Grow My Revenue Business Cast

In this episode, Ian discusses the importance of having a specific plan in place to achieve sales goals. Simply setting a goal is not enough; it's crucial to identify the clients and industries that will contribute to the goal and create a strategy for reaching them. Top performers develop a clear plan with contingencies and solutions for potential roadblocks. Without a specific plan, blaming external factors for not reaching sales goals is just an excuse. Join Ian in this episode to learn how to create a roadmap to success in sales.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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Do you struggle to keep people engaged during a live event? In this episode, Ian is joined by Founder and CEO of Go West Creative, David Fishchette. David shares his insights and tips on creating live events that captivate and engage audiences. David believes in the power of authenticity and shares his secrets on how to infuse that into your events. David also delves into the importance of having clear themes throughout your event and delivering key takeaways that your attendees will remember long after the event has ended. Don't miss this opportunity to learn from one of the best in the industry and elevate your skills at captivating your audiences during live speaking events. David Fischette is the CEO and Chief Creative of award-winning Go West Creative in the live event, media, and entertainment industries. He has over 30 years of experience, has produced live concerts and won awards such as "Top 50 Events Companies" and "Top 100 It List for Event Agencies". David Fishchette has established himself as a c

When gifting a client, the gift should signify the value you place on the relationship. In this episode, John Ruhlin from Giftology joins Ian to delve into the world of gifting in sales and how it can be used to cut through the noise, drive referrals and increase top of mind awareness. We cover the reasons why gifting is an effective strategy in sales, the importance of focusing on the recipient, and the different types of gifts to stand out. Additionally, we discuss the timing of gifting and how to integrate it into your sales process for maximum impact. So, tune in and learn how to effectively use gifting to grow your business and strengthen your client relationships. If you are looking for guidance on gifting for your clients, visit Giftology hereConnect with John Ruhlin : john@giftologygroup.comLooking 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: LinkedinTwitterWebsi

Although AI is a fast growing and useful tool when it comes to marketing and sales strategies, you can still fall into a common trap. Whether using Artificial Intelligence or learned sales strategies, you must make sure you are asking the right questions. In this week's episode, I share with the key questions and strategies to uncover your client's true problems and provide the necessary solutions. AI is a powerful tool that can be very beneficial to business but if you don't know how to ask the important questions, you will still struggle to sell. 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

While battling addiction, Michael Brody-Waite found himself at rock bottom and as a last ditch effort he went to rehab. During rehab Michael learned three key principles for recovering addicts, rigorous authenticity, surrender the outcome and do uncomfortable work. Michael used these principles to grow a very successful CEO, leader and author. In this episode, Michael shares how the three key principles of rehab helped him become successful. Join Ian and Michael in this interview as Michael breaks down how important it is to have ambiguity, follow a consistent process and seek mentorship to achieve success. Grab a copy of Great Leaders Live Like Drug Addicts HEREConnect with Michael Brody-Waite: LinkedInWebsiteEmail : addictiveleadership.comLooking 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Are you stuck with delayed deals? Do you clients lack a sense of urgency to solve their problem? This is a common problem salespeople deal with when trying to finish a deal. However, you may be falling into a common trap when qualifying your leads that ends in a delayed deal. In this week's episode, I share with you the strategy and questions to ask when qualifying leads to determine the clients problems and urgency. By asking the right questions and showing up to solve and not sell, you can find yourself avoiding the common problem of delayed deals while increasing your business success. 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Why do customers buy from you? When trying to sell, you may be falling into the common trap of focusing on why your products or services are the best. No matter how good your product or services are, clients buy because of what problems they help solve for them. In this episode, I am joined by Karen Hayward, author of Stop Random Acts of Marketing. Karen shares her insights and tips as a sales and marketing consultant for mid-market CEOs. Join us in this episode as Karen shares how to tap into the voice of the customer and understanding how they actually buy to improve your business success. Grab a copy of Stop Random Acts of Marketing HEREConnect with Karen Hayward: LinkedInEmail : KHayward@Chiefoutsiders.comLooking 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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

What can bad driving and bad selling possibly have in common? During this episode, I share how these two correlate and what lessons can be learned from each. Join me in this episode as I discuss the best practices to increase your business growth and sales success.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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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.In this episode, I share a much more effective tactic you can use to connect with your clients and enrich the sales process.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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Whether you are reselling someone else's products or services or you have independent reps who sell your products, there are key mistakes you want to make sure you avoid with channel partners. In this episode, I share with you the best strategies to use when selling with channel partners to work together and implement your sales processes. Channel Partners can be a great resource for your business to increase your sales and capitalize on existing relationships as long as you are able to avoid the traps many fall into it. Join me in this episode to learn how to ensure success with your clients and collaboration with you Channel Partners.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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

As the end of the year approaches, it is a time most sales people are trying to win year end deals. However, there are key mistakes salespeople make that end up adding a false sense of urgency and a need to discount their products or services. In this episode, I share the key steps to increase your success for year end deals by showing up the solve the clients problems instead of just selling. Quotes:"The biggest mistakes that I see people make those come down to creating a false sense of urgency.""Accept the fact that sometimes our urgency is not aligned with their urgency and if it's not, then rather than jeopardize the relationship and try and push for a deal when it's not right, just be willing to push things off a little bit."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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Have you spent endless hours putting together the perfect proposal only to not be chosen by the client? You are stuck wondering how you did not land the deal because your proposal was detailed, well put together and shared all of the information about your company. Well, you may have fallen into the common trap most proposals do. In this episode, I share with you the most important questions to ask and how to trap to avoid the common proposal traps. Using this method will show you how to focus on the client and increase your business sales success. Quotes: "No one cares about your qualifications. No one cares about your experience. No one cares about how many offices you have, or how many employees or how many partners, or how many associates, what they care about is how well do you understand their situation?"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:  • Linked

On this Thanksgiving special, I take a look back at this year and share my gratitude for clients and lessons learned.Join me on this episode as I share some key sales tips of this year and how thankful I am for all of you in the Same Side Selling community.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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Have you been working on a deal for weeks but it feels like its dragging on and there doesn't seem to be any urgency? You may be making the common mistake of not asking the one question for success.In this week's episode, I share with you the one question to ask to determine whether the potentials clients problems are worth solving. Using this method, you can prevent wasting time on client's who do not have urgency and do not see your expertise in solving their problems. Quotes:"Effective sales is not about persuasion, or coercion. Effective selling is about getting to the truth as quickly as possible"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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

Are you doing cold outreach but getting zero responses? Cold outreach can be a great tool in generating new leads. However, it can also be detrimental to your business if you aren't executing it properly. In this week's episode, I share with you the many mistakes salespeople fall into when doing cold outreach and how you can fine tune your practice to increase your response rate. By using these two simple strategies I share with you in this episode, you will be able to capture a potential client's attention, show up to solve not just sell and also increase your business growth. Quotes: "We want to make sure that we're not just using automation to make ourselves look foolish. Instead, we're using the technology that is out there to do our homework in advance”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: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

When you are recruiting talent, are you searching for candidates who fit objective criteria? This is one common mistake across sales organizations when growing their sales teams. Although you do want to make sure you have a qualified candidate, you also want to make sure you are recruiting sales people who are looking for the same culture and environment that you are investing in as a company.  In this week’s episode, I share with you the best practices when recruiting talent to find candidates who will be long term invested in the culture of your company, not just on sales.  Quotes:  “If we're just selling salary, then don't be surprised when somebody decides to move because someone else pays them a little more salary. But if they're aligned with our culture, they're likely to want to stick around, because it's going to feed them in ways that go beyond just their salary” “So remember when we're recruiting, we're in essence selling our culture and if we don't sell our culture, then all we'r

A voicemail is an opportunity for you to pique a potential client’s interest. However, many fall into common traps that inevitably set them up for failure. In this week’s episode, I am going to share with you 3 common traps I see sales people fall into with voicemails. Join me in this conversation as I give you tips on the best strategy when calling potential clients and voicemails to help increase your business growth and get on the same side as your clients.  Quotes:  “The second trap they fall into is they don't plan on leaving a message or even worse, they don't plan for the person to answer the call. So now when it happens, they're at a loss.” “ If you get their gatekeeper, if you get the person who is their administrative assistant, their job is to help make their time efficient. So you simply say to them, Look, I don't want to waste their time or my time if this isn't a fit. Can I share with you the top two or three things that people come to us who are in their position to help address, if o

Are you making useful time with your sales kickoff meeting or are you just presenting your team with information you could deliver in a video or email? One of the biggest mistakes I see organizations make is not productively using their sales kickoff meeting to uncover what struggles or challenges they are facing.  You want to utilize a sales kickoff meeting to energize, boost sales and hit the ground running but you can only do that when you give your team the tools to grow their business. In this episode, I share with you the important factors to incorporate in your next sales kickoff meeting as well as how to improve your team’s techniques and skills to increase sales revenue. Quotes:  “The point of a sales kickoff is to energize and boost sales and hit the ground running, then give the team the tools they need to grow their business, not just things to feel good about.” “So at your next sales kickoff, it's fine to have awards. It's fine here from marketing and product development and HR. But let

It is key that you are effectively communicating with your team, clients and potential customers. You want to make sure your message is being heard and your passion or emotion behind the words is being properly construed.   In this episode, Darcy Webb, The Speech Diva, shares some key takeaways on how to effectively communicate better. During this episode, Darcy will share different exercises you can do to make sure you are properly communicating when speaking by correctly using your mouth and facial expressions. Join us in this conversation to learn the best techniques for effective communication to increase make sure your messages are clearly being articulated.  This episode’s guest:  D’Arcy Webb, an award winning voice and speech teacher, has been helping actors, performers, corporate executives, authors and speakers use their voices to connect with audiences around the world with power, eloquence and heart for over two decades. As former Associate Professor of Voice and Speech at the U

How do you structure a successful sales organization? Do you focus vertically? Geographically? These are questions I am asked frequently and the answer may surprise you. There are many variables that affect your sales organization I am asked about from lead generation and qualifying leads to the sales process and scaling. In today’s episode, I am going to break down each of these factors along with a key formula for you to follow. This formula will allow you to implement a successful sales organization that helps improve efficiency and increase your business growth.  Quotes:  “Think about when you're the customer who's going to pique your interest, a newbie, or someone who is a subject matter expert?” “The bottom line is our goal in attracting interested potential buyers and determining if somebody who's qualified is, do they have a problem that they feel is worth solving that we're good at solving.” Looking for more guidance and support on handling all your B2B sales struggles? You can connect wit