Grow My Revenue Business Cast is marketing and branding expert Ann Handley. Ann is the Chief Content Officer for MarketingProfs, an online education resource for modern marketers, and the author of the Wall Street Journal best-seller Everybody Writes. Today, we cover the common mistakes businesses make when coming up with their marketing strategies, why ‘going viral’ is not recommended, and how developing a 'pathological empathy' for your customers is the number one thing that will move the needle in your marketing. I know you're going to love this talk, and you're going to learn a ton on today's edition of Grow My Revenue! Listen to this episode and discover: · The common mistakes companies make when developing marketing content. · Why innovation and creativity are the foundation of great marketing. · Why ‘going viral’ should never be a company’s aim. · How Ann defines great marketing. · Why developing ‘pathological empathy’ for your customer is vital. · What companies can do to create rich, meaningful marketing messages that resonate. · And so much more! Episode Overview As an expert and self-described marketing geek, Ann Handley understands the value of marketing in a way most business leaders don’t. While most follow cookie-cutter approaches to marketing, Ann champions an approach centered on innovation and creativity. “The willingness to take some risks in your marketing I think is also key,” Ann says. “And inherent in that is really knowing who your audience is, know who you’re selling to as opposed to selling to everybody.” That's why she encourages business owners and marketers to be “obsessed with their customers,” or what she calls ‘pathological empathy.’ “It’s next-level empathy,” she says. “All the companies I talk to that are actually using marketing to drive business are obsessed with their customers.” Today you'll learn: · What marketing really is. · How templates and cookie-cutter approaches fail · Why it’s vital to know your audience. · How to create marketing that resonates. · The company that wowed Ann with its genius marketing message. On this edition of Grow My Revenue, you'll hear Ann’s take on how, in many ways, marketing has changed over the years and how, in many ways, it’s remained the same. Also on today's show, Ann shares an embarrassing moment from MarketingProf’s 2016 B2B Marketing Forum in Boston, now in its 11th year. Tune in for all of that and more on today's Grow My Revenue with Ann Handley. For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/ann-handley/
3/5/201731 minutes, 24 seconds
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080 Tom Webster | Business Lessons About Polling Audiences From The Recent Presidential Election

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 essentially amounts to throwing darts at a board, he says. If companies want to create products and services that best meet the needs of their ideal customers, they need to have solid research to support their business objectives – otherwise they might wind up guessing at the wrong outcomes. On today's episode, I talk to 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 decades, Tom has conducted political polling for some of the most contentious elections in U.S. history, as well as market research for some of the top companies across the nation. What he’s learned about the role of research in business decisions may surprise you. “You need the input,” Tom says. “There’s no such thing as a perfect study. There’s no perfect piece of input. But it’s a lot better to fly with instruments you can correct, than to fly with no instruments at all.” Tom and I talk about President Trump’s surprising victory, the need for diverse points of view in boardrooms across corporate America, and what to do to really have your finger on the pulse of your audience. I know you're going to love this discussion, and you're going to learn a ton on this edition of Grow My Revenue! Listen to this episode and discover: · How you can gather and distill insights about your audiences. · The misconceptions people had about the most recent U.S. presidential election. · Why President Donald Trump is what pollsters call a 'black swan'. · How bias plays a role in different types of polling. · How to get the right type of qualitative and quantitative information to · really have a finger on the pulse of your audience. · And so much more! Episode Overview As a polling expert and survey researcher, Tom Webster is the man companies go to when they want a snapshot of what’s happening with their clients today, and the data trends that have happened over time. There’s a big difference, he says, between forecasting outcomes and predicting them. “Once you start getting into the business of, ‘Here’s what’s going to happen in the future,’ you get into a very different business,” Tom says. That's why he’s not a fan of ‘probability calculators’, and why he says business owners and executives should never make decisions in a vacuum. Today you'll learn: · What ‘bias’ is in polling, and why it exists in every survey conducted. · How a ‘social desirability’ bias among voters played a part in Trump’s surprising victory. · Why it’s dangerous to surround yourself only with people who think and act like you. · What the difference between qualitative and quantitative research is and why you need both. · Why companies need solid data to ensure they're meeting the needs of their customers. When you listen, you'll hear how pollsters in the most recent presidential election didn't get it wrong. Rather, it was the interpretation of the data that lead to all the confusion. On this edition of Grow My Revenue, you'll also hear how consumer behavior has radically changed over the years with advances in technology, yet the reasons why customers buy remain the same. Also on today's show, Tom and I talk about how content marketers need to take on the role of trusted advisor, rather than the more traditional salesman. Tune in for all of that and more on today's Grow My Revenue with Tom Webster. For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/tom-webster/
2/27/201734 minutes, 18 seconds
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079 | How Asking the Right Questions Can Shorten the Sales Cycle and Lead to Better Results

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 whether or not to buy your product or service? Do you wish you could crack the code on how a customer thinks so you can shorten the sales cycle and achieve the business results you’re after? In today’s episode I discuss a few of the common misconceptions salespeople have with regard to their prospects’ buying and decision processes – and how to develop the skills necessary to uncover a buyer’s real motivations. Plus, I'll be weighing in on how businesses get it wrong when describing what the customer's buying cycle looks like, and how you should look at it instead. Listen in for those topics and more on this special solo edition of Grow My Revenue. Listen to this episode and discover: · How to glean better insight into the sales process in order to achieve better results. · The types of questions you should be asking during sales conversations. · How to prepare for a sales encounter in order to accelerate the sales cycle and stop wasting time on bad opportunities. · And so much more… Episode Overview I lead workshops all over the world and have trained thousands of CEOs and sales execs on how to achieve better results in business. One of the questions I get asked all the time by salespeople is about how they can encourage and facilitate faster buying decisions from prospective customers. In other words, they want to know how to get to the sale faster. The trouble is, the way businesses think about the sales cycle is all wrong. In fact, in most cases, it’s a complete waste of time. Today, I’ll show you a better approach to the buying process that can actually shorten the sales cycle and lead to better revenues. You'll learn: · How to uncover the truth behind a prospect’s motivation to buy. · The three key questions you should be able to answer in every sales conversation (answering these questions is nearly guaranteed to shorten the sales cycle every time). · Why following a script can undermine a sale. · What top performing salespeople do that others don’t. When you listen in, you'll hear the types of questions not to ask if you want to see better results and what to ask instead. You'll also hear how the old methods of sales no longer work, and the specific steps to follow to have more productive, insightful sales conversations on this edition of Grow My Revenue. For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/ian-altman-asking-right-questions-shorten-sales-cycle/
2/20/201716 minutes, 28 seconds
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078 Ahava Leibtag | How Businesses Create Trust and Authority with Quality Content

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 fact, creating quality content that is both relevant and useful to your audience can be the difference between being seen as a trusted leader in your field and being ignored. Too many organizations make the mistake, however, of not creating a sound content strategy, which inevitably leads them to making costly mistakes that confuse – and lose – potential clients. My guest on today’s episode of the Grow My Revenue Business Cast is content creation expert Ahava Leibtag. Ahava helps businesses develop strong, coherent content strategies that allow businesses to showcase their expertise online and be seen as leaders in their industries. Today, we cover the common mistakes businesses make when developing their content strategies, why it’s important to have a designated person leading the charge, and the number one thing to consider when creating content for your organization. I know you're going to love this talk, and you're going to learn a ton on today's edition of Grow My Revenue! Listen to this episode and discover: · What common mistakes companies make when creating content strategies. · Why having a content strategy – and someone to lead the effort – is so important. · What the number one thing to consider is when creating content. · The five questions companies should answer when creating content strategies. · When and where to draw the line between content creation and self promotion. · How asking (the right) probing questions will help companies understand their customers’ issues better, which leads to better content creation. · And so much more! Episode Overview Before we get into the five questions companies must answer to create effective content strategy plans, Ahava and I uncover the biggest mistakes businesses make regarding content marketing. Although Ahava says she sees a lot of missteps, we talk about three in particular.* After discussing the biggest mistakes in content marketing, we discuss the top five things that companies should ask themselves when creating content strategy. Before diving into strategy, Ahava always asks companies five questions.* “One of the clients we worked with had a 28 percent increase in social media traffic after we answered those questions, and they also had far less confusion among their content teams about how to write content,” Ahava said. Also on today's show, Ahava and I talk about how a company can effectively identify their audience, and the number one question an organization should be asking with regard to content creation. Tune in for all of that and more on today's Grow My Revenue with Ahava Leibtag. *For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/ahava-leibtag/
2/13/201729 minutes, 52 seconds
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077 Neen James | How To Accomplish More In Less Time, With Half The Effort

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 haven’t accomplished what you need to accomplish? Do spend countless hours going through your email and still feel like you’ve barely made a dent in it? If so, you’re probably making the kinds of mistakes productivity expert Neen James says most people make when thinking about time. “We’ve got to look at time differently and think: Is this the best use of my time right now?” she says. In today’s podcast episode, Neen talks about the biggest mistakes people make when thinking about time and productivity, ways they can organize their day so they can get more done with less effort, and why it’s important. As the author of Folding Time: How to Achieve Twice As Much in Half the Time, Neen talks about how the notion of “time management” is no longer useful or effective, and how people should look at time if they want to accomplish more. She speaks with audiences and top executives around the world, sharing field-tested strategies that not only improve leaders’ productivity but increase their influence and effectiveness. “We all get the same 1,440 minutes in a day,” she says. “So when people think they can manage their time, that’s not true. What they can do is manage their attention.” Listen to this episode and discover: · The biggest mistakes people make when thinking about time, and what things to consider instead. · Why making a to-do list is actually a waste of time. · How to make business meetings shorter and more effective. · The single most important question you can ask yourself when tackling a task. · How to create an environment that is conducive to focus and productivity. · The “super-fancy” (Neen’s words) system she uses to make sure she accomplishes what she needs to each day. · And so much more! Episode Overview As an expert on time and productivity, Neen despises the term “time management.” It’s an old paradigm that keep people on a never-ending hamster wheel of to-dos. “The old way of managing time used to work before we had email, before we had the internet, and before we had social media. While it’s important to have a really good relationship with time and to understand how you work best, I think the new conversation is about attention.” Instead of using outdated and ineffective language to describe time – “I’m going to kill time” or “I don’t have time” – people should use more empowering words to describe their behavior around time. “We have to reframe it,” she says. “It’s really easy to say, ‘I don’t have time,’ but that’s not true. You do. A better choice of words is: ‘I didn’t choose to spend time on that.’” Considering time in this way allows people to step off the hamster wheel of needless activities. Because the truth is: people sabotage their productivity when they choose to spend time on small, seemingly important things that produce little to no results – things like unnecessary, in-person team meetings, or email. “What we have to be more disciplined at, as leaders with our time, is understanding what activities are going to give us the highest return on our time invested,” she says. In addition, Neen shared some tips on how people can organize their day to ensure they prioritize what’s important (the “not-negotiables,” as she calls them) and let go of what’s not. Using a “super-fancy” single Post-It note system, Neen shares her secret to getting more done in less time. Listen in for all of that and more on this edition of Grow My Revenue, and then let me know what your key takeaways were. I look forward to seeing how you’ve implemented Neen’s tips and strategies. For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/neen-james/
2/5/201728 minutes
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076 Jack Quarles | Expensive Sentences That Drain Company Resources

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." "You can’t switch horses mid-stream." They sound good on the surface. Some of these witty aphorisms may even hold a kernel of truth. But dig a little deeper, and you begin to discover that these widely-held and unchallenged beliefs can cost companies lots of time, money, and opportunity. My guest on this week’s episode, best-selling author and negotiation expert Jack Quarles, calls these toxic statements ‘Expensive Sentences.’ Left unchecked and unexamined, these simple little proverbs or phrases have the power to drain valuable resources from companies, keeping them from reaching their full growth and potential. Jack co-authored "Same Side Selling: A Radical Approach to Break Through Sales Barriers" with me. In his latest book, "Expensive Sentences: Debunking the Common Myths that Derail Decisions and Sabotage Success," he looks at the destructive nature of commonly held beliefs and statements that have the power to shut down conversations within organizations, and lead to bad decisions and missed opportunities. “These ideas set in pretty deep in an organization,” Jack says. “They become company lore. They become things that people really believe, but they’re often not true.” Listen to this episode and discover: · How one simple statement cost a company millions of dollars in unnecessary expenses. · What are some of the most commonly-used ‘expensive sentences’ to watch out for in a buying-selling environment? · How not to a respond to an ‘expensive sentence’ situation (and what to do instead). · Three ways to tell if you’re in an ‘expensive sentence’ environment. · Three important questions to ask yourself and others that can turn an ‘expensive sentence’ situation around almost immediately (plus a bonus question from Ian). · And so much more! Episode Overview Back when Jack was the Director of Procurement for a multi-national company, he discovered that a million dollar buying decision was being made on a faulty assumption that was never questioned or challenged. “We’d spent probably millions of dollars more than we should have over of several years, and what was the reason? The reason was this distorted idea that had taken root,” he said. In other words, an expensive sentence had reared its ugly head. That discovery led Jack on a quest to find out why these assumptions were being made and, more importantly, what could be done to change them. He wanted to help buyers shift their perspectives to allow for more healthy, robust competition. “The tricky thing about these ‘expensive sentences’ is that there’s almost always some kernel of truth in them,” Jacks says. Sellers will know if they are in an ‘expensive sentence’ scenario if they have one (or all) of these three elements present: · Stuck · Scarcity · Special “Whenever you encounter a situation where you feel like you’re stuck, or you feel like the resources are scarce, or you feel like somebody’s special (where we’re dependent upon someone or they’re irreplaceable) those are warning signs,” Jack says. For more in-depth explanations of Jack’s three-step formula – Engage, Examine, Enlighten – for turning an expensive sentence scenario from a negative to a positive, make sure to listen to this episode. Jack and I also talk about the shift that’s happening in the procurement world toward better overall value (and away from cheapest prices), and the biggest fear a procurement agent faces (it’s not what you think!). Tune in for all of that and more on today’s Grow My Revenue with Jack Quarles. For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/jack-quarles-expensive-sentences/
1/30/201730 minutes, 31 seconds
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075 | How to Properly Use Sales Scripts and Active Listening

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 edition of Grow My Revenue. Listen to this episode and discover: · Should you use a script in sales calls? · What active listening really means, and how to apply it to your sales team. · How do you learn the most about your potential client? · When are questions powerful, and when are they not? · And so much more… Episode Overview Have you ever received a phone call from someone selling something, and you could tell they were reading from a script? That is the number one reason I dislike the use of scripts. Although I'm a proponent of having a process, I discourage anyone from reading scripts verbatim. Instead, I suggest a particular formula and sequence you can follow to uncover the real information when dealing with a potential client. In fact, you can use a script, but be sure you understand why you are asking each question in that script. Here's what I suggest you do if you want to successfully utilize scripts: Before you write out the script, lay out exactly what you are hoping to learn with each question. So, if you are asking the client how long their problem has been going on, it's because you want to know if this has been an ongoing issue, a long-term problem, or none of the above. And if you ask what else they have tried, you are doing so because you want to know what alternatives they have pursued, and if this is important enough that they've invested in solutions in the past. When you ask what happens if they don't solve this problem, you are finding out if the problem is important enough to the person to warrant their investment. Then you'll know if you are dealing with the right person, and/or if the problem is something they are willing to spend money to fix. Now that you know your goal for these questions, you can outline the potential responses and the likely conclusions that you can draw based on their responses. Once you draw out those conclusions, you can then move on to the next step, which is creating a decision tree for these conversations. I explain exactly how to do so on today's show. Also on today's show, I cover the topic of social media and two points worth considering when you are interacting with others in that space. The first is: where has our civility gone? After the US presidential elections, I have been seeing a lot of people respond and make comments to their social media "friends" in caustic and nasty tones. They aren't having debates or discussions, but have resorted to name calling. And it is not from just one political party; it's both sides. Rather than indiscriminate name calling and venting our frustrations at others who disagree with us, it's our duty to respect other opinions. And if we want to be understood, we must take the time to understand them. The second point I discuss is to consider who your friends are online. It's easy for us to forget who we have invited as friends and who we have accepted on any of our social media platforms. A simple solution is to respond as if you were at a cocktail party with friends. Would you be rude and offensive there? If not, then don't be rude and offensive on social media. You'll also hear how to avoid alienating potential clients with social media, and what active listening really means on this edition of Grow My Revenue. For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/ian-altman-sales-scripts-active-listening/
1/23/201715 minutes, 39 seconds
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074 Marcus Sheridan | 5 Ways to Build Trust with Content Marketing

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 visitor to the show, Marcus Sheridan. Marcus is a best-selling author of several books, and is also the quintessential case study in successful content marketing. I'm bringing him back because he is the de facto expert on this topic. Today we cover the five ways to build trust with content marketing, the biggest mistakes most companies make regarding content marketing, and his latest book, "They Ask You Answer." I know you're going to love this talk, and you're going to learn a ton on today's edition of Grow My Revenue! Listen to this episode and discover: · Who has to be involved in your content marketing if you are to be ultra-successful? · Why doing content marketing right means starting at the bottom of the sales funnel, not the top. · What you can learn from CarMax. · How to become a purple cow in your field, and why that's a good thing. · What is the concept of the anti-persona? · And so much more! Episode Overview Before we get into the five ways to build trust with your clients through content marketing, Marcus and I uncover the biggest mistakes businesses make regarding content marketing. Although Marcus says there are lot of missteps he sees, we talk about three in particular.* Marcus gives an example from when he used to run a pool company, a company he is still a silent partner in today. He saw a lot of pool companies put out fluff pieces like 5 Fun Games to Play in Your Swimming Pool. The reason pieces like this don't work is because you don't know if the reader actually wants to buy a pool! They could be throwing a kid party at another pool somewhere and may not even be in the market to buy a pool. But if you focus on swimming pool buyer-based questions, like "How much does a fiberglass pool cost?" and write a piece on that, you will get readers who are in the market to spend money on a pool. After discussing the biggest mistakes in content marketing, we discuss into the top five things that move the needle and build trust with content marketing. These are all covered in Marcus' book "They Ask You Answer," and we briefly cover them on this episode.* Also on today's show, Marcus and I talk about how to frame negatives in such a way that you can address them while keeping everyone in your company okay with that, specifics about what his latest book They Talk You Answer has to say about removing "elephants" in the room, and a simple strategy and activity that can revolutionize your relationship with customers. Tune in for all of that and more on today's Grow My Revenue with Marcus Sheridan. *For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/marcus-sheridan/
1/16/201732 minutes, 56 seconds
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073 Bob Burg | How To Be a Go-Giver

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 financial rewards as a result? Our guest for today's episode, Bob Burg, defines it as the latter. Bob is the co-author of the best-selling book, The Go-Giver, a book that has sold over half a million copies around the globe. Bob is also an international speaker and the man behind The Go-Giver Sales Academy, a two-day event that helps entrepreneurs and business owners accelerate their growth. It's an absolute honor to have Bob on the show; listen in as we discuss the principle of The Go-Giver, its five laws, plus much more! Listen to this episode and discover: · What does it actually mean to "go-give"? · What is the only reason people buy from you? · Bob explains the difference between price and value. · In a free market exchange, what are the two profits? · What is a "phonus balonus" and how do you avoid being one? · And so much more! Episode Overview On this episode of Grow My Revenue, Bob and I cover a lot of ground, including people's biggest misunderstandings about the concept of being a go-giver, what holds most people back in sales conversations, and the five laws in The Go-Giver. Bob says the biggest misconception people have about being a go-giver is that it means you don't care about profits. That idea is patently untrue; being a go-giver simply means shifting your focus to one of giving to others first and providing consistent value to them. By doing so, you will increase your profits and revenue, because at its core, selling is about focusing on what the other person wants, needs and desires. And when you do that in a genuine way, people want to buy from you, and they want to refer business to you. According to Bob, this is the single greatest skill you can have: a highly developed and authentic interest in the other person. When you have that, the rest – including profits – will follow. To explain the principles of the go-giver on a deeper level, Bob shares a brief summary of each of the five laws covered in the book. Also on today's edition of the show, Bob and I discuss the skills that hold most people back during sales conversations, what to do if you discover that you and your client aren't a good fit, and his Go-Giver Sales Academy. Tune in for all of that and more on this episode of Grow My Revenue with Bob Burg! For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/bob-burg/
1/9/201732 minutes, 41 seconds
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072 Jill Rowley | The Keys to Social Selling

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, digital transformation expert and startup advisor who began her career as one of the first sales people with Salesforce. On this episode, Jill explains what social selling is, what the keys to social selling are, and a few things you should be doing to embrace the current digital age. We also discuss what not to do with social selling, and the misapplication of marketing automation today. You won't want to miss this episode with Jill Rowley! Listen to this episode and discover: · What is social selling? · Why your network isn't a group of potential buyers, and what a network actually is. · What was the original intent of marketing automation? · Why more is not "more better," and what that means. · How to become visible and valuable through content. · And so much more! Episode Overview Jill became a student of marketing starting back in 2002, because her buyers were marketers. She learned what was driving modernization and transformation at the time, how it was becoming more about data, automation, technology and personalization through multiple channels and through social media. Through that lens she saw these buyer changes sooner than most sales people, and why those changes would become so important to sales as a whole. Today she explains that social selling is about researching your buyers, and then becoming relevant to them and building really meaningful, deep relationships with them. These factors will ultimately drive revenue. To succeed you need to know your buyer, be where they are, and be visible and valuable to them. Buyers are increasingly spending more time on social platforms, so social selling is about finding and creating your digital presence, showing the world that you are someone who has business acumen and has solved problems for your customers – problems that your potential clients are dealing with. Jill explains you must develop your online network through LinkedIn, because if your network is your net worth and someone can't see that network on LinkedIn, then your network doesn't exist. It's also about becoming visible and valuable through content that is interesting and relevant to your customer, not you! Chances are good that your buyers are putting massive content out there through podcasts, YouTube videos, tweets, and sharing content on LinkedIn. Since they are out there on the digital web, you need to learn to be, too. When I asked Jill to share the biggest mistakes or misconceptions that she sees organizations have about social selling, she gave me three: 1. Companies are not addressing social selling at the organization level. 2. If a company is addressing social selling, they are doing so by buying LinkedIn Sales Navigator and calling it social selling. 3. Companies are saying more is "more better": do more mass emails, send more useless and impersonal invitations to connect on LinkedIn, share more impersonal content to the masses. It's a lot of irrelevant "more." Since Jill is a primary reason we have marketing automation today, I asked her to give the original intent behind it. She says originally marketing automation's intent was to be able to convert an inquiry into a customer more efficiently and faster. On this episode, Jill explains why those early days of marketing automation have now gone awry, and why it's more like a spam cannon today than a tool to turn an inquiry into a customer. She also gives a few things you should do right now to embrace today's digital age. Listen in for all of that and more from the energetic social selling guru Jill Rowley on today's edition of Grow My Revenue! For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/jill-rowley/
12/18/201634 minutes, 29 seconds
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071 Ryan Levesque | Asking The Right Questions

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 get the most impactful answers. Today Ryan Levesque, creator of the Ask Method and national best-selling author of Ask, joins us to talk about why you shouldn't assume you know what your clients want, and how to formulate the questions to find out what they need so you can best serve them. He also explains why segmented opportunities will produce better results for your marketing efforts on this edition of Grow My Revenue. Listen to this episode and discover: · What is the key to unlocking the full potential of your business? · What is the second biggest mistake people make when trying to find out what their customers want? · Where should you start when sending out a survey? · What does SMIQ stand for? · What are micro-commitments and how do you use them effectively? · And so much more! Episode Overview Ryan Levesque is a software entrepreneur and the creator of the Ask Method. His book Ask, which was written based on his method, was named the #1 marketing book of 2015 by Inc. magazine, and Entrepreneur magazine listed it as the #2 must-read for budding entrepreneurs. And those accolades are well-founded: he has used the Ask Method to help build multi-million dollar businesses in 23 different industries and generated over $100 million in sales in the process. When he joined me on the show, I asked him to talk about the biggest mistakes people make when it comes to surveys, and his response was simple: people assume and assume they know. He says whenever he brings up the idea of surveying customers to get to know them better and find out what they want, what they need, and what they'll buy, his suggestion is met with resistance by the business owner. Business owners inevitably tell him they know what their clients want. But the key to unlocking the potential in any business is to have a beginner's mind. Approach your business as though you know nothing about your customers. Pretend you are a scientist about to start an experiment, and go in with no bias or preconceived ideas. As you experiment, you let the data, the feedback, and your market tell you the truth. Once you do that and you are open to getting the data and the feedback, you must know the right types of questions to ask. This is the second place where people fall down, they ask the wrong questions. They send out surveys to their customers asking them what they want and what they need help with. Ryan says this doesn't work because people don't always know what they want. But people do know what they don't want; that is a question they can accurately answer. You can get those answers by using something Ryan calls the Single Most Important Question method (or SMIQ). You use SMIQ by thinking about how to frame your questions. You can say something like: "When it comes to X, what is the biggest challenge, frustration, obstacle, or hurdle you run into?" In this example, "X" stands for the thing you intend to help people with. Ask your clients to be as detailed as possible in their responses. On this episode, Ryan also explains the myth of the FAQ by sharing a story of his experience in the orchid care market. His company successfully entered the orchid care market using the Ask Method. He had no knowledge and no experience in that market, other than the fact that he and his wife bought a bunch of orchids and killed them! So they went into the market and asked questions like: "When it comes to caring for your orchid, what is the single biggest challenge/frustration/question you are running into right now?" Hear more about that lesson, and other gems from Ryan on this episode of Grow My Revenue! For full show notes, please visit: http://www.ianaltman.com/podcast/ryan-levesque/
12/12/201634 minutes, 5 seconds
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070 | Top 2017 Business Trends with Ian Altman

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. Specifically, I'll be talking about the different roles in sales today and which role you should be focused on, how the sales process has changed for the buyer and how you can be a key component in that process, as well as crowdfunding to test your ideas, and why you must start segmenting your marketing lists. Listen to this episode and discover: · What are the three sales roles, and which should you be evolving into? · What is the single best sales tool you can have? · How to use crowdfunding to validate your ideas. · Why and how monthly recurring revenue changes the value of your business. · And so much more… Episode Overview Of the top trends I see coming in 2017, I chose a few to discuss here that are going to have the most impact on your bottom line. The first concept is the three roles in sales: the order taker, the salesperson, and the subject matter expert. The order taker is exactly what it sounds like: someone in this role simply takes orders and fulfills their customers' requests. Today I explain that this role is being replaced because of the convenience and quickness of online ordering sites like Amazon. If it's easier and it's faster to buy from Amazon, the client will go that route versus going to the order taker. Next up is the salesperson: this is someone who believes their job is to sell what their company offers to anyone who will buy it. And finally, there is the subject matter expert. In this role is the person who has enough expertise that the customer would be willing to pay to meet that person, if that's what it took to have a conversation with him or her. As you might guess, the customer will always want to deal with subject matter expert. That means you must offer this to them; if your competitors do and you don't, you will miss out. As you begin to evolve your sales roles, you should understand that subject matter experts have high credibility and high integrity, but they will not have skills with follow-through and the sales process. This is where you must pivot: have your subject matter experts supported by sales process and systems experts who will guide them through the sales steps. Going hand in hand with the subject matter expert trend is knowing and utilizing the buyers' new sales process. The sales cycle for the buyer is different than it is for the seller, and as the seller, you must know and understand this. To compare, here's how it works on the sales side: first there is the inquiry/initial contact, then a meeting occurs. During the meeting, the sales side determines if there is a good fit. If there is a good fit, a proposal is given to the potential client. From there, a negotiation may occur before an agreement is made and the work is begun. For your customer the sales process works differently; in between every step and interaction with your sales team, they are doing research on their own. They may have a meeting with you in person, but they may have been searching and gathering information about you for weeks or months before they reached out to you and met with you. After you meet, they may do additional searches and have questions about what the risks are if they implement what you offer, or they may research what the risks of purchasing from you are, and what kind of customer service you provide. I touch on several other business trends for 2017 today, including the use of crowdfunding and why it's better than focus groups when validating new business ideas, as well as why and how to segment your audience. I also cover why monthly recurring revenue is so much more beneficial to your bottom line, versus single-shot projects. Listen in for all of that and more on this episode of Grow My Revenue! For full show notes, please visit: http://www.ianaltman.com/podcast/2017-business-trends/
12/5/201616 minutes, 34 seconds
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069 John Jantsch | Utilizing SEO For Business Growth

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 either way you'll learn a lot from today's show! On this episode, the one and only John Jantsch joins us to talk about why SEO is for growth and why it's not about likes, clicks, or shares any longer. We also explore his latest book, SEO for Growth, and how we can use SEO to become a part of our customers' journey as a trusted advisor before they're even looking for a solution. John is back for a second terrific interview, and you will definitely learn a lot about how useful SEO is for growing your business today on Grow My Revenue! Listen to this episode and discover: · Why he chose SEO for Growth as the title of his latest book. · What was Google's goal from day one of its existence? · How SEO has evolved beyond just clicks, shares, and likes. · Do links still matter to search engine rankings? · Why we put so much trust in Google's first page results. · And so much more! Episode Overview If for some reason you don't know John Jantsch, he's the best-selling author of multiple books including Duct Tape Marketing and Duct Tape Selling. His latest book, SEO for Growth, explains how to apply search engine optimization to your business for growth, and it is a must-read! The first topic we dive into is the misconceptions about and mistakes made around SEO. John explains that it's not about links, likes, or clicks anymore, but that's what most people think of when they think of SEO. Today, SEO is about growth: you should be building your company's web site with it in mind, along with your editorial calendars and all the other pieces of your marketing plan. It is that important to your overall business. The strategy to utilizing SEO has changed over the years. Initially, if you wanted to sell something, like alloy wheels, you could stuff a bunch of words on your web site about wheels, and you'd probably get to the top of the rankings. Google has weeded out all of that now. Today they know what your web pages are about, whether or not links are coming from relevant places, and they can figure out if a site is more authoritative than another site. Google has always been about getting the best results for the search terms used, and as a result, SEO today is really about optimizing content that is focused on a specific ideal client. With that in mind, John explains what to do if you want to properly utilize SEO for growth. For starters, you have to now design your web site with SEO in mind. That comes from having a strategic approach and asking questions like: What is the home page going to be about? What are the main navigation pages going to be about? You also need to know certain information to find and attract the ideal client to your web site. You need to know what the terms are that they use in their searches, and which terms they use most frequently. What questions are they asking before they have any idea what solutions are available? And what are the pain points they are going to the internet with? Also on this episode of Grow My Revenue, John explains why most people actually don't care how their problems get solved, only that they get solved! Additionally, he shares how to become a part of their journey as they are wrestling with a problem (before even seeking a solution), and why this is such a strong approach to gaining a client. Listen in for all of that and more on this edition of Grow My Revenue, and then let me know what you're doing differently with your web site after you read his book SEO for Growth. I look forward to seeing how you've implemented John's ideas. For full show notes, please visit: http://www.ianaltman.com/podcast/john-jantsch-seo/
11/27/201625 minutes, 21 seconds
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068 Gini Dietrich | The Truth About PR

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? Neither of these are what PR and integrated communications are about at their core. Today our guest is Gini Dietrich, the author of international best-seller Spin Sucks, and the founder and CEO of Arment Dietrich, an integrated communications firm. She's also head of Spin Sucks Pro, and hosts the show Inside PR. I brought her on because she is a bona fide expert on all things marketing communications; she knows more about it then most people on the planet! Today she's giving us the truth about PR, communications and what both will and won't do for a business. Listen in to hear all of that and more on this edition of Grow My Revenue. Listen to this episode and discover: · Why do most people think PR is about lying? · When should you include PR in your marketing? · What are the four components of an integrated communications model? · What's the best way to show how great you are? · What role does storytelling play a role in integrated communications? · And so much more! Episode Overview Gini is a wealth of communications information, and today she explains the biggest mistakes people make regarding PR and communication, when you should or shouldn't start a PR strategy, why integrated communications is different than communications, and the steps you should take to properly implement this type of integrated communications in your business. She said one of the biggest misconceptions about PR and communications that people hold to today is that PR people lie for a living! It's a myth perpetuated by stereotypes we all see in the media, from Samantha Jones on Sex and The City to movies about "spin doctors" in politics. And one of the biggest mistakes she sees is that people believe – and they must be learning this somewhere – is that PR solves all their problems. For some reason many business owners believe that if they could just be featured on the cover of The New York Times, all their problems would be solved! They think a feature like that will help them sell out of their products, and their businesses will flourish. When I asked her what makes communications integrated versus simply communications, she explained the four components of an integrated model. There is paid media (which is email marketing, social media advertising) and earned media (an example is being quoted in articles). The last two pieces are shared media (social media shares) and owned media. Owned media is the center of everything because without that, you don't have anything to email people or for people to share. When working with a communications firm, you want them to include all four components, and they must also have a way to measure sales as a result of those four components. Measurement is key, and must answer questions such as: is this driving qualified leads to your site? And: what are they doing once they get there? Before beginning to work with a firm like Gini's, there are certain indicators that show you have a need for an integrated communications strategy. With all of these you must be innovative, interesting, and offer a unique perspective; otherwise nobody cares, Gini says! Nobody wants to hear you talk about how great you are – but they will listen to your employees or customers share stories about how great you were for them. For full show notes, please visit: http://www.ianaltman.com/podcast/gini-dietrich/ On this episode of Grow My Revenue, you'll also hear Gini share the one piece of advice she'd give everyone, and why she gave up on becoming a prima ballerina. Tune in and get ready to enjoy this edition of Grow My Revenue with Gini Dietrich and I!
11/20/201632 minutes, 3 seconds
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067 | How Not to Ruin Your Marketing Message

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 marketers prefer to expound on what's so great about their company, and why people should use their product or service. Doing so is one of the ways marketers have ruined communication today. On this episode, I'll be sharing some real-life examples of bad marketing, and why you must know what your customer is thinking about before you begin the marketing conversation. I'll also explain how to get the answers you need by asking the right questions. Today's edition of Grow My Revenue is entertaining and informative! Listen to this episode and discover: · What are brain pickers, and why are they on the rise? · Why trying to appeal to everyone makes you appeal to no one. · What is breakage, and what does it have to do with marketing? · What is one of the things people most misuse in marketing automation? · What you must do to be on people's minds. · And so much more… Episode Overview I kick off the show by reading an email I recently received, and explaining why it doesn't work as a marketing tool (which will be apparent when you hear it!). I wanted to give you a real-life example because they are so prevalent today; I keep a file specifically for bad marketing and I add to it daily! I also discuss why honesty really is the best policy when talking with your clients, rather than the "guarantees" so many companies make today. True marketing experts will tell you the truth about what they offer. The example I use on this episode is the promise of a viral video from a company. A good marketer will be straight with you, and will tell you certain things must happen for a video to have a chance of going viral. They'll tell you that you must tap into the right angst or need in the market, and the video must be executed in a way that is fun and entertaining – then it might go viral. They'll be sure you understand it takes a combination of things for the possibility of a viral video; there are no guarantees. To avoid falling into the bad marketing trap, we have to remember how we ourselves behave as consumers. When we hear something that sounds too good to be true, we assume that it is. Why would we try to make the same "too good to be true" promises to others in our own marketing pitches? It works in our favor to tell the truth, and to share the results we've gotten for our clients, but also explain that we cannot guarantee that same outcome. Saying so builds trust. Another key way to build trust is to find out what our people consider valuable: asking the right questions. There are three types of questions to ask: worldview, industry view, and how relevant you are to your customer's business. Understanding what your customer's world looks like means asking questions, such as: "At your next board meeting, what are the three things you have to update them on? What are the three big initiatives that are going on, and what are you going to tell them? What would you be fired for not doing at your job? Second, to understand their industry view, ask them to give an example of the worst experience they've had with a vendor in your space, even if it is with you. Ask them what they think of your industry and be willing to hear the answer because they will give you one! Third, you can find out how relevant you are by asking them to share what would happen if you would go out of business, how would they be impacted? Would they even notice? You can also ask for them to share their perspective on your sweet spot and what you do better than anyone else. And find out what would make them a customer for life by asking them that exact question. On today's show, you'll hear all of that and more. It's a fun and information-packed show designed to help you grow your revenue and your business right away.
11/14/201630 minutes, 44 seconds
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066 Shama Hyder | Momentum in the Digital Marketing Age

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 show your full attention. On this episode, Shama Hyder joins us to talk about the current and ever-changing landscape of digital marketing. She is the founder and CEO of the award-winning agency The Marketing Zen Group and has been named one of the "Top 30 Under 30" entrepreneurs by Inc. Magazine in 2014, and was one of Forbes' "Top 30 Under 30" the following year. She is also the best-selling author of several books including her latest, Momentum: How to Propel Your Marketing and Transform Your Brand in The Digital Age. She is a wealth of social media and digital marketing information, and she shares it generously today! Listen to this episode and discover: · Do you need to be on every social media platform? · How do your goals influence your digital marketing? · The story behind her book Momentum, and why she waited to write it. · Why you should not have sacred cows. · What is the primary reason people use social media? · And so much more! Episode Overview One of the first questions I asked Shama was: how frequently should we be posting on social media? She said it depends on your goals and your channels. You must know what you hope to accomplish with your digital marketing and you must also know your audience. But the bottom line is that consistent, quality content is vital. You also need to know what your audience expects from you as a brand, and where they hang out. You need to be where they are, and you need to be communicating with them through those channels. On this episode, Shama also gives us three of the key principles she teaches in her latest book, Momentum: agility through analytics, customer focus and integration. When it comes to agility through analytics, her advice is simple: don't have sacred cows. Don't have things you are tied to unless you have data to back up that tie. She recommends you not be subjective, but instead look at the data available to you, and make decisions based on that. You'll make smarter decisions if you do so. Which leads into the second topic of customer focus: customer focus today is not about the customer always being right or putting the customer first. Instead, it is about how you build your brand. And rather than the old way of branding by defining what the company stands for and what the brand values are, today it is about what you provide for your customers. Branding today means knowing the answer to a questions like: what does doing business with us allow our customers to say about their personal brand? When you understand what problems you solve for your customers, rather than what services you offer, then you have defined your personal brand in today's market. The third key Shama gives us today is integration: the combination of digital and physical. When customers engage with a brand they don't separate the digital from physical interactions, but companies still do. Companies will create a separate physical engagement approach, versus a digital approach. She says when customers engage with companies they want a seamless experience, regardless of whether it happens digitally or physically. That is why integration is key. Integration needs to combine the physical and digital more seamlessly, and create the same messaging and the same experience across both planes, while focusing more on the customer's journey. On this episode, Shama also shares the biggest mistakes she sees people making in the digital world today, and the greatest lesson she's learned that can help you. Get ready for all of this, and so much more, on this edition of Grow My Revenue! For full show notes, visit: http://www.ianaltman.com/podcast/shama-hyder/
11/6/201630 minutes, 33 seconds
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065 Bob London | Why Most Marketing Fails

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 writing or speaking to us is focused on what they want to give us and what they have to offer, an approach that doesn't work. On today's show, Bob London joins us to explain why so much of marketing still uses this approach even though it fails, a few great examples from his life and how to show your customers that you really are different. Listen in to hear Bob's humorous insights that will shift your marketing perspective immediately, for the better. Listen to this episode and discover: · What technique helped Bob double his business without putting in more effort? · Why being on Inc. 500's Top 5,000 list is a double-edged sword. · Is the term "full service" useful or simply an empty, meaningless phrase? · Why does Jeff Bezos have an empty chair in every meeting? · Email automation gone terribly wrong: an example from Bob's life. · And so much more! Episode Overview If you've listened to the show before you've heard me mention the concept of "the elevator rant", and today's guest is the inventor of that phrase. His name is Bob London and he is the Founder and President of London, Ink, a firm that helps businesses understand and speak to their customers' greatest needs and wants. He has an incredible track record doing so, and he shares his wisdom today. Because he's a man with his finger on the pulse of the marketing world, I asked him for a few specific examples he has seen recently. He gave me several great illustrations, including one that highlights a highly common marketing mistake and one that shows how marketing can have an incredible impact when done right. We'll start with the marketing mistake. Recently one of his clients, a law firm, took out a $25,000 newspaper ad. The ad's headline read: A better law firm experience in D.C. The remainder of the ad was generic copy about what makes them different from other law firms. The copy focused solely on the firm itself, rather than the benefits of working with them. They missed the opportunity to actually show what makes them a better law firm experience. Bob had suggestions for them that you can apply to your business. He says if you really want to show your customers how you are different, start by marketing to them in their own words and solving their problems (the concept of "the elevator rant"). For example, this law firm could have said things like: our partners do 75% of the actual work, not everything is farmed out to a junior associate. We don't have new business quotas at our law firm. Our client-facing team averages 95% more experience than other law firms. Several of our partners actually have real-world experience working in X industries (fill in the blank). We don't bill you for every phone call. Those are actual pain points Bob discovered in his research. Those phrases are real words used by C level executives about their experiences working with law firms and are prime examples of how to market to someone effectively. *** Bob has several other great examples on the show today, including an email drip list he is on that will show you exactly what type of content marketing does NOT work! It's a funny story that will both entertain and illuminate, listen in for all of that and more on this edition of Grow My Revenue. For full show notes, visit: http://www.ianaltman.com/podcast/bob-london/
10/31/201633 minutes, 12 seconds
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064 Andrea Waltz | Go For No

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 the best-selling co-author of Go For No and she's a notable international speaker on the subject. Today we'll talk about why no is not a bad word, the biggest misconceptions she sees among sales people and how to strike a balance between going for no and being pushy. We will also dive into quantity versus quality, and how you must marry both to be effective in your sales conversations, and we wrap up with one suggestion she has for you to implement the go for no strategy right now. Andrea is a treasure trove of information, and she's also a lot of fun! Listen in for yourself on this edition of Grow My Revenue. Listen to this episode and discover: · How to get permission to follow up after a no. · What is one of the hottest topics in selling, according to Andrea? · How to marry quantity and quality when making sales presentations. · Is it good to get a quick no? · Why setting "no goals" helps people get into action. · And so much more! Episode Overview Andrea Waltz is known around the world as an expert on the topic of no. She's trained and spoken with audiences in every corner of the globe on how to go for no, and why it's important to having successful sales conversations. But something not everyone knows about her is that she holds a degree in Criminal Justice. She wanted to be a crime scene investigator, way before CSI, NCIS, or any of those other crime scene shows became popular! We joke about that before diving into the biggest misconceptions she sees people have in the sales world today. She sees a lot of anxiety about picking up the phone, making calls, etc. But that's something she primarily sees with entrepreneurs, that fear of the sales call. With sales people, the biggest issue she sees is making assumptions about outcomes, and about the actions they are taking. Part of the go for no message is taking risks and not making classic assumptions like, "We're not big enough for that client so I won't even contact them." Or, "We haven't done enough to work with a client like them." Andrea encourages you to follow the go for no philosophy by getting clear on the clients you could go after versus the clients you think you deserve to be going after. She also encourages you to not just call the low-hanging fruit that will definitely say yes. Stop playing it safe and go for the big client. Wherever you are in the corporate sales ladder, don't let that stop you from calling on a CEO or the head of sales at your potential client – go for the big no. And you can do so easier with this two-prong approach. First, reframe how you perceive failure and success in your sales conversations. If you are seeing the word no as a failure, change that perspective and begin to see it as a jumping off point. Andrea explains how to do so during our conversation. Second, create a no awareness. If you are not hearing no ever, then you are just taking orders and getting the low-hanging fruit. You can be more than that! Going for no is about going out and trying to hear a no. Make it a goal for yourself, whether it is one a day or 10 a week, and then see what happens as you go after that goal. And when you are going for the no, she has advice on how to do so without being a pushy sales person. Listen in to today's show to hear what it is along with her strategy to combine quality and quantity in your sales conversations. You won't want to miss a bit of this episode, tune in now to catch it all!
10/24/201630 minutes, 5 seconds
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063 | How to Discuss Discount Requests, and Other Pricing Strategies

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 very topic. During my recent keynotes and workshop presentations, the audiences asked various questions about pricing pressure and discounts. Specifically, they wanted to know when it was okay to give a discount and how to respond appropriately when someone was asking for one. Today we'll be covering all of that plus how to carve out a niche and make yourself stand out as a service rather than a commodity. Listen in for some educational and applicable advice you can start using in your business right now! Listen to this episode and discover: · How to stop being an order taker, and start to be a salesperson. · What can you do when someone applies pricing pressure? · How do you measure impact for your clients? · The question to ask when someone says your pricing is too high. · Why education is key to setting your fees. · And so much more… Episode Overview Recently I was speaking in Newcastle, England when an audience member asked about giving a 2.5% discount to a current client. They wanted to know if I thought it was better to do the deal at 97.5%, rather than have no deal at all. Naturally, I told them it was better to get the 97.5% deal than no deal at all, but I also pointed out that they were assuming the client wouldn't buy from them without that discount, and that assumption simply is not the truth. I followed up by asking what their business margin is. They told me it runs at 15% net, which means for every $1,000 they bring in, they typically net about $150. Then I asked them how much of that 2.5% discount would be from their profits. The answer is ALL of it! I pointed out to them that when they discount their cost they aren't discounting their top line, their costs stay the same. And the same is true for you. During today's episode of Grow My Revenue, I continue by explaining how to have a discussion with your client (or potential client) when they are asking for a discount and/or applying pricing pressure. I also explain the importance of educating the marketplace on your value as more than just a commodity, a tactic that helps support you in receiving your set fees. You can educate the market and your clients/potential clients much the way the beef industry has educated consumers. If you are looking to buy beef, the cattle and beef market has helped us understand some cuts are more desirable than others. As a result, we are now accustomed to paying more for the desirable cuts; we understand those cuts are worth more and so we must pay more for them. Recently, my wife convinced our family we were going to buy all grass-fed, dry-aged beef. Now we've grown accustomed to paying more for it. Why? Because she educated us, and the people who feed their cattle only grass have educated her (their consumer). Those cattle farmers have done research on why it's important to do so and they have shared that with their customers. So they have informed their customers on why the higher cost is worth it regarding grass-fed beef. Those ranchers have created a lot of content that have made us willing to pay more for grass-fed beef. But at the end of the day, it's still beef! Consider the lesson here: what is your grass-fed equivalent in your space? How you can educate your consumers about why it's worth it to pay more for that grass-fed equivalent? Doing so is how you carve out a niche, and start selling based on value rather than price. On today's show I'll also explain how to have that conversation, what to say when someone says your price is too high, and much more! It's all here on this episode of Grow My Revenue.
10/16/201613 minutes, 45 seconds
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062 Ryan Rhoten | Own Your Personal Brand

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 brand master. He works with business professionals on creating their personal brand strategies and then elevating them. On today's show, he joins us to explain his four-step process to personal branding, why it's relevant to everyone (even if you work for someone else), and the biggest mistakes he sees people making regarding personal branding. Ryan brings the goods on these topics and more on this instructive and highly relevant episode of Grow My Revenue. Listen to this episode and discover: · Why does your personal brand matter, even if you work for someone else? · What is the single biggest mistake people make when establishing a personal brand? · Can we control our personal brand? · Why people may not like your personal brand, and why that's okay. · What is the right way to utilize social media to grow your personal brand? · And so much more! Episode Overview When I asked Ryan the biggest mistake he sees people making about personal branding, he said it's people not realizing they have a brand even if they work within a company. His work largely consists of helping people understand they do have a brand, and that it's compromised of two pieces.The first piece is who you are. This includes things like your core strengths, what you like and gravitate towards, and the persona you give off when you walk down a hallway. The second piece of personal branding is you being intentional about who you are, and how you add value to the world. People need to realize they have a brand and that others see that brand. All of us should realize our brands build trust and rapport with others; if others like our particular brand, then they will want to do business with us and the companies we work for. To create our personal brands, Ryan outlines his four-step process. He calls it DICE, which stands for: Define or Discover, Integrate, Create (Content), and Engage. In the "Define" or "Discover" stage, you learn to know and understand yourself better. You get clear on the type of work you like to do, and don't like to do, etc. Knowing yourself, having self-awareness, and asking for feedback from trusted advisors helps in this initial stage. You must understand how you are perceived in business and outside of it before moving to the other three stages of DICE. Next up is the "Integrate" stage. This is where you develop an intentional strategy to put yourself out there online. You make sure you can be found in online searches and that those search results will give the persona you want, and people will see what you are known for. The third step is to "Create" content. This can be anything, from audio to video, to blogs and online publications. Where you start depends on your comfort level, but the key here is that you are starting to put your thought process online. To establish your personal brand, you want to be known for something and you must establish your presence online for that to happen. Last, but definitely not least, is "Engage." This is where you start to build trust. You interact with people who have liked your content, and starting to follow you. This is what Seth Godin called your "tribe." You can engage with your audience in a number of ways: from phone calls, to liking their social media, commenting on their content, speaking at events, and emailing your list. Ryan also explains what we have control over regarding our personal brand (and what we don't), and he gives a personal example to illustrate what your personal brand is. We wrap up this episode of Grow My Revenue with Ryan sharing his personal mistakes and his most crucial advice – neither of which you'll want to miss! For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/ryan-rhoten/
10/9/201625 minutes, 55 seconds
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061 Lisa Cummings | What StrengthsFinder Can Do For Your Business

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 two-time guest, Lisa Cummings. If you've been listening for a while, you heard her first episode; it's one of our most popular! And today's discussion is equally as good. We're touching on topics like the misconceptions around StrengthsFinder, how to adapt your communication style based on someone's assessment results, and what to do if there is a disconnect between a team member's strengths and their position. On today's show, Lisa really brings the goods on those topics, and a few more! So get ready for an informative, and insightful edition of Grow My Revenue. Listen to this episode and discover: · What strengths are common in sales teams? · In the companies that use StrengthsFinder best, what does Lisa most often see? · What percentage of Americans were recognized for good work in 2015, according to Gallup? · What is the bamboozle sandwich? · What are yuks and yays, and how can you use them to improve your team? · And so much more! Episode Overview The first thing Lisa and I talk about is the misconceptions she hears most frequently about StrengthsFinder, and she gave me two. The first is that this evaluation tool is just Pollyanna. She hears people say things like: "…you must think everyone should just ignore their weaknesses. You must be a fool if you believe people should only focus on what they are good at." The second most common misconception is people think there are specific strengths that are good and bad. For example, if competition isn't one of someone's top strengths, then they aren't a good sales person. Neither of these are true, of course. In the case of the second misconception, Lisa points out that StrengthsFinder doesn't tell you what job you have or are good at. Instead, it tells you how you do the job you have. It shows you what comes naturally to you and how you can use those natural talents abilities to your benefit. We also talked about how to adapt your communication based on someone's strengths, once you've all done the StrengthsFinder evaluation. She gives me as an example, after I gave her permission to share my results. Because I have command and activator as strengths, Lisa said she would imagine I'd want to hear the short answer quickly and now. Even if she didn't know me personally, she would know to keep things short, simple and concise based on my strengths. But if she was talking with someone who had high empathy and high relater, she would speak differently. Someone with those strengths values one on one conversation. One additional topic we cover is the two ways to help someone move from an individual contributor to a management role. Too often someone is an amazing individual performer and gets moved into a management role, only to falter and fall flat in that position. Lisa suggests explaining two key areas to the person about to take on a management position: talent development and business outcomes. The latter, business outcomes, is fairly straightforward and includes things like business goals, aligning with corporate strategy, etc. But talent development is tougher for new managers to understand. She breaks it down into three key categories: acquisition of new employees, retention of existing employees, and career development. StrengthsFinder is an umbrella over all of those. Using the assessment tool and its findings will help any manager (existing or new) to lead based on people's strengths which in turn will drive engagement of staff. Also on this episode of Grow My Revenue, Lisa explains what to do if someone's strengths aren't aligned with their job title, and why regular communication about someone's performance at work is so critical to on-going success. Listen in for all of that and so much more on today's show with the brilliant and talented Lisa Cummings!
10/3/201631 minutes, 19 seconds
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060 Ron Tite | What Comedy Can Teach You About Business

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 someone's interest. Here to explain what that process is, as well as other surprising connections between comedy and business, is Ron Tite. Ron is the CEO of The Tite Group, a successful agency in Toronto. He's also a stand-up comedian who has trained with Toronto's Second City. He's also the author of Everyone Is An Artist (or At Least They Should Be). On today's show, Ron shares why we don't have to be funny to be effective (and why being effective is most important), how to know if you should use comedy when talking to clients and your team, as well as three traits artists have we can all use in our business practices. Ron is equally entertaining as he is informative so buckle up and listen in to this episode of Grow My Revenue! Listen to this episode and discover: · The power and impact of insights, in business and in comedy. · Should you use comedy when speaking to your clients? · One great lesson you can learn from my time as an umpire! · Why we all have the basic ability to be artists. · People used to vote with their wallets, what do they vote with today? · And so much more! Episode Overview Ron Tite has always loved the pressure of stand up comedy: there are no excuses at the end of your performance, either they laughed or they didn't and that is it. You either did your job and they laughed, or you failed. Not everyone would thrive under that kind of pressure, but Ron did. And he used the lessons he learned in the comedic world to become successful in the business world. The first lesson we just touched on – no excuses – also ties into the ancillary lesson that being funny is about being effective. Being funny is about capturing someone's attention, you can take them anywhere after that. And you capture their attention by having an insight, and it is the same whether you are making them laugh, cry or simply think really hard about something. You start with an insight that is surprising and intriguing, and now they are thinking differently about the subject at hand. You have their attention. Remember, you don't have to be funny to do this. In fact, if funny isn't in your nature or isn't something people associate with your company and your brand, don't try to be funny. You'll come across as trying too hard and people will smell that a mile away, according to Ron. But, you can share a story or a message that is in line with your brand as a way to share an insight you have had. Doing so will capture their attention just as well as being funny will, it's all about the insight. On this episode of Grow My Revenue, we also discuss three traits artists have that all business people should adopt. The first is doing things simply to do them. Artists have an idea and they create it, they bring it into the world. They don't create a business plan and pitch the idea to VCs first, they create and explore and see what merit their ideas hold. The second thing artists do well is they deal with the naysayers and the hecklers. Most of us have no coping mechanism for these experiences, we put up walls and shelter ourselves when someone heckles us. Artists don't let these naysayers get the best of them, they have a way of dealing with them. Also on this episode of Grow My Revenue, Ron shares more about his book and why there really are no rules in today's business world. Tune into today's Grow My Revenue to hear that and more from comedian and successful businessman Ron Tite! For full show notes, visit: http://www.ianaltman.com/podcast/ron-tite/
9/25/201630 minutes, 54 seconds
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059 | Using Content Marketing As A Follow-Up Tool

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, there is a much more effective way to follow up. On this solo show, I will be talking about the importance of using valuable content as part of your follow-up system, why smart companies are now combining their marketing and sales departments, and how you can do the same. This is an information-packed episode of Grow My Revenue, get ready to take some notes and start implementing today! Listen to this episode and discover: • What are the two worst ways most people follow up? • Why you don't create content for the sole purpose of marketing. • What steps are included in the most effective sales process? • Why it's critical to be candid on your web site. • Should you create a sense of urgency in your follow-ups? • And so much more… Episode Overview Recently I attended Content Marketing World 2016, where I presented a workshop with Marcus Sheridan. I learned a ton about the importance of content, and was inspired to share what I learned with you on this episode. Here is how I recommend following up with a potential client: first, understand the idea of content marketing. Content marketing isn't a license to create content for the purpose of marketing, it means your content should be answering the critical and often controversial questions your clients are asking. Don't be afraid to put this type of content on your web site and to share it with your audience, and potential clients, even if it seems controversial. On my web site, I have a page that describes who my work is not for, who my services would not suit, and I also have my pricing listed. A lot of people would not list who they won't work with nor would they put their pricing on their web sites. They are afraid doing so will scare off new customers. Here's the truth: if they can't pay your prices and don't fit your criteria, you don't want to work with them! It's also a good idea to list the problems you solve. These are the areas that your potential customers will want to know about, these are the questions they will be asking themselves during the selection process. So if you address their concerns through your content, they'll start to see you as a solutions provider who has what they need. You can provide this content as articles, podcasts, videos, etc. The way you will know what concerns your potential customers have is by connecting your marketing and sales teams. Rather than keeping them separate in their own silos, have these two groups work hand in hand. Have a marketing person (at least one, preferably more) at every sales meeting. And have people from marketing participate in clients' discussions. Doing so will help everyone identify key issues, engage in spirited discussions about what is needed. When the two groups are doing that, then the sales staff can share what big questions are coming up from potential clients, and give marketing the answers. At that point, the marketing team can start creating content based on those questions and answers. Next the sales side of the company is telling the marketing side what they need, and marketing is creating content for them. That is when the magic happens, because your organization is now talking to your potential customers about what they need, not what you do. During today's episode of Grow My Revenue, I also share how to properly follow up using content you've created for your clients, and what your potential customers' sales process is really like and how you can fit into it. Listen in for all of that and more on today's Grow My Revenue.
9/19/201617 minutes, 3 seconds
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058 Howard Behar | What Starbucks Will Teach You About Company Culture

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 former President of both Starbucks North America and Starbucks International. He was at the helm when they went from 28 stores to 15,000! On today's show, Howard share lessons he has learned about why culture matters in every organization, what employees really care about and want to see from their leaders, and much more! This is an absolutely riveting conversation about the necessity of a healthy company culture. Listen to this episode and discover: · What is a company's culture reflective of? · Why you must be intentional about the culture you create and live by. · Why it's all P2P, and what that means. · What doesn't work in terms of an employee reward structure? · What happens when an organization says one thing, and does another. · And so much more! Episode Overview All companies and organizations today know culture is important. But if everyone knows this is true, why isn't every work environment thriving? Clearly, mistakes and misconceptions are still out there about what it takes to not only have a culture, but implement and sustain it. When I asked Howard what some of those mistakes and misconceptions are, he said one of the most common is companies hiring a consultant to "give" the company a culture. Consultants are there to help along the journey but they can't give culture. Culture exists in every organization, whether or not it is defined. Culture is living within every company, it just may be unintentional. The other misconception he touches on is the culture of conflict. This happens when a company says one thing, and does another. They say they uphold certain values and principles, but the behavior of the organization's leaders say they do not. If the leadership doesn't live the principles of the organization, neither does the rest of the organization. The opposite is obviously true as well: when the leadership lives up to its promises, so does everyone else. Leadership sets the standard for the rest of the team. This also applies to the rewards and compensation structures of any company. Howard shares the green apron book from Starbucks as a rewards example. It is a book that outlines the values and how those values come to life within the company. Based on that book, little cards were created and distributed to everyone. The cards had all of the values from the green apron book and they had blank lines on which a person could write something specific. People were encouraged to catch their fellow employees doing something that exemplified the values on those cards, to write a note on the blank lines about the person's actions and then give that card to the person as a token of appreciation. These cards were given out to anyone by anyone within the company, as long as it was for a specific reason. Those reasons could be anything from treating a customer like a friend to giving back to the community they work in to helping a struggling co-worker on a project. Howard says people would receive these cards and put them up around their offices and cubicles. You'd often see 10-15 cards spread out around the person's work space, and it was a reminder of the good things people were doing and the good that Starbucks represented in the employees' lives and the customers' lives. On this episode, Howard shares another personal story about building a team from scratch and how he knew the right person for the right role. He also gives one piece of advice for fostering a positive culture in your organization. You'll hear that and more on today's Grow My Revenue!
9/12/201631 minutes, 40 seconds
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057 Mark Bowden | Successfully Reading Body Language

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 wrong? Our guest for today's show will explain why, and how to make sure that doesn't happen again. Joining us is world-renowned body language expert, Mark Bowden. Mark is the founder of TRUTHPLANE®, where he and his team work with CEOs, politicians and other notable leaders. He's also written three books on body language, and was voted the #1 expert in the world on that topic! Today he'll share some of the major misconceptions about body language, as well as how to establish trust and how not to. This is another episode you'll learn a ton from so tune in and get ready! Listen to this episode and discover: · Why sales scripts don't work. · The importance of staying curious and why it wins trust. · Why our brain isn't a knowledge system, and instead, what it is. · What part of the body is the "truth plane"? · How to look at a broader context than just someone's body language. · And so much more! Episode Overview As one of the leading body language experts to ever grace his field, Mark Bowden has experienced a lot of misconceptions about the subject when working with his clients and speaking to the public. The biggest one he sees is people trying to read others' body language based on the books, videos and other data out there. He says you have a 50/50 shot at interpreting their body communication correctly, at best. Take, for example, someone standing with their arms crossed. Most advice you read would tell you this means the person is unapproachable, cut off and uncomfortable. But it truly can vary depending on the situation, so examine the context. Mark says crossed arms could mean anything from the person is cold to they are tired, but trying to stay engaged in the conversation. Arms crossed can mean engagement under pressure of any other variety as well. You have to examine the context as well as the role you are playing with that context. Get curious, ask questions and look at other cues. We also dissect the topic of trust and how body language plays a role in whether or not your prospect (or anyone else) trusts you. As you know, without trust sales aren't made. And without credibility, trust doesn't happen. To be credible with someone, Mark explains, means they trust you and believe what you tell them. Your prospects know you are credible based on your body language. Our reptilian brain, the part responsible for our survival, sizes up others almost immediately upon sight. It's about the space the other person takes up, how they speak, and the behavior before words are even spoken. A relevant example of this is the topic of disarming, something discussed often on this show. You and your sales team want to mimic the behaviors of someone buying - NOT someone selling. Your prospects will copy that behavior. But, if you act like a seller they will be turned off and try to push away. The physical example of this is what you do with your hands. If you raise them at your chest or above, and become animated, you'll come across as a pushy sales person. Your prospect will most likely be turned off. But if you lower your hand to your belly, and start using open palm gestures, you will come across as calm, assertive, credible and the leader in charge. Your prospects will look to you for your counsel, they will want to follow you and your suggestions. You can build on this by becoming curious, ask the question of whether this will work for them or not. They will ask the same questions. That's just a sampling of the insightful wisdom Mark brings to this episode of Grow My Revenue. Tune in to hear all of that and more - including the most surprising thing he's discovered about prime ministers, Fortune 500 CEOs and the other experts he works with!
9/4/201633 minutes, 58 seconds
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056 Eric Esfahanian | Is Your CRM Helping or Hurting Your Sales?

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 sales reps, you should be looking at certain key performance indicators (KPIs). On today's show, Eric Esfahanian of Gryphon Networks joins us to talk about those KPIs, why CRMs are often the bane of sales departments and the biggest mistakes most sales managers overlook regarding sales performance. Because sales are so critical to the success of your business this is a can't-miss episode! Listen to this episode and discover: · When a CRM works and when it doesn't. · What should all managers be measuring from? · Why it all comes down to qualifying leads. · What is your most important job as the head of sales? · Why the #1 thing Eric teaches his reps is not closing. · And so much more! Episode Overview When I asked Eric what are the biggest hurdles he sees sales managers and executives struggle with regarding sales, he had a simple answer. He sees too many organizations focusing too heavily on volume. They spend too much time looking at the number of calls made and/or appointments held, versus what is actually happening during those calls and meetings. He believes there is much more opportunity when you look at other lesser known performance indicators. When you look at these they will tell you how effective a rep is. He recommends measuring other KPIs like how frequently does the rep reach out to the prospect? How long are their conversations or how short are they? By focusing on the conversational aspect of the communication you can get a clearer picture of what is working and what is not. This is where CRMs can actually hurt a business. Unless you make sure the metrics the CRM is recording are very comprehensive, you shouldn't be basing decisions off of it. Reps are inputting information by hand, and being optimistic in many cases. Then managers are rolling that optimistic information forward, and some companies are basing budgets off of those projections. And they are doing so without looking into how valid and accurate the information in the CRM actually is! Instead, Eric suggests sales people should not be writing up reports. They don't want to be data clerks, they want to be making sales! So your CRM should be able to capture the phone calls they are making without the rep having to do it. The CRM should be automatically gathering data like how many calls are being made, how many conversations are had and what happens in those conversations. With that information you can coach the reps how to handle objections, how to deal with customers, etc. You can identify what to improve in their performance, and what to showcase that is going well. A good CRM will also help you track patterns to gather quantitative data, this is how you find out what the most successful reps are doing and you can see what is working. For instance, you may find your best reps make 10-20 calls between 4pm and 6pm, 5 days a week. Now you know you should schedule all your reps to be making calls at that time every night. Also on this episode, Eric explains why recruiting, hiring and training are critical areas to getting the best out of your sales staff. We wrap up today's episode with an example of how to create peer to peer relationships between your sales reps and your prospects, and how doing so creates win-win solutions for everyone. Listen in for all of that and more on this insightful edition of of Grow My Revenue. Webinar Date/Time: October 12 at 1pm Eastern US Please visit www.IanAltman.com/podcast/eric-esfahanian for more information on this Webinar, including how to register.
8/29/201636 minutes, 25 seconds
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055 | What To Do If Clients Don't Have Problems You Solve

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 listener can address this in his business. You'll hear how to apply it to your industry as well. Also on this episode of Grow My Revenue, I'll guide you through the conversation steps you can take to talk with a potential client who has an existing vendor. I'll explain what to say to open the conversation, let their guard down and tell you just how well that existing partnership is going. This is a show you don't want to miss so sit back and tune in to today's Grow My Revenue. Listen to this episode and discover: • How to talk to a potential client, even if they think they have no need for your services. • What are the symptoms that your product or service treats? • How to effectively discuss their current provider with a potential client. • Why you should have good third-party stories to share. • And so much more… Episode Overview Recently I received an email from a listener in New York. He said he's in the photo booth business and his issue is his clients say they don't have a problem he can address. They don't have a photo booth problem, so how can he talk to them? And he's absolutely right: his client don't have a photo booth problem, no on has a photo booth problem. Instead he should be looking for what are the symptoms that his photo booth treats? You should look for what symptoms your product or service treats as well. For this particular business, his clients want to have a great event but they also want people to remember the experience. They want those memories to go beyond just what they ate, or drank, or danced to, etc. Without the listener's photo booth, there's no way for them to remember the experience. The photo booth gives them a lasting impression they can hold on to. To go a step further there are additional symptoms the photo booth treats. Some of the symptoms are it appeals to all ages from young to old, it is a good and wholesome experience that everyone can participate in. It creates memories that can be shared for weeks, months and years ahead. Whether or not you're in the photo booth industry, this same strategy applies to you. The key to communicating your business starts with thinking about symptoms you solve, rather than just what you offer as product or service. On this show, I dive into what a conversation with a potential client looks like when they have a vendor. It begins by disarming them and engaging them with a conversation about their current relationship, and doing so in a non-threatening way. From there, you steer them towards what is working in that partnership before asking what one or two things they would change if they could. I explain how to find out if the things they want to change are big issues, and what to do if they are and what to do if they are not. Each of these steps are critical to finding out what opportunity exists (if any). During today's episode of Grow My Revenue, I examine why effective selling is about getting to the truth of the matter as quickly as possible and how to make your potential client more receptive to talking with you about their problems. Listen in for all of that and more!
8/21/201613 minutes, 26 seconds
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054 Elizabeth Marshall | How To Be An Expert In Your Field

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 share the intentional pieces needed to reach that goal is Elizabeth Marshall. She's known as the go-to expert on becoming an expert! She's worked with clients like Seth Godin, Michael Port and Carol Roth among many others. On today's show, Elizabeth spells out the most common mistakes she sees people make when trying to reach thought leader level, how to promote yourself with seeming to self-promote, and the three questions that when answered will help you define your stance and your audience. This is an episode you will surely want to take notes on so get ready and listen in! Listen to this episode and discover: • Why becoming a recognized leader is a mastery path. • Is your message ever "one and done"? • How your own unique combination of experience and knowledge will help you stand out. • What is the difference between curating and sharing content? • How to walk the line between self-promotion and serving your audience: • And so much more! Episode Overview It's not enough to call on companies and expect to get work with them simply because you want them as your client and what you offer is beneficial. Today it is about being seen and recognized as an expert in your field. Elizabeth has helped many people achieve that expert status and she says it boils down to developing your message and your audience, first. This is a mastery path and will never be complete; it will require your 10,000 hours and a commitment to evolve, grow and transform right along with your marketplace. If you're a keynote speaker it isn't enough to provide a great keynote speech from year to year. You must update it with new case studies, stories and insights that reflect the trends in your industry. You will always be developing and evolving your message, and adding to the conversation. That is true of keynote speakers and you if you want to stand out as the go-to authority in your niche. And there are three questions to ask yourself to help you define your message, why you are an expert, and why your audience would want to work with you. 1. Why now? The first question is why now? What is happening in the marketplace that has changed or shifted or transformed to make your message important today? Answer this and tie it into some uncertainty, complexity and pace of change then to make a case for why it's relevant now. 2. Why you? In addition to what is on your resume, including your credentials and work experience, is your personal life factors. The unique experiences that make you who you are are what also qualify you to speak about a particular topic or subject. Elizabeth points out that the experience side of life is really powerful and can create a deep emotional connection with your audience. 3. Why this concept? If you were writing a book you'd answer the question why this book? But the medium itself doesn't matter so much as why are you starting with this concept versus another one. It's important to answer this question so you know how it ties into your business model, as well as how it ties into your stage as a thought leader. Today she gives the great example of Michael Port and how he started with Book Yourself Solid before his Think Big Manifesto message. She explains why and how he did it so successfully. On this episode Elizabeth also explains the difference between self-promotion and sharing valuable content to serve your audience, plus her suggestions on establishing your expertise in your field. She shines valuable light on what to do and what not to do, tune into today's Grow My Revenue to hear it all.
8/15/201635 minutes, 32 seconds
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053 Jay Greenstein | SWAGR Your Way to Success

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 help along the bumpy road to fulfillment and achievement. Dr. Jay Greenstein has built six chiropractic practices with four divisions and is the leader in research and results-based chiropractic science. That success wasn't without failure and challenges, however. Today he joins us to talk about what he has overcome, how he has done it and why SWAGR has helped him through it all. Whether you've ever failed or simply failed to start something because the risk seemed too great, today's episode of Grow My Revenue with Dr. Jay Greenstein will be sure to help you overcome obstacles and challenges as you build and grow your business. Listen to this episode and discover: • Does six sigma apply outside of the manufacturing industry? • What's the difference between a sales person and a subject matter expert? • How can you create a growth mindset, literally? • Why your network is your net worth, but only if your network is authentic. • What role does passion play on the journey to success? • And so much more! Episode Overview Having faced the very real threat of bankruptcy twice in his career, Dr. Jay Greenstein developed a set of tools and practices to help him work his way out of any difficult situation and into a better one. SWAGR helps him to know he can always get to the other side of any challenge that comes up. The acronym grew out of two experiences in particular. In 2003, he had doubled the size of his office and expanded into second and third offices. Things were going great, even though he had no infrastructure built into the day to day activities of the practice. Not long after expansion, he decided to make his first acquisition and soon saw the necessity of policies and procedures! The acquisition made him money initially but when patients continued to come in but the money didn't, he was facing the possibility of declaring bankruptcy. But rather than fold, he looked at his situation and evaluated how he got there in the first place - and then what he could do to get out. While listening to Jack by Jack Welch, Dr. Jay learned about six sigma and the need for a concrete process based on 3 to 5 variables. Those variables provide a given result and remove as much room for error as possible. Dr. Jay understood that to apply to his practice: he needed a procedure based on 3-5 variables that would guarantee payment of patients' insurance claims, and keep the money coming in as well as the patients. To help remember and better implement the system, Dr. Jay created the acronym SWAGR. For a breakdown of each letter, visit: http://www.ianaltman.com/podcast/jay-greenstein/ On this episode Dr. Jay explains more about the important role relationships play in the health of our business and our overall happiness. He also shares what tools and practices go along with each of letter in SWAGR. Tune in for all of that and so much more on this edition of Grow My Revenue!
8/8/201632 minutes, 19 seconds
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052 Matt Curry | How to Sell Your Business For Eight Figures

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 Curry and his wife built Curry's Automotive into an auto repair shop empire before selling it for $16.5 million a few years ago. On today's edition of Grow My Revenue, Matt shares what it took to build that empire, what regrets he had after selling it and his one piece of advice if you want to sell your business for an eight-figure sum in the future. Listen to this episode and discover: * How long was Matt required to stick around after selling the business? * Who to talk to when you really want to know how your business is running. * What his Richmond shop taught him, and can teach you too. * How he and his spouse have successfully worked together for over 20 years. * Does he see his Attention Deficit Disorder (ADD) as an obstacle or a benefit? * And so much more! Episode Overview When Matt and his wife started their business he was 28 years old and had $103,000 worth of debt on 13 different cards. Their first shop was in a terrible industrial park.Their goal was to build 10 stores and have the best auto repair shop in the world. And that's exactly what they did! Over a period of 16 years they had 10 different locations which serviced 60,000 cars a year and turned $20 million in sales. They employed 152 people and their company was voted the best auto repair shop in North America by Motor Age Magazine and Inc. 5000 3 years in a row. On today's episode, Matt explains how they created their growth so successfully, as well as how his ADD is an asset and not an obstacle. The key to running and maintaining so many successful locations and generating ever-growing revenue was simple: policies and procedures for everything. Every aspect of the business was outlined, written out and followed by every single employee. From how a customer was greeted when they entered any of the 10 locations to the test drives done on every car, every aspect of the business had a policy and procedure in place that was followed by all employees. These rigorous policies allowed the business to run with or without Matt, which meant the business was scalable. On today's episode of Grow My Revenue, he shares more about his book and some of the success his coaching clients have had and why he's so passionate about helping others today. We dig into his perspective on his ADD diagnosis and how that has helped him as an entrepreneur, rather than hurt him. This is one powerful and insightful show you won't want to miss! Discover more at http://www.ianaltman.com/business-cast/
8/1/201629 minutes, 27 seconds
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051 | Building Trust With Customers

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 of that and more on today's show.
7/25/201616 minutes, 31 seconds
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050 Zvi Band | The Truth About Using CRMs In Your Business

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 here to talk about the secrets of the CRM industry, the biggest mistakes people make when networking, and the false metrics so often used to measure performance. He gives the nitty-gritty details on all of and more on today's edition of Grow My Revenue.
7/18/201631 minutes, 19 seconds
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049 Ebong Eka | Business Planning That Works

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? That's what happened to our guest, Ebong Eka, He spent countless hours creating business plans in the late 90s while seeking funding for various ideas. And all of the VCs he presented to didn't read past the Executive Summary and only cared about four main areas. He outlines those areas on this episode and in his latest book called Start Me Up! The No Business Plan Business Plan. Today on this edition of Grow My Revenue, we'll talk about those four areas, the major mistakes businesses make when crafting business plans, as well as how to approach your pricing model. He also shares what his EKAnomics offerings are all about. You're going to learn a ton from Ebong Eka!
7/11/201636 minutes, 3 seconds
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048 Tina Bean | Resources and Tools For Predictive Intelligence

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 I realized there was so much valuable information that I had to share it with you on the show. As you most likely know, VisiStat and KickFire are two valuable tools that provide in-depth information and predictive intelligence for companies around the world. Today we spoke about the different ways her companies see the world of predictive intelligence and which tools are most valuable for which companies. You'll learn so much from Tina on today's episode of Grow My Revenue!
7/4/201617 minutes, 4 seconds
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047 Derek Coburn | Build A Powerful Network Without Networking

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 networking events, mixers and the like. One man who is changing that is Derek Coburn, our guest for today's episode. He is the de facto expert on the topic of networking and how to build your own valuable network. He's also the best-selling author of Networking Is Not Working, and the founder of Cadre, the most respected networking group on the planet. On this show we'll talk about mistakes most people make when trying to build their network, how you can build valuable connections (without going to mixers) and how to create an amazing network for your clients that leads to more business for them and for you. When it comes to networking, Derek has seen it all and has the wisdom to prove it.You won't want to miss his actionable insights on this episode of Grow My Revenue! Listen to this episode and discover: - The two most common networking mistakes according to Derek. - Why handwritten notes to new contacts are a bad idea. - What are the differences of networking 1.0, 2.0 and 3.0? - Why Cadre is called an "un-networking group". - How to know when to be a good connector and when to be a good curator. - And so much more! Episode Overview When most of us think of networking we think of crowds of people stuffed into a ballroom or restaurant, all with the same intention: get more leads for their business. Some of these groups are better at bringing in people who actually care about other participants, but those are in the minority. Someone who has found a much better way of growing a network and creating lasting, valuable relationships is Derek Coburn. Derek's networking group in the Washington DC area, called Cadre, is a shining example of how networking can be used to foster partnerships, business relationships, expanded networks and even friendships. As someone who has had success in his chosen field, financial planning, Derek had been to many different networking events and groups. He had paid a lot of money for some, but even in those he didn't necessarily find that people were there for anything other than themselves. Discover More at http://www.ianaltman.com/business-cast/
6/27/201633 minutes, 44 seconds
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046 | Two Simple, Key Questions For Dramatic Growth

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 questions that can eliminate most, if not all, of those scenarios. On today's solo show I'll be addressing what those two questions are. In my experience, these questions are not asked often enough but when they are they provide a pathway to dramatic growth in any business. On this episode of Grow My Revenue find out what the questions are, how to ask them and when to ask them. Listen to this episode and discover: What to say when price comes up in the conversation. How to seek the symptoms of why someone would switch, versus demographics. What to do if you know there are reasons people wouldn't do business with you. How my recent purchase of a Tesla relates to today's topic. And so much more… Episode Overview Recently I was talking to a client of mine about a deal that had stalled for them. They were trying to come up with a good strategy to pursue this account and wanted to review that strategy with me. I asked them a very simple question first: Why do you think the client would switch from what they are currently doing to you? We were on a conference call together and there was silence on the other end! And then the sales person in charge of this account gave a candid answer by saying he thought they would switch because of reasons X, X and X. He had good explanations for why they'd change. But from his response it was clear those were his thoughts on why they'd change, not actual reasons anyone had gathered from the client. So I told him we want to find out the client's actual reasons, and we want to know for sure why they'd change. The lesson there: if you don't know why your client would change from whatever they've been doing to you there's a good chance you aren't asking the right questions during the sales process. That is where you start: get a true understanding of why your clients would switch to you. And you do this as early as possible in the sales conversation. You also want to know why they wouldn't switch to you - the second key question to answer. For example one of my clients does amazing work and they are involved with a client who has huge project on the horizon. On this episode of Grow My Revenue I explain why it's important to address these topics early on, how to deal with the issue of price and why you shouldn't be the first person to bring up the topic of price. Also find out why it's important not make assumptions, but to find your client's answers on today's show.
6/20/201613 minutes, 31 seconds
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045 Dave Currie | Predictive Sales Intelligence for Organic Growth

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 sales intelligence to gather all of those components for his business, and for his clients. As a result he took his $4 million design firm and transformed it into a $25 million advertising agency in two years - yes two! Dave Currie joins this edition of Grow My Revenue to talk about how predictive sales intelligence has helped him do that, how you can use it as well as the most common mistakes people make when pursuing sales opportunities. This is an episode worth your time and attention so listen, take notes and take action! Listen to this episode and discover: - How to know when it's the right deal at the right time, and why timing matters. - Proactive vs reactive business development: what are the differences? - What does Dave mean by "market of one"? - What is the easiest way to grow your business? - How often does his company update the prospects they are tracking? And so much more! Episode Overview Dave Currie's agency, The List, is now a privately-held company with 80 employees. With a headquarters in Atlanta and another office in New York, they serve both the United States and the United Kingdom. For those two markets they offer actionable sales intelligence, for anyone who sells to national advertisers or their agencies. Actionable sales intelligence is predictive sales intelligence that businesses utilize to know when to approach their key prospective clients, how to approach them, who to approach and why to approach them. The how and the why are often overlooked, but are necessary to ongoing organic growth. The List itself uses this approach and is a shining example of its efficacy. They've produced 25% growth year over year - and that is true organic growth, not from acquisitions. Dave explains this growth has been a result of a quest they began four years ago. They tapped into and fully utilized the power of building the right ecosystem to provide predictability and consistency in lead generation, which ultimately led to growth in sales. When they had fine-tuned that model within their own agency they took it to their clients. Today that's what they educate and provide in the marketplace. Dave explains the process in greater detail on this episode. He also explains why it's more important to get the right deals at the right time than to simply get more deals. According to Dave when conditions are right there are triggers in any industry that cause a change in need. If you can track what is happening in prospective customers' businesses you'll see indications that they are more ready to buy than the rest of the market. Finally we wrap up with a discussion on the greatest lesson he has learned in his time in business, and why the days of the "one to many" marketing and sales approach is long over. There's all of that and so much more on today's Grow My Revenue with Dave Currie. Discover more: http://www.GrowMyRevenue.com/business-cast/
6/13/201630 minutes, 45 seconds
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044 Mark Modica | Common Misconceptions About Raising Capital

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, is just such a person. Mark is here to talk about the fundraising patterns he has recognized, what the biggest mistakes entrepreneurs are making when seeking funding, and how to know which type of investor to seek out at which stage of your business. With Mark's catalogue of knowledge on investing and capital raising this is one episode of Grow My Revenue you won't want to miss! Listen to this episode and discover: Is all revenue created equally? How he got an evaluation of $80 million on less than $1 million in revenue. Do you have to have more customers to get a higher evaluation? Why raising too little capital is a common mistake. When should you sell a company? And so much more! Episode Overview The first misconception Mark lays to rest is the idea that all revenue is created equal, something I have said and continue to say to my clients. He explains that it's not so much the amount of revenue or growth as it is your customer base. For example when he was CEO of Pivot 3, a company in the surveillance market, they grew their revenue in casino market. They could have gone very deep into that market but decided to branch out into other markets so they would have a bigger customer base. They went after clients in industries like airports, transportation, etc. Instead of trying to grow their revenue faster, they grew wider at a slower pace knowing that winning in numerous markets would increase their evaluation. Some of the other myths Mark busts on today's show are allowing the market to dictate your company's worth, and allowing profitability to be the primary form of evaluation. Rather than allowing the market to dictate your evaluation you have to be able to tell a better story about your company and show the long-term value in what you are offering. Doing so will increase your value in your investors' eyes and allow you to ask and receive more money. When it comes to evaluations, profitability is the lowest form according to Mark. The bigger a company is the harder it is to show tremendous growth. He breaks it down like this: in the first stage of your company you are creating your brand. In the second stage you are growing your brand, and this leads to the fastest growth. In the third stage you're profitable because you are leveraging your brand. Discover more at http://www.ianaltman.com/business-cast/
6/6/201631 minutes, 55 seconds
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043 Kristina Bouweiri | Growing Your Business In Any Economy

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 of business revenue. On today’s episode we'll hear from one woman who never had any economic downturn impact her revenue growth: Kristina Bouweiri of Reston Limousine is here to talk about how her company has become a juggernaut in her industry, how she's expanded their business even during several economic downturns and the importance of treating everyone like family, from employees to clients. Kristina has some undeniably valuable lessons to share, including how they became the #1 wine tour operator in Virginia in 2015. You're going to want to hear that and more on this episode of Grow My Revenue. Listen to this episode and discover: How do they market to their limousine clients and why is it applicable to you? Why have they offered Wi-Fi in their cars for 8 years? What is the one idea that grew her business by 27%? Why she has gotten rid of her daily tasks. Why has focusing on the community been so beneficial for her business? And so much more! Episode Overview Krisina Bouweiri's original plan after college didn't include anything remotely resembling the limo business! After earning a degree in international affairs from George Washington University, she planned to go into the foreign service. During her senior year she interned with a non-profit focused on helping to raise the status of women in Africa. When they offered her a job she accepted and spent a few years in that role. Eventually she decided to come back to the US where the only job she could find was a straight sales commission role. On one particular sales call she met her future husband, William Bouweiri. William is the founder of Reston Limousine. When Kristina first started with Reston they had 5 cars and 100% of their business was corporate. They didn't do weddings, wine tours, proms, etc. So the first market she expanded the into was weddings: She felt she could handle it and was happy to work with brides, unlike her husband who hadn't wanted to deal with them previously! Her second expansion was into government contracts. One day a man knocked on their door and asked if they would make a bid for a government contract. His offer was that if they won they'd hire him as a driver. They went for it and won that contract, naturally hiring him also. The light bulb went off for Kristina: she thought there must be more contracts like this one. She soon found out every government agency in the city had its own private shuttle service to shuttle employees between buildings and to work from the Metro. For the next 10 years she went after that market, and won 90% of bids that went out from their company. Doing so is how they went from 5 cars to 100 cars. But in the process they no longer qualified as a small business; in the shuttle bus industry you have to be a small business to win government contracts. So she diversified the company again and moved into hospitals, universities, tourism, corporate shuttles, and residential shuttles, She went looking for business wherever could it could be found. On today's episode Kristina explains more about her diversification efforts, including why she initially resisted getting into the wine tour business! She also gives a detailed account of how one particular strategy of inviting current clients to lunch grew Reston Limousine by 27% during a time when other companies were losing business. That is a story you don't want to miss out on! Tune in for that plus other applicable insights you can use in your business on this episode of Grow My Revenue. Discover more at http://www.growmyrevenue.com/business-cast/
5/30/201630 minutes, 4 seconds
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042 | What To Do When Your Client Says I Don't Know

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 trying to get out of answering the question all together? On today’s episode of Grow My Revenue I'll be talking about the three possible reasons you may hear "I don't know" and what to do in this exact scenario. I'll also be giving you the ideal formula to use case studies to create third party validation, why no doesn't mean no for all time, and much more on this show! Listen to this episode and discover: How can you tell quickly which opportunities are the right ones for you? What to say if you’ve discovered you’re talking to the wrong person in an organization. How can you peak and retain a potential client's interest? What are the common pitfalls most companies make with case studies? How do you use case studies to their greatest impact? And so much more… Episode Overview Imagine this setting: you're talking to your client and are using the same side selling approach. As you continue to talk you get to the issue and impact components when the potential client says they have no idea of the impact this issue is having on their organization. What do you think is really happening here? Do they actually not know the answer or is there something else at play? The truth is there are three reasons they’ve told you they don’t know. The first is they really do not know the answer. They may not have thought about the impact of this issue before so they don’t have that information and they genuinely don’t know. The second reason is they do not trust you with the answer. It’s possible you haven’t built up enough of a rapport with them and they don’t trust you with this information. They think if you know how impactful this issue is in their organization you will raise your rates because you know they need you. As a result they become guarded and don’t want to give you the information. The third reason is they don’t want to look ignorant to you. They think they know the answer but aren’t totally sure so they’d rather say they don’t know then give you wrong information and have to correct themselves later. On today’s episode I’ll explain how you can find out which of these reasons applies to your potential client, and how you can respond based on the reason behind their answer. I’ll also explain how to tactfully find out if you’re talking to the wrong person with the organization, and what to do if that's the case. Also on this show I give the effective way and not so effective way to use case studies to create third party validation. Discover more at http://www.growmyrevenue.com/business-cast/
5/23/201617 minutes, 1 second
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041 Colin Eagen | Doubling Your Business in Three Years

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 Group is here to share those key factors. On today’s episode Colin joins us to discuss what E Group has done to build that success into their business model, as well as what’s different today versus 33 years ago when he started in sales. We’ll dive into why it’s important to focus on your client’s end results, and why appreciation is a vital part of every business from employee to client to vendor. Listen in for real-life case studies that showcase Colin's company's growth, and hear the lessons you can learn to do the same in your organization. Listen to this episode and discover: What is MIDE and why Is it important? What is their blueprint process? Why the sale is the starting line, not the finish line. The importance of appreciation in employee and client relationships The one piece of advice he has to achieve his same level of success. And so much more! Episode Overview When Colin started his career in sales the world was a different place. Communication was much slower: there was no Internet, email or even fax machines. As a result clients’ expectations were much different. Today people want real-time answers and it’s far more difficult to connect unless you have an appointment with someone. To add to that today’s client knows your business before you even talk to them, they've done online research. If they are willing to talk to you then they already know what you do; and they simply are trying to find out if or how you can help them and how you can make your solutions fit their business needs. But one thing has remained the same throughout: relationships. Then and today it’s important to build trust and build relationships. Those two components are critical to having any success. And those are two things his business has focused on to grow to their current state. Today his business generates $25 million in sales with a team of less than 30 people and they’ve made the Inc 5000 list several times in the last few years. To build that trust and those relationships with their clients they show them they are focused on results from the very beginning. And they do so by asking and finding the answers to questions about issue, impact, importance and results. Discover more at http://www.GrowMyRevenue.com/business-cast/
5/16/201628 minutes, 16 seconds
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040 | Rohit Bhargava | How To Identify Trends And Predict The Future

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 picture a reality is here for this episode. He is none other than Rohit Bhargava, the Wall Street Journal best-selling author of Non-Obvious: How to Think Differently, Curate Trends and Predict The Future. He's also the founder and CEO of the Influential Marketing Group (IMG), a consultancy formed to help brands and marketing leaders. Today on Grow My Revenue Rohit talks about the biggest mistakes we make when trying to spot trends, the biggest trends he sees right now and 5 habits you can adopt to help you curate and identify trends others overlook. Listen to this episode and discover: How does Rohit define a trend? What is Venmo and why is it important? What is strategic downgrading and why should you care? Are trends industry-specific or across the board? What is the dessert spoon lesson? And so much more… Episode Overview The first question Rohit answers is about what trends he's seeing today. To start that discussion he defines what he sees as a trend and then shares several trends he's tracking right now including strategic downgrading and virtual reality. Strategic downgrading is when we prefer the simple tools over tools that have been infused with technology. A great example is vinyl records or 8-bit video games. There's a trend towards people wanting to go back to the simple way to experience music: listening to albums on vinyl. Rohit says this happens because we want to enjoy the experience as it was without all the technology. That is strategic downgrading. The other trend he's been watching is virtual reality. That's the hot ticket everyone is talking about right now. But he spots trends by looking at the non-obvious side of it (hence the book title), and in this case the trend he is watching is virtual empathy. Virtual empathy is a non-obvious side of virtual reality. Virtual reality allows us to put ourselves in the shoes of others in a way we would never otherwise experience, like being a Syrian refugee. Empathy and compassion come from having an understanding of that person's existence, even if that understanding stems from a virtual reality experience. If you're curious about how he found these two trends and so many others, he shares 5 habits you can adopt to make that happen on this episode. Discover more at http://www.ianaltman.com/business-cast/
5/9/201626 minutes
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039 Barry Glassman | Creating Company Culture

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 company culture. His company, Glassman Wealth, has been voted as the best place to work in Washington DC by multiple local publications. On this episode of Grow My Revenue Barry joins us to talk about what makes his company's culture a great place for employees and for their clients, why having a purposeful culture is so important and how to show people what your company is about rather than showing them. Listen to this episode and discover: - What questions should you ask to find out what your clients really think of you? - Why Barry prefers steady growth over quantum leaps. - How his passions for cooking and photography translate to business success. - What does he wish more perspective clients would ask? - The story of the Starbucks gift cards, and what you can learn. And so much more… Episode Overview While Barry is an exceptional financial advisor most of our conversation on today's episode was about the culture he and his team have created at Glassman Wealth. In the Washington, D.C. area the Glassman company is known as the best place to work in the area. Creating that culture began a few years ago, Barry and his team wanted to create a purposeful culture. They wanted to be very clear about why they are doing what they are doing, and who is on board with what they do in terms of employees. They also wanted to delineate what experience they wanted the company to have internally, and after all of that, then and only then would they look at what they are doing for their clients. Because of all of this shows up both internally and externally they asked external questions to find out what clients valued about them, and how those clients perceived about Glassman Wealth. Specifically a question they asked was: How would you describe us to your friends? The answers to this question, which you can also use, showed them what was valuable about the firm and how their clients saw them. Barry has also found another key to being a great place to work: show people, don't tell them what you're about. The Glassman Wealth firm prefers to listen to the questions clients ask, and answer them. They then share the information from those answers with other clients, This is vastly different than a lot of people in the financial services industry who simply want to show people how smart they are, rather than show they care about their clients. The firm is smart and innovative, but they take approach of showing and not telling you that is who they are. On their web site, for instance, they share videos explaining how they think about investments. Those videos educate their clients, prospective clients and the world on how things work. The videos show that Glassman Wealth open, honest, transparent and also that they are smart and innovative! This is also what Barry calls "interrupting the pattern". Wealth management firms all say the same thing; everyone is about telling you they stand for trust, objectivity and that relationships are important to them. They all are saying the same thing, which leaves potential clients searching to find out what is different about each prospective firm. So Glassman Wealth interrupts the pattern of what those potential clients are expecting to see, and they set themselves apart from everyone else. Also on today's episode Barry shares his one piece of advice on how to make your company a great place to work and how to build a recipe for success within your business model. There's so much to learn from him on this show so listen in and then take action to implement his suggestions. Discover more at http://www.ianaltman.com/business-cast/
5/2/201628 minutes, 59 seconds
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038 Growing Your Revenue Through Conferences and Trade Shows | Ian Altman

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 approaching the event with the proper preparation, advanced planning and setting the right goals for your attendance. On this special solo show I'll explain what the biggest mistakes are that I see most presenters and exhibitors making at live events, how you can avoid them, how to attract the right people and how to know who they are. I'll also explain what you need to do in advance of the event, and why these steps are critical. There's a lot of information in this one so get ready to take some notes, and then implement those notes during your next trade show, conference or convention. Listen to this episode and discover: - How to use predictive tools for greater results at trade shows. - Are most people interested in your latest technology or feature? - What is I3 and how can you use it? - What is my catch and release program and why should you use it? - How to engage someone who approaches your booth. Episode Overview By the time you get to an event your company has typically invested a small fortune just to have you there. From hotels to airfare to marketing materials and the booth itself, presenting your organization at live events can be costly. And because many people aren't properly prepared an event doesn't pay off as much as it could. Too many organizations are content with the typical marketing department's direction: get as many business cards as possible. The goal is to simply get there, talk to as many people as possible, gather as much information from as many of those people as possible and then follow up post-event. But this is an ineffective approach, and one of the biggest mistakes I see people making when attending events. Rather than blindly gathering as many business cards as possible, take the time to prepare in advance. Know who is going to be there, and be willing to invest the capital to find out. Once you know who is attending you can send a note to potential attendees who might be a fit for you. Simply let them know you solve several different problems (typically three) and explain from their website and their company history it looks like they may have a need for one of your solutions. Offer to set up a time to meet with them at the event to explore this further. If you peak their interest set up an appointment. Now that you have the appointment continue to make it about them. When you meet with them be sure you are curious about them, and what makes them tick. Don't focus on how you're going to sell to them! We're all pre-wired to not want to be sold to, so avoid doing it. Instead ask questions, get curious about them and engage them in a dialogue. Also on today's episode I explain a surefire way to respect attendees' time while still discovering if they are a match for what you do, what I mean by the catch and release program, and some of the things you should NOT be doing while attending a live event! There's all of that and more on this edition of the show. Discover more at http://www.ianaltman.com/business-cast/
4/25/201614 minutes, 34 seconds
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037 Sean Farrell | Tripling Your Bottom Line with Integrity-Based Sales

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 shares how that is what has been happening in his business. On this episode of Grow My Revenue I'm joined by Sean Farrell of Quality Data Systems (QDS), and he explains how they've used integrity-based sales to exponentially grow their company. For a few years now QDS has focused more on their clients and the solutions those clients need, that has tripled QDS' bottom line. Listen in for real-life examples and how using an integrity-based approach to selling has created so much growth for QDS, and can for you too. Listen to this episode and discover: - Why doing the right thing now can lead to bigger deals in the future. - What is integrative sales really about? - How focusing on results generates better outcomes for them and their clients. - Will more questions equal a longer sales cycle? - How QDS tripled their bottom line without pursuing triple the amount of opportunities. - And so much more… Episode Overview Sean Farrell has been the CEO of Quality Data Systems for a few years now even though he never intended to go into the family business. QDS was a company his dad started in 1983, but it was his dad's work and not of interest to Sean. Sean had other ideas: he played collegiate baseball at the University North Carolina and was later drafted by the Oakland Athletics. When he tore up his shoulder diving for a ball in the outfield Sean went through several surgeries, none ever fixing it properly. Between the injury and the incredibly low pay of the minor leagues he opted to make some cash by going into sales. Soon he found his competitive nature taking over and discovered his love of sales. Landing a deal was just as sweet to him as hitting a home run! Thirteen years later he is still at QDS and loving the work he does there. When Sean's dad started the company and still today QDS sells and services money-handling equipment for banks, credit unions, and retail. Anyone who handles cash, coin or check can be served by a product or offering QDS has available. Over the years that has evolved from desktop products to integrative systems and solutions, that integration at Sean's behest. On this episode of Grow My Revenue, Sean and I take a snapshot look at what QDS was doing prior to the implementation of integrity-based sales, and what they've been doing since implementing this new way of doing business. Plus Sean gives a real-life example of integrity based sales and how he served his clients' needs with a much smaller monetary investment (even when he knew the client had a sizable budget for the solution). Sean explains that by focusing on how QDS solved similar problems for previous clients the company presents itself in a way that opens doors with potential new clients. QDS' approach now is simply they are there to solve the problems clients have and deliver the results the clients need. Price is rarely a key driver in those conversations today because it's all about the value and results QDS provides, and as a result it's actually helped QDS become more profitable. Another surprising share on this episode is Sean's real-life example of providing a very inexpensive solution to a client with a large budget - and how that won QDS a role as a trusted advisor to the client and led to more sales in the future. This is an episode you don't want to miss, especially if you've been considering implementing an integrity-based sales approach for your team. There's all of that and so much more on today's episode of Grow My Revenue! Discover more at http://www.ianaltman.com/business-cast/
4/18/201625 minutes, 59 seconds
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036 Sharí Alexander | Growing Your Influence

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 everyone uses to grow their influence, whether they are a con artist, a trial attorney, a CIA operative or anyone else. On this episode of Grow My Revenue influence coach and author Shari Alexander joins us to look at the fascinating topic of influence. She's explored the what influence actually is, why influence isn't inherently good or bad, and how to use the 3 step process she's uncovered used by the most influential people in the world. Listen to this episode and discover: - Why do so many people shy away from building their influence? - What is the hourglass theory of conversation? - The role curiosity plays in establishing rapport and connection. - Elicitation vs interrogation: what is the difference? Shari gives an example. - Is there such a thing as too many questions? Episode Overview When Shari began studying influence and communication she was fascinated to find that no matter who was wielding the influence, con artist or CIA operative or trial attorney, they were using the same patterns and strategy. She was even more astounded to realize how little leaders knew about this strategy, especially as compared to con artists. The strategy she observed is a three step process she calls observe, connect and influence. Most of us, especially sales people, want to jump to the third step (influence) and learn all about it. You've probably heard someone say "I want to grow my influence". And while that's a healthy approach it falls short of the first two steps, and often leads to increased risk on the part of the influencer and the influencee. On today's episode Shari explains what each of these steps are and why they are necessary to the step after it, what we can learn from the long con game played by con artists, as well as the pivotal part curiosity plays in creating rapport, connection and, ultimately, influence. Observation. The first step in influence is observation. You're looking for certain things in the person you are wanting to influence, you observe certain ways you can connect with them and certain things you can talk about so you can move on to the next step: rapport. Rapport. The second step, rapport, is simply about building likability with the person you are influencing. You are finding ways for them to like you, and for you to like them. This is how and when you build trust: both of which are critical pieces that need to be present before you move into step three, influence. Influence. The final step is influence. This step is where you actually make the ask. If you've done the other two steps effectively you often don't need to know much about this step, but having a few techniques here will help. The reality is all of us want to be seen, heard and appreciated, but very few of us are giving it. So when a con artist provides this to a mark it becomes addictive to the mark, and they'll give anything to get another "hit". There's so much valuable and insightful information shared on today's episode of Grow My Revenue! Be sure to listen in to hear it all.
4/11/201635 minutes, 45 seconds
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035 | Keeping Up With Your Competition

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 saying about your company, what your competition is doing as well as your prospective and existing customers. Predictive campaigns are the latest evolution in marketing: they provide key information about customers based on thousands of data points, and show you why certain customers work with you and uncover others like them already in your database! On this episode of Grow My Revenue I have two key leaders in this area join me to talk about both of these topics and how they are shaping the future of sales and marketing. Listen to this episode and discover: - What is crowdsourcing, according to Jim? - How do you know if you are paying enough attention to your competitors? - What you should be looking for in competitive intellingence, and probably aren't. - 97% of all so-called leads never result in a sale: true or false? - What does predictive analytics actually do? - And so much more… Episode Overview On this episode Jim shares how Owler helps people spend less time gathering information on their competition and their own company's place in the market, and how Owler has turned competitive intelligence into a democracy for everyone. In the past only large companies could afford competitive analysis but with the advent of Owler and similar companies everyone can receive competitive intelligence data. Also on this episode is John Bara, a 25-year veteran of Silicon Valley who works with some of the fastest growth companies there. He is the President and Chief Founder of Mintigo. Today he explains what predictive campaigns are, and how they are at the forefront of the latest in the evolution of marketing. Predictive campaigns are the latest way for marketers to gather customer and prospect data. They are based on predictive analytics, predictive fit and intent data. Predictive analytics creates a broader profile of a person, Mintigo calls this the customer DNA. An example of this is let's say you're a tech company and you're selling software. What you know about your customers is fairly light: you know their name, title, email and and what they've bought from you, how much they paid and how long ago they bought. That's not a lot of data and it doesn't go very deep into the person. Predictive analytics would gather thousands of data points about that person and add to their profile, to help give you get a pattern of who they really are. Some examples would be: the job title of who they are hiring, what types of tech are they using, what certifications do they have (legal, regulatory, tech). You'd also find out how much they are spending on Google ads and other PPC ads, and what are their geographic trends. You have a broader, richer look at your customer. Predictive fit helps you understand those thousands of data points to find out why you are doing well with certain types of customers, and who else in your database fits that mold. It also helps you understand how to have a sales conversation with that prospect. John goes on to explain what intent data is, how it's useful as well as hi best piece of advice for marketers on this episode of Grow My Revenue. On this episode both John and Jim provide valuable revelations about the latest technology in sales and marketing, and how it can help you grow your revenue. Discover more at http://www.growmyrevenue.com/podcast/competition/
4/4/201635 minutes, 18 seconds
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034 Working With Gatekeepers and Other Sales Strategies | Ian Altman

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 potential client when that potential client has a gatekeeper. Is there a way to work with that gatekeeper or do you have to resort to tricks like dropping by without an appointment? On this special solo show I'll answer those questions. I'll explore how you can work with the gatekeeper to create a valued relationship, and how to make sure you're getting the right people involved in the decision-making process. It's all here on this edition of Grow My Revenue. Listen to this episode and discover: Why you need to know your potential clients' elevator rants. What is the same-side quadrant and how do you use it? What is the difference between impact and importance? What is BANT and why doesn't it apply today? What is the hidden question executives ask themselves? And so much more… Episode Overview Whether you've been in sales for a few months or a few decades you have most likely come across a gatekeeper: the assistant or secretary to a potential client you are trying to meet. Maybe you've tried the less-than-honest approach of pretending to be that potential client's friend or you've dropped by unannounced. And if you did you discovered neither tactic is effective. Today I share what does work when you approaching gatekeepers as well as how to earn the attention of senior executives - two topics that go hand in hand. And finally I'll also give you specific questions to ask to ensure you have all the necessary people involved in the sales process. When you first attempt to get around a gatekeeper ask yourself why you are trying to go around this person? Why aren't you enrolling them to be your ally? This person is someone to build a valuable relationship with for two reasons: first they control the calendar of your potential client and second they are in that role because they want to help people. So if you truly are genuine in asking for their assistance they will give it to you. But if you try to steamroll past them to get to their boss, you'll be kicked to the curb (as you should be). The gatekeeper is someone who has been hired because they are sharp, they are responsible, they are knowledgeable and have authority. Treat them as such, they are not a means to your end. Listen to this episode to hear a real-life example of how I created a lasting friendship with a gatekeeper named Mary, and take note of how you can use my approach for the gatekeepers you encounter. If you are working with your gatekeeper you're going to need to know how to gain the attention of their boss, the senior executive you want to speak to. The best way to do this is to think of what is important to that executive? You can do this by answering the three most common questions executives ask themselves: What problem does this solve? Why do I need it? And what is the likely outcome or result if I move forward with this? Speak to those questions and share what problem you solve, why it's important to the client and the possible end result. By approaching the gatekeeper with that information you've made it known you value the client's time and you genuinely care about your client's needs. Clearly this will take some advanced research on your part but that is your job as a sales person: know your client and their needs. Finally we wrap up this episode by talking about BANT and why it no longer works, and the hidden question executives ask themselves. Both of which you'll want to hear about so listen in to this edition of Grow My Revenue. Discover more at http://www.growmyrevenue.com/business-cast/
3/28/201618 minutes, 45 seconds
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033 Yanik Silver | Evolving Your Enterprise - Doing Good Is Good for Business

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 marketer and repeat best-selling Yanik Silver. On this episode of Grow My Revenue Yanik shares what he means by the term evolved enterprise, why he wrote a book on that subject and why it is the business model of the future. This is an eye-opening, thought-provoking episode you won't want to miss, it'll change how you look at your business going forward. Listen to this episode and discover: - What does corporate social responsibility mean? - What motivated Yanik to write the Evolved Enterprise book? - Is there a link between boostrapping a business and your creativity? Yanik explains. - Do companies with culture outperform the S&P 500? - Why we are hardwired to support businesses with real purpose. - And so much more… Episode Overview If you've never heard of Yanik Silver you've missed out on an incredible businessman's journey. He got started online in 2000, the early days of the Internet and he quickly found remarkable success. Eight years into that journey he had earned in the millions and had published several books, all the while helping thousands of people. But one day he asked himself a simple question: "Am I really happy?" The brutally true answer was no, he was not. He felt there could be more; he could be giving more meaningful work to the world. So he spent time journaling and sorting through what to do next. From there Maverick 1000 was born. He created a company that combined fun things he liked to do as a kid, with ways to grow businesses and also serve his community by contributing to charities. He invited his friends and business partners to participate, that was part of the fun. They went off on an adventure, spent time talking business growth strategies and then made sure to give to a charity through their participation fee. Over time he changed up the business model a bit and tweaked things to become what is the present day Maverick 1000. His book, Evolved Enterprise, also came from that experience. He believes the premise of the book, aligning the soul of your business with more impact, more meaning and more happiness will invariably produce more profits, is the business model of the future. On today's episode we discuss why businesses should embrace this concept now or they'll be left in the dust within 4-7 years. He also highlights some of the biggest mistakes businesses make when trying to do good in their business and their community, and plus the first steps to take to turn your business into an evolved enterprise. A few of the mistakes Yanik sees businesses making when trying to do good internally and within their community is the language they use. Look at the most common description used today: corporate social responsibility. Does that sound like fun? Does it sound like something people get to do, or is it something they have to do? It sounds like an obligation, something they have to do. And that isn't going to inspire hearts and minds to embrace the experience! Yanik gives some great examples of companies already doing this as well as a company that didn't do this well: Kentucky Fried Chicken and its pink buckets for breast cancer. He shares why this didn't work for KFC and how to avoid falling into the same trap with your business. He also gives three steps to start with when becoming an evolved enterprise plus the greatest lesson he has to evolve your enterprise, and how this business model ties into the millennial community so strongly. There's all of that and so much more in this episode of Grow My Revenue with Yanik Silver. Tune in, it's well worth your time and attention. Discover more at http://www.growmyrevenue.com/business-cast/
3/21/201632 minutes, 49 seconds
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032 Joe Pulizzi | Creating Content to Grow Your Business

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 business? You're about to find out on this episode of Grow My Revenue. Today we are joined by none other than the godfather of content himself, Mr. Joe Pulizzi. Joe is the founder and creator of the Content Marketing Institute, he won the John Caldwell Lifetime Achievement award in 2014 and has authored several best-sellers including his latest, Content Inc. We'll talk about all of that and more on this episode. Listen to this episode and discover: - What is Joe's definition of content? - Why you must tell a different story with your content. - What can the El Gaucho restaurant chain teach you about content marketing? - Why you should give away your secret sauce. - How do you create content that isn't biased? And so much more… Episode Overview If there's one thing Joe Pulizzi knows about it's content. In addition to starting the Content Marketing Institute and hosting the annual Content Marketing World event, Joe has published several books on the topic and also released the first documentary on content. But he will be the first to tell you he doesn't know everything there is to know about content, and in fact he continues to learn every day. And he shares what he has learned on this episode. He lets us in on the biggest mistakes companies make with the content they produce, along with a valuable and insightful lesson from John Deere on how to educate, engage and create an intensely loyal following. Joe says there are three missteps companies most commonly make and they are talking about your products and services, not telling a unique story and providing inconsistent content. Most organizations provide content that is primarily about what they offer: their latest bells and whistles, why their features are so great and what benefits they offer to their customers. But the truth is most people don't care! They care about their problems and finding solutions. So stop focusing on your needs and start addressing what your audience needs and wants in your content. The second common mistake is telling the same old story everyone else is. If you aren't unique you aren't going to stand out. If you don't stand out how will anyone find you? If they can't find you they can't become part of your audience, and they'll never become a loyal customer. Find a unique way to tell your story. Third is providing content but doing so inconsistently. Think about it like this: you know when your paper is going to be delivered right? You know exactly when to turn on the TV for the news or for SportsCenter. Your content has to be the same way: exact same day of the week at the exact same time, every single week. Do that and you're on the right track. Another mistake Joe sees is to make a pitch in the content. Don't do it! If you are providing valuable content to someone they are already know you are a resource so you don't have to say it. If you tell them to contact you at the end of your content they're not going to trust you anymore. John Deere is a great example of how to provide content, no strings attached. Since 1885 they've been sending out The Furrow, a magazine for farmers. The magazine addresses farmers' biggest pain points and helps them solve those pain points. Today that magazine is the largest media property in the farming industry: it has 1.5 million subscribers in over 40 different countries and is produced in 14 different languages. In their 120 year history they've pitched their own products or services 12-15 times total. And that's why they are John Deere, the top company in their industry with a fervent following. Discover more at http://www.growmyrevenue.com/business-cast/
3/14/201629 minutes, 32 seconds
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031 Marissa Levin | Why Advisory Boards Are So Powerful

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 to developing and growing your business and your revenue with integrity. On this episode of the Grow My Revenue Business Cast our guest is an expert on this topic. She is Marissa Levin, successful business owner and author of Built to Scale, a book on how to find and implement your ideal advisory board using her S.C.A.L.E. model. Get ready to take some insightful notes as we dig into all of that and more today! Listen to this episode and discover: - When do you need to think about your advisory board? - Why you must be ready and committed to change when you bring on an advisory board. - The 4 biggest mistakes Marissa sees companies make when selecting an advisory board. - Should your compensation for your advisory board be performance-based? - What is a restricted stock agreement and should you have one? - And so much more… Episode Overview Marissa Levin learned firsthand how valuable advisory boards are: her first company is now 20 years old and thriving, but several years ago she felt they had hit a plateau. With over 70 projects going on a time there seemed to be chaos constantly, and she couldn't figure out how to create structure and order. One of her personal advisors suggested she create an advisory board. With that brilliant idea in mind Marissa set out to find out how to do it, she wanted the formula and the process for finding, creating and implementing her board. But there was nothing out there aside from people who said it was a good idea and it should be done. So she used herself as a guinea pig: she went through the process and meticulously documented what worked, what didn't and what she learned. From that came her book Built to Scale and the now-international formula of S.C.A.L.E. On today's show we discuss both the book and what the formula stands for so you can apply it to your advisory board. Also on this episode she explains the top mistakes she sees people making when choosing their board members and how to avoid following in their footsteps, plus a great lesson on how beneficial it is to operate with integrity and the intention to help others. Listen in for all of that and more on this edition of the Grow My Revenue Business Cast! Discover more at http://www.growmyrevenue.com/business-cast/
3/7/201631 minutes, 44 seconds
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030 | 3 Keys to Growing Your Business With Integrity

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'll explain exactly what those are and how to use them in this episode. On this special solo show I'll share the importance of disarming customers in a conversation, why the same-side pitch is a new (and better) variation of the elevator pitch and the proper format to use for an effective case study on your web site. It's just and you me talking about business and integrity on today's episode of Grow My Revenue. Listen to this episode and discover: - Why we usually say "no thanks" when a sales person offers to help us. - The three questions executives answer when making a decision. - What is the same-side pitch? - What is an elevator rant and why is it valuable? - And so much more… Episode Overview When you walk into a store and a clerk approaches you to see if you need any help do you automatically say no? Most people do. Why? Because we don't yet trust them. We automatically assume they are simply asking so they can sell us something, and no one wants to be sold to even if they are in a store with the intent to buy! The same goes for your clients and the conversations you have with them. If going into a conversation you already know they are assuming you are selling to them you can disarm them using authenticity and integrity. To understand what it means to disarm you first have to understand how executives make decisions. They first look at what problem you solve, or why they may need you. Next they evaluate the likely results or outcome they'll receive from working with you. And finally they evaluate alternatives they have vs. reasons they would choose you. Tune in to hear all of that and so much more on this episode of Grow My Revenue. To discover other episodes of this podcast go to http://www.growmyrevenue.com/business-cast/
2/28/201620 minutes, 30 seconds
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029 Chris Yoko | Focusing on Digital Marketing Results

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 many avenues to go down when talking digital marketing I brought in an expert to answer those questions and more: Chris Yoko. On this episode of Grow My Revenue Chris joins us to share his wisdom on the the biggest mistakes most businesses are making in digital marketing today. We also dive into why a high bounce rate from your site can be a good thing and how to increase yours if needed, plus the transformation that focusing on value has created in his business and with his clients. Listen to this episode and discover: -What metrics are valuable to measure from your web site? - What is a bounce rate and when would you want a high bounce rate? - Why you want to repel certain people from your business. - A real life example of how to focus on results and value, versus pricing. - Chris shares the greatest business lesson he's learned. And so much more… Episode Overview Chris is the founder of Yoko Co and widely regarded as an expert on digital marketing. In his time in the industry one of the biggest and most common mistakes he sees is businesses focusing on the short-term issues with their website rather than the big picture. Often a company will say they need their site to be more mobile-friendly and to rank higher for certain keyword terms. While those are valuable considerations Chris has learned to take the conversation one step further: what will happen when more customers can find them with those search terms and what will their customers do with the new mobile-friendly site? More traffic and better usability are important but only if the company is clear on what happens next. If they have more traffic but it isn't targeted the company will only gain unqualified leads that drain the company's resources. It's important to go beyond the short-term fixes and look at the big picture according to Chris. Also important according to Chris is the bounce rate. Often clients have called him in a panic because their bounce rates are very high. To know why this isn't necessarily a bad thing you have to know what a bounce rate is exactly: it's the number of people who visit your site and then leave after the first page. Having a high bounce rate isn't bad because it can simply mean your customers are getting what they need from that one page. Maybe they want to find you on social media and they can do that from that first page they visit. Maybe they want your address or phone number and they get it from the first page, so they leave or "bounce" from your site. A high bounce rate can also help a company sort out the unqualified leads without using resources from their sales and marketing staff to do so. Chris gives more details about this on the show including his tale of one of his clients who offered services starting at $50k. By spelling that out on the first page of the site they were able to field calls and emails only from highly qualified potential clients and that helped their staff save time and create more revenue. If you're still getting unqualified leads and wasting precious resources sorting through them Chris explains how to change your site so you can increase your bounce rate too. On this edition of Grow Your Revenue Chris and I discuss how to shift client conversations from pricing to results and value, he gives an actual example of doing so and what that has meant for his business. We also get into the importance of feedback. Tune in to hear all of that and more! To learn more go to http://www.growmyrevenue.com/business-cast/
2/22/201626 minutes, 17 seconds
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028 Jenny Shtipelman | Tips for Successful Business Banking and Funding

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 a venture capitalist? How do you know what banks are looking for? And are there ways you can increase your chances of getting financing? Joining us to answer those questions and more is commercial lending expert, Jenny Shtipelman. On this episode of Grow My Revenue Jenny and I discuss how to create and sustain the best possible relationship with your banker, and much more. Listen to this episode and discover: - What are the biggest pitfalls businesses make when requesting a loan? - What it says to a bank if you aren't willing to sign a personal guarantee. - What is the two bucket scenario and why is it important to the lenders? - What can you do to increase chances of a good relationship with your bank? - Why systems are so important to your potential lender. - And so much more… Episode Overview Jenny Shtipelman is a rarity in the banking world: she's the type of person who will give you honest advice, even if that advice is to work with someone else. And the advice she gives is always solid: she's spent nearly 15 years in the commercial banking industry and worked in personal finance before that. If it involves lending or finances she knows about it! On this episode Jenny shares the three things banks look for when you're requesting a loan for your business, why personal guarantees are so critical and when you should approach a bank for financing and when you should ask a venture capitalist, or if you should do a combination of the two. Jenny says the three things banks look for when deciding whether or not to approve a loan for your business are: 1. You must show the bank either via history or projections that you will be able to service the debt you are requesting. 2. You must have some type of collateral. It could be real estate (but doesn't have to be), or it could be something like accounts receivable. The types of collateral will vary depending on your business but be prepared to have something of value to back up the loan. 3. It's critical that the principals behind the business have a habit of showing they pay their bills. If they can prove this they are showing the bank they are responsible, and it will weigh in favor of the loan being granted. Whether you approach a bank for a loan or a venture capitalist for funding will depend on your business, and your business goals. Banks in general are far more bottom line-driven, meaning they are looking for cash flow and profits. Venture capitalists are top line-driven, they are looking for revenue growth and other top line indicators. So if you are anticipating exponential growth you should talk to investors. If your bottom line is solid and you are projecting an increase there you should approach a bank. You can do both venture backing and bank financing. This is especially true if you have controlled growth - the type of controlled growth that allows you to give some equity and take on debt while still meeting your numbers and serving that debt. Banks generally look favorably on companies with investor backing, it shows them other people have some skin in the game of the business' success too. Also on today's show Jenny and I discuss why personal guarantees are a necessity (at least in the early stages of your banking relationship) as well as her top tip for creating a strong relationship with your banker. You'll hear her candid and knowledge advice on all of that on this edition of Grow Your Revenue. For more information go to http://www.growmyrevenue.com/business-cast/
2/15/201622 minutes, 32 seconds
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027 Jack Quarles | Understanding The Mind of The Buyer

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 building a trusted relationship that lasts. An expert on this topic, and my co-author on Same Side Selling, is here for today's episode: Mr. Jack Quarles. Jack has been in the procurement/buying side of the sales equation for nearly two decades. On this episode of Grow My Revenue Jack shares his insights on what's going on in the minds of buyers and why those insights are so important for sales professionals. Listen to this episode and discover: - What is the biggest mistake sellers make when approaching buyers? - Why focusing on saving your buyer money will often backfire. - This key phrase instantly positions you to be seen as a trusted advisor: what is it? - When someone leans on price what is Jack's immediate response as a buyer? - What is the value of disarming the potential buyer? - And so much more… Episode Overview With almost 20 years of experience under his belt, Jack Quarles has earned the title of expert in the world of procurement. He has seen and experienced firsthand nearly every possible scenario a buyer could, and he's lived to tell the tale! One of the many reasons I brought him on as a guest is because of his experiences and expertise. On today's episode he specifically shares the biggest mistake he believes sellers make when they approach buyers, why focusing on price doesn't work with today's sophisticated buyers, and the two questions he always recommends buyers ask a prospective vendor (and why they are important to know as a seller). The biggest mistake he sees sellers make when approaching buyers is focusing on price. Buyers today have gone beyond the budget-based buying of times past; they are sophisticated and understand the lowest price is not necessarily the best fit or the best value for their company. As a seller it's imperative you convey to them that you understand that they are a sophisticated buyer, one who looks at both price and at value. Let them know you know they are looking for long-term value and a long-term relationship that goes beyond what you are selling and in fact can overlap and reduce their costs in other areas as well. When you can share that understanding they will begin to see you as a trusted advisor. In alignment with the focus on value and price, there are two questions Jack always recommends you be prepared for from a potential vendor. These are the two questions he encourages any buyer to ask during a sales meetings with potential vendors. The first question is what kind of company is your best fit and what are some of your success stories? The second question is who are you not a good fit for and who are some customers you brought in that didn't work out and why wasn't it a match? These questions are important because authentic answers from you as the seller will give you an honest assessment of where you deliver a ton of value and results, and where you do not. If you can give real answers to the vendors, your potential new clients, they will again trust you as an advisor and a resource. Even if you don't make the sale if that vendor trusts you they are very likely to give you referrals from people they know: all because you were honest and authentic. Also on today's show Jack shares the difference between resources and results in a sales situation, we play a word association game where he says whatever comes to mind when I ask him certain phrases sellers use during a sales process and Jack gives the greatest advice he has on creating a better relationship between buyer and seller. Be sure to listen in and then apply what you've heard today grow your revenue. Discover more at http://www.growmyrevenue.com/business-cast/
2/8/201633 minutes, 34 seconds
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026 Robert Richman | What Makes a Successful Culture

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 failure) of an organization? Widely regarded as an expert on the topic of culture is Robert Richman, our guest on this show. He was the chief culture strategist at Zappo's under Tony Hsieh and founded Zappo's Insights which went on to be a multi-million dollar business on its own. He is also the author of Culture Blueprint and is here to answer those questions. Listen to this episode and discover: - What is the power of a strong culture? - What did Steve Jobs say was his greatest invention? - Why a quiet culture can be a bad sign, and what to do about it. - Why explicit permission is so vital to your company's culture. - What are the two conversations around culture? And so much more… Episode Overview When asked to explain what he thinks culture is Robert says the very act of defining culture is valuable to organizations. He has asked numerous audiences during his speaking career and has gotten various answers - all of which are correct. The important takeaway he emphasizes to his audience and on today's show is to start talking about culture. It's how you'll define yours and how you'll start to shift it. He also explains culture is something we can all pick up on within just a few minutes of being in a company's offices. Even though you may not be able to put words to it you'll know what a company is like just by being around the environment and the people for a short length of time. Because of that we are all experts on culture, we all understand culture is important to the success of an organization. Much like watching a good basketball team that is well-coached, has played together for awhile and knows each other, connections in a company are formed among the individuals and trust is created through those connections. That's when a culture is strong, but what happens when it's not and it's time to work on strengthening or repairing the culture? Robert has seen more than his share of mistakes made in this area, the biggest of which is telling people what to do. Giving people directives, even to do things they want to do, only backfires. You have to let people opt in, participate and choose for themselves otherwise whatever you tell them to do won't work. Some of the companies he's consulted with have had leaders who wanted a certain performance or objective to be reached. And rather than allowing their people to give ideas and feedback the leader simply mandates the actions needed to be taken by the staff to achieve that end result. The best way to work with your team to create a strong culture and implement objectives is to present the idea, ask for feedback, ask for your staff's input and ideas on how to make that happen. And always be open along the way: your team may have better ideas than the ones you have thought of so be open to hearing them and changing direction accordingly. Also on today’s episode Robert shares the symptoms indicative of a culture issue, the first and most important step to take to address the culture issue and the top excuses he hears from executives on why they can't make changes to their culture. Because culture is such an important factor in the success and growth of a company be sure to listen in and get ready to implement what you learn on this episode of Grow My Revenue with Robert Richman.
2/1/201630 minutes, 54 seconds
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025 Your Three Biggest Sales Questions With Ian Altman

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 your client? (3) What about the issue of qualifying - how do you know if you're addressing what your clients need versus your own? Those are the three hottest questions I've been asked of late, and because they've been coming up so often I wanted to spend this time answering them for you on today's show. Listen to this episode and discover: - How do you tap into what's really important to your client? - What is the key to qualification and urgency? - How to remove the risk of working with you over your competitors. - Can urgency ever be created by you for your clients? - And so much more… Episode Overview Of the three questions I've been asked so often lately the first one to start with is qualification. On this topic the one thing you have to remember when qualifying any deal or potential client is this: it doesn't matter what you think is important, all that matters is what the client thinks is important. When you understand that and work with that knowledge, then you have the chance to create a long-lasting partnership. And that moves us to the second question around urgency. Can you actually create urgency on behalf of your client? Can you make them feel the urgency of doing a deal? And the short answer is no. The longer answer is you can ask questions that will help create an awareness of certain conditions that could create urgency for them. This is often a risk/reward situation so if you approach it factually you can better assess whether or not there is the potential for urgency down the road. The third question I've been asked so often lately is what to do in competitive scenarios. How can you tell where you stand among your competitors in a given situation? The first rule here is to never talk trash about anyone else in your industry, not ever. Even if you're telling the truth it will still sound like sour grapes to other people, and that's not a reputation you want to have. But what you can do is spell out what you understand the potential client's needs are, and then provide the questions you think would be beneficial for them to ask of anyone they work with. Then finish with an offer to begin a working relationship with them on a shorter contract. For example if the usual contract is three years offer to work with them for the first six months to make sure they have what they need, and then if you're both happy you'll sign the usual three year contract. You can tell them you are so confident they will be happy with your services you are willing to prove it before getting a long-term agreement. By doing so you are removing their risk, you showed them you are more interested in their outcome and their results than you are in just making the sale and closing the deal. And even if they don't choose to work with you you've provided questions they can ask of anyone to be certain they get what they need. You've set yourself apart from everyone else in your industry and every potential competitor by putting their needs ahead of your own. Also on this special solo episode I'll talk you through the exact sequence of questions to ask when you're approaching a potential client who is already working with another vendor in your industry. I'll tell you exactly what to say to get an honest assessment of their needs and any potential areas you can fix. Tune in to hear exactly how on this episode of Grow My Revenue.
1/25/201620 minutes, 1 second
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024 Tallat Mahmood | How to Prepare Your Exit Strategy

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 most effectively. For the last 12 years Tallat has been working with small and medium-sized businesses to raise millions of capital for growth and has helped with mergers and acquisitions transactions for exits. And he shares what he's learned from those experiences including the essential elements in a business plan to raise capital and sell your business plus the biggest mistakes he sees companies make when creating a business plan. Listen to this episode and discover: - What is the best time to think about selling? - What creates the greatest value for a potential owner? - What types of companies are best suited to which types of exits? - How to make accurate financial assumptions if you're just starting out. - What is the sensitivity analysis approach and how should you use it? - And so much more… Episode Overview In the dozen years he's worked with various companies that are ready to sell the biggest mistake he has seen is they aren't as ready to sell as they think they are. In fact most companies are grossly underprepared. To avoid that same fate Tallat encourages you to begin with the end in mind - consider your exit strategy from day one. Doing so will help you be prepared to sell of course, but it will also help you grow your business most effectively between now and the day you sell. If your business is already underway create a business plan or update your existing one. Tallat says it's a must for any business to put together a business plan. And there are certain elements he considers necessary in that plan. The first is your product or service. In this section of the plan you must explain the demand for your product or service, the need it fulfills and the pain points of your customer. If you do something better than the competition highlight that here. The next section is the target market. Who is yours? Identify them and be specific; then discuss the size of your market, the future of it, how it will grow, who else competes in that market space, how strong they are and how quickly this particular market is going to grow (so you can show the growth potential of your business along with it). Next is sales and marketing. Explain how you're going to reach your target market, how you'll sell to them and get in front of them. Detail how you will reach your first 1,000 customers and how they will reach out on your behalf to generate your next 1,000 customers. This should be strategic and thorough. You'll also want to have a section for your financials including metrics to show you are on course and your forecast for the future (i.e. what you expect your business will do in the next few years in terms of cash, balance sheet, etc.). You'll also need to explain your assumptions here, so give conservative, aggressive and mid-range projections with explanations within each. Tallat also shares what to include in the team management section (and why it's so critical for selling your company to any investor), the types of exits available for different businesses and other key factors investors look at when evaluating your company. His expertise on this episode is plentiful, get ready to learn and then apply it in your business today to grow your revenue! Discover more: http://www.growmyrevenue.com/podcast/tallat-mahmood/
1/18/201631 minutes, 30 seconds
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023 Bill Cates | How To Earn More Referrals

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 scores, by simply asking or is it something else? Our guest today has the answers. Bill Cates is the CEO and creator of Referral Coach and he’s known as the expert on referrals! On this episode we’ll talk about the myth of customer loyalty, the biggest mistakes he sees companies make when asking for referrals and his formula for generating for personal introductions. Listen to this episode and discover: - What is the customer loyalty myth? - What does appropriately proactive mean? - Do rewards programs work? - What is the best way to ask for a specific introduction? - Why a value-centered approach produces better results. And so much more… Episode Overview As a Hall of Fame speaker and best-selling author on the topic of referrals Bill Cates knows exactly how to utilize referrals and personal introductions and create business growth. While he agrees with the conventional wisdom that loyal customers help our business stay in business he goes one step further and says to truly expand exponentially we have to leverage those happy customer relationships. One of the biggest mistakes he sees businesses make when trying to leverage those relationships and ask for referrals is not doing it! The next common misstep is to position the referral as though the other person is doing us a favor rather than the referral receiving value. And the way you avoid that misstep is to be referable. If your customer or client sees you as honest, trustworthy and a source of value for them they are far more likely to refer you because they know the person they are referring you to will also be receiving value. How do you know if you are referable? The best way is to have a value discussion and check in on your customer’s ongoing experience. Are they getting what they need? If not how can you provide that for them? By checking in regularly you’ll address any issues that come up and will be able to keep them happy with your products or services. And if they are happy you are referable in their eyes. Once your clients see you as referable how you get those referrals and turn them into clients is done differently today. According to Bill the way we connect with our referrals today has changed. No longer can we simply use our client’s names when calling our referral lead, people today are difficult to reach and may not call us back. But if we are personally introduced in a way that makes sense for the person we’re meeting we can then call the new lead and get a response. Again the best way to do this is to have a discussion with your client who is referring you and find out the best way to get in touch with this new referral. Does it make the most sense to go golfing together or have lunch? Or will a simple email introduction suffice? Ask your client and follow their lead. Also on today’s episode Bill shares his one piece of advice on growing your business through personal introductions, what to do with your net promoter scores and other referral-related insights for growing your revenue in a way that produces tangible, immediate results. Discover more at http://www.growmyrevenue.com/podcast/bill-cares-earn-more-referrals/
1/12/201626 minutes, 34 seconds
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022 The Sales Zone | How to Find and Attract the Right Sales Candidate

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 your needs and be happy with their jobs? Here to answer those questions are Debbie Doak and Kim Cole of The Sales Force. On today's episode we'll discuss finding the right candidates, why hiring millennials is different than any other generation, how to always have a good interview no matter and the biggest interview blunders they've seen (and how to avoid them). Listen to this episode and discover: - Why posting and praying isn't enough when hiring a sales person. - What are some of the best (and worst) questions to ask during an interview? - What role does social media play today in sales recruitment? - Does it pay to make a YouTube video about your company's openings? - Why there is no such thing as a bad interview. - And so much more… Episode Overview The Sales Zone was started by Debbie and Kim back in 2000, with an initial focus on placing customer-facing or revenue-impacting candidates, or both depending on the company's needs. Over time they've grown to work with C-level candidates as well, and today they find top quality hires for nearly every industry. One of the most critical mistakes they see executives make when hiring for a new role (sales or otherwise) is not clearly defining that role and what success looks like for the person in that role.Too often employers say they want to hire a good sales person or something of that nature; you must be more specific. As the employer if you don't know exactly what you need for the position you are hiring for you won't find the most qualified candidate. And if you don't know what you expect from them in order to be successful once they are hired you'll have a hard time creating a successful employee. Once you're clear and you've moved into the interviewing process there are a number of things to consider including the different way to position yourself and your company in the mind of a millennial. The construct of a job and the title are incredibly important. A millennial is far more likely to respond positively to a title like customer success manager (as opposed to account manager). Also a millennial is not comfortable with the idea of selling, but they are comfortable with helping others and providing solutions. So keep that in mind as you are interviewing with them. Rather than asking where they want to be in 5 years you can ask them what types of problems they see themselves solving for their customers, their companies and society at large. That is the type of question that will engage them and they will see your company as a place that is a good potential fit for them. It's important to remember that the interviewing process is a selling opportunity for both sides. Even if you don't hire the person you want them to be left with a positive impression of you and your organization. Down the road they may look to you as a potential service provider, or may apply to work for you again. And with employee competition fierce - even big companies like GE have announced talent acquisition is a strategic problem for them - you want to be certain everyone you meet with thinks highly of you after regardless of the outcome. On the topic of talent acquisition Debbie and Kim also explain where they get theirs from by breaking down each individual piece of their sales candidate funnel, and they also give one piece of advice on how to find and attract the right sales candidate for your company. Finding and attracting the right talent is crucial to the growth and success of your company and its revenue. Discover more at: http://www.growmyrevenue.com/podcast/sales-zonehow-find-attract-right-sales-candidate/
1/4/201637 minutes, 36 seconds
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021 Jonathan Krinn | How to Embrace Innovation in Your Industry

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 team, no matter your industry.Jon 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 team, no matter your industry. Listen to this episode and discover: - Why did Jon name his restaurant Clarity? - What is his secret to an engaged, happy staff? - Why do you have to trust your product? - How being vulnerable with your team translates to success. - And so much more… Episode Overview Jon Krinn started this current journey by attending culinary school in France, New York and Washington, D.C. for 12 years. When he finished his schooling he was fortunate enough to work with some of the best chefs in the world. Then in 2010 he was offered an opportunity to work in the field of innovation marketing, and even though it wasn't culinary in nature, he jumped at the chance. It appealed to him because of the unique experience it offered him. He pursued that path for the next 5 years before opening his creative bistro/culinary hangout Clarity. On today's show we dive deeper into why he opened Clarity, and what insights he brought with him from his time in the innovation marketing world and why that's made Clarity so successful. We also discuss how he keeps his staff happy, a notoriously difficult feat in the restaurant field. One of the first things Jon wanted for Clarity was to have an open kitchen. Most restaurants have a closed kitchen: you're not able to see what the chefs, line cooks and prep cooks are doing to create your meal. But with Clarity you get just that: clarity on what goes on "behind the scenes" and people appreciate the transparency it offers. That clarity and transparency don't just apply to the restaurant industry, they apply everywhere. As Jon says on this show if no one sees it, no one buys. If no one can see what you're doing and how you're doing it they are far less apt to buy from you. Give people transparency and they'll trust you and buy from you. Another way to create trust is vulnerability. Jon is vulnerable with his team and it's made a big impact. According to Jon if you're vulnerable with your team it shows you are human, you aren't always right and you aren't made of Teflon! When your staff knows you're human they simply trust you more which goes a long way towards creating a positive environment for everyone from your staff to your clients. Jon continues that culture of caring by taking care of his staff first. He works to make their lives more fulfilling and that translates to a better overall customer experience. When the staff is happy they make the customers happy! The same is true for your team. One specific way Jon does this is by asking for their ideas. He lets everyone know that no one is smarter or better than anyone else on the team, they are all equals and all ideas are welcome. And not only does Jon care about their ideas but he gladly gives credit to his entire staff on a regular basis. So often when a restaurant or company succeeds it is the owner, the CEO, or another high-visibility position that gets the credit. But that success couldn't have been achieved without the contribution of everyone on the team. Listen in to this show to find out more about Jon's keys to success including the importance of restating your mission and vision statements regularly, and why you can and should innovate when something is broken in your industry. Jon's insights go far beyond the restaurant world, listen in and apply them today to grow your revenue.
12/25/201530 minutes, 15 seconds
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020 Joey Coleman | How to Stand Out With Exceptional Customer Service

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 Coleman. And he joins us on this episode of Grow My Revenue. Joey is the head of Design Symphony and is a branding, design and customer service enthusiast. During our chat we talk about those topics, specifically why your business should spend money on customer experience, the six key ways to be memorable in your customer's eye, and why being different today is one of the most interesting things you can do in the marketplace. Listen to this episode and discover: - What's the fastest way to increase your bottom line? - What comes first: a happy customer or a happy employee? - Joey's favorite airlines and what it will teach you about customer service. - Who are coupons really presents for? - Why "spraying and praying" doesn't work. - And so much more… Episode Overview Joey has a love of customer experience, branding and design that fuels his days now. But his background is vast: he's been a criminal defense attorney and has worked for the Secret Service and the CIA. Today he comes to us from his home on a mountaintop in the middle of nowhere in Colorado. We talk about the top three reasons he believes companies should be investing in customer experience, the six keys to creating a truly memorable experience for all of your customers, and the greatest lessons he's learned about business throughout his career and his life. When it comes to investing in customer service, customer relations and customer experience Joey sees time and time again with his clients that this is how you stand out in the marketplace now. Over the years various companies have embraced other ways to make themselves top leaders, but today more than anything the experience your customer has is going to be a determining factor in how well you do. And because so much is riding on it it is his first reason to invest money in that area. His second is it's the fastest way to see growth in your bottom line. When your customers have a great experience with you they tell everyone about you, they become your outsourced sales team and increase revenue and profits! The third reason Joey gives to invest in your customer experience is you'll enjoy your work more. When you know you are creating something positive and memorable for others your love for what you do will only grow, and the same goes for your employees. Joey goes on to explain what comes first: the happy customer or the happy employee? He gives an answer that you'll have to tune in to hear. But he does give us some key ways to create an experience with your customers, including the three ways most companies are doing this and three ways very few companies are. The obvious ways and the ways most companies connect today are email, phone and in person. But we spend far more time talking about the two less obvious ways to connect: physical mail, and video. When's the last time you sent a customer something in the mail? Or what about creating a short video just to say hi and check in with your customer? If you're like most companies you haven't done either of those lately, or perhaps not at all. On today's show Joey goes on to explain why "selfie" videos are far more effective than a glossy studio production, why snail mail is such a surprise today, as well as what his 30 day challenge is and why it's worth doing. Strap on your seat belts and listen in while Joey takes you on an incredible journey through the world of exceptional customer service to help you grow your revenue.
12/21/201532 minutes, 44 seconds
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019 Top 2016 Business Trends | with Ian Altman

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 wanted to give you the top 2016 trends in business. Specifically on this episode I'll delve into the most impactful trends like millennials, commodity products, investing in non-sales people to grow your revenue and scarcity vs. abundance in the marketplace. Listen to this episode and discover: - How to sell to millennials, and why you should. - Is Amazon really killing businesses? - How to compete on value, not price. - You'll be at a disadvantage if you don't train these people: who are they? - And so much more… Episode Overview Of the top trends I see coming in 2016 I chose a few to discuss here that are going to have the most impact on your bottom line.
12/12/201520 minutes, 16 seconds
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018 Jill Konrath | How to Experiment and Sell More

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 perspective on both of those questions, and the subject of sales in today's ever-changing world. Jill Konrath, three-time best-selling author and sales methodology expert, joins us to talk about why a sale equals a change in the status quo for the customer, why experimentation is powerful and necessary in today's sales culture, and why sales is no longer a numbers game but a game of learning more and learning more efficiently. Listen to this episode and discover: - Is everyone in constant learning mode and, if so, what does that mean for sales? - What is the only thing that counts in a sales meeting or call? - When is the only time someone wants to change? - Why training itself isn't necessarily effective. - If you want your team to sell more should you make it a numbers game? - And so much more… Episode Overview Jill Konrath has written several books on the subject of selling, all of them best-sellers, and is considered to be an expert on how to approach selling, and sales methodology. One of the interesting points she raises on this episode is why a sale equates to a change for the customer, and why that change is sometimes the thing that stops a sale from happening. Selling is about aligning your products and services with your customers, according to Jill, so the only thing that really matters is how they perceive you: are you offering a solution, are you a resource for them? Presenting yourself in that way is a step in the right direction. But you also must remember you are selling change. Even if this is a change the customer wants - and 95% of them don't - it's still a change. No one wants to make a change unless they have very good reason for it. So rather than talking about the benefits and features of what you offer, next time think of yourself or your sales team as agents of change and prepare your pitch from that perspective. Not sure what being an agent of change actually looks like in real life scenarios? Experiment. The companies that are excelling at sales are the companies that have created an environment of experimentation. Their teams are learning, experimenting and adapting, and sharing results. Encourage your teams to do the same: experiment, share the results among everyone, then notice when changes occur and adapt to those changes. If they normally get 10 leads for every 100 calls they make what can they do to get 12 leads? Experiment til it happens and then share what worked to create that result. One of the final pieces of advice Jill shares on today's show is the process for rapid learning. She says rapid learning is one of the best things anyone can do to accelerate their growth at every level. And she shares the rapid learning process: first figure out what you have to learn: is it a new market, a new product, a potential new client. And then find the most crucial information on the subject and ask yourself what is critical and what can wait. Take the critical information and learn it in a sequential order. We also dive into her insights on the perspective you should take when approaching a potential client, what it means when you haven't heard from a customer and more. Tune in for those pearls of wisdom and act on them to propel your sales to the next level. More available at http://www.growmyrevenue.com/business-cast/
12/5/201532 minutes, 58 seconds
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017 Joe Mechlinski | How to Grow Regardless

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 recognized as a "best place to work" over hundreds of their competitors. Listen to this episode and discover: - Why treating everyone with the same level of respect impacts your business. - Should you treat your employees like clients - and vice versa? Joe answers. - The two ways to know if your employees are not engaged. - Specific suggestions to get your employees engaged. - What's the greatest business lesson Joe has learned? - And so much more… Episode Overview Today the companies that are succeeding are the ones who treat their employees like clients, and their clients like employees. Research has shown time and time again this method pays off; it's where the marketplace is going and successful companies are falling in line. Our guest for this episode, Joe Mechlinski, shares his strategies for helping your company do the same. His first recommendation is to find a way to make sure everyone feels heard, valued and appreciated. Make the decision that there are no second-class citizens in your business, whether from the janitor to the C-Level executives. His second recommendation is to find out if your employees are actually engaged. He has two ways to know: the first is to measure. You can connect with them weekly through a service like Tiny Pulse; send out weekly emails and listen to what they have to say. The second way to know if your employees are engaged or disengaged is to look for the invisible. Do not look at the revenue or profits, but notice if there's a lack of consistency and follow through. Is there a lack of collaboration, a lack of overcommunication and declining response times? Are deadlines being missed and meetings starting late? If so you have disengaged employees. Also if you start hearing the word "trust" it can indicate your people coming from a place of fear rather than faith. In general if you have the sense that people are participating at more of a practice camp level versus playing in the Super Bowl, Joe says you have a lack of engagement. On this episode Joe also shares what to do when there's disengagement in your workplace, a real world example of taking a good company to earning the title of "Best Place to Work" and the greatest business lesson he's learned during his career. Joe provides actionable tools and lessons, listen in to hear them and then implement them in your business.
11/29/201528 minutes, 46 seconds
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016 John Jantsch | How to Get The Most Referrals For Your Business

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 them, what results really are and how to cross-sell within your company. Listen to this episode and discover: How can you make it easy for people to refer you? What are trigger phrases and how do they relate to referrals? How to cross-sell within your company effectively. How to make price an insignificant factor in a deal. What channels should you focus on to create more sales? And so much more… Episode Overview 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 them, what results really are and how to cross-sell within your company. Traditionally case studies have been used by companies to show a potential client how they can be helped by a product or service. The case study is generally formatted to show who the client was, what the client's problem was, how the product or service being sold solved that problem and the results the client received after purchasing the product or service. This approach may not always work according to John. A more effective approach is to use a case study to who the issue the client was facing, the consequences they endured as a result of not having that issue solved and then the results the product or service gave them. In essence when using this second case study method you share what your client is trying to do, what their objective is, how we're going to measure it and what's the value if you succeed in giving it to them with your product or service. Your job is to attach value to what you are selling so the client sees it as an investment, and they see the price of the loss they are facing if they don't buy it. When you hear John's philosophy on what a sale actually is you'll understand where his case study approach comes from. John believes a sale isn't a sale until the client receives a result. This is unlike how many people view a sale: a sale is a sale when the deal is closed. And when you apply this perspective you're far more likely to generate easier, more effective referrals. Why? Because you have quantifiable results for your clients, who will be singing your praises to anyone who will listen! And with those results under your belt you build a stronger belief in yourself, your team and your business which in turn brings in more of your ideal clients. Learn more: http://www.growmyrevenue.com/business-cast/