iOS app Android app

Ian Altman
GET UPDATES FROM Ian Altman
 
Ian Altman, CEO of Grow My Revenue, LLC, is a speaker, author, and strategic advisor. He brings energy and humor, backed by research and real-world experience, to help teams become successful targeting and winning business.

Ian is the author of two Amazon #1 Best Seller books.
His bookUpside Down Selling, helps audiences discover how to flip the sales process upside down to become successful targeting and winning business.

His new book, Same Side Selling, is coauthored with Jack Quarles of Buying Excellence. Same Side Selling illustrates the buyer’s and seller's point of view. Their proven methods will help readers achieve collaboration every step of the sales process. Same Side Selling is available on Amazon

CEOs and executives call on Ian as a trusted advisor and speaker on sales and business development. Ian’s methods have helped businesses across industries double their revenue growth rate.

An internationally sought after speaker, Ian has shared the stage with fellow best-selling authors including Neil Rackham (SPIN Selling), Steve Denning (The Leader's Guide to Radical Management), and Daniel Pink (multiple best selling author - most recently To Sell is Human).

Prior to his current company, Ian was a CEO of technology and professional services companies for two decades. After successfully selling his companies, Ian served as Managing Director of the acquiring company where valuation grew from $100 million to over $1 billion in 3 years.

You can contact Ian at Ian.Altman@GrowMyRevenue.com, follow on Twitter @GrowMyRevenue or Google+ https://plus.google.com/u/0/101689431880405021979/posts

Entries by Ian Altman

Top 4 Questions to Improve Reliability of Your Sales Pipeline

(0) Comments | Posted July 31, 2014 | 1:28 PM

Top 4 Questions to Increase the Reliability of Your Sales Pipeline

Recently I listened to Brad, the CEO of a $20 million technology company, conduct his pipeline review with his sales team. It might sound odd that the CEO was running...

Read Post

How Customer Service and Sales Are Forever Connected

(0) Comments | Posted July 24, 2014 | 12:23 AM

Last week, the Internet was a buzz with the recording between Ryan Block, former CEO of Engadget, and the representative from Comcast. Mr. Block and his wife called to terminate their Comcast service. The Comcast representative kept trying to switch the conversation and get them to stay. This...

Read Post

3 Common Misconceptions About Social Selling for B2B

(0) Comments | Posted July 16, 2014 | 12:23 AM

The Top 3 Misconceptions About Social Selling for B2B

Enough already about social selling. I had an audience member last week ask me whether or not I thought they could shift from selling to social selling. I asked him what was...

Read Post

What to Do When Your Best Customer Wants to Cancel

(0) Comments | Posted July 9, 2014 | 11:52 AM

What To Do When Your Best Customer Says Goodbye

Uh Oh. Your best customer just sent you an email or left a voice message saying that they are not happy and are taking their business elsewhere. What do you do next?

...
Read Post

Why Social Media Requires Being Human

(4) Comments | Posted July 2, 2014 | 12:26 PM

Social Media Requires Being Human

While on a trip to California to speak at an event last month, I took the opportunity to see how hospitality and travel companies respond (or don't respond) using Twitter. I hope you enjoy the lessons...

Read Post

What the 2014 World Cup Teaches About Winning Business

(0) Comments | Posted June 25, 2014 | 11:12 AM

The 2014 FIFA World Cup started off with many shocks and upsets. My son is an avid soccer fan -- so much so that he calls it futbol. We watched the group stage match between USA and Portugal. It was a roller coaster. I naturally started seeing parallels between World...

Read Post

What Motivates Customers to Focus on Price

(0) Comments | Posted June 11, 2014 | 11:28 AM

What Causes Customers to Focus on Price

I was working with a CEO recently in his office. During the visit, a salesperson representing one of the CEO's vendors poked her head into the office and said, "I want to talk to...

Read Post

The Annoying Truth That Will Grow Your Business

(0) Comments | Posted June 4, 2014 | 1:34 PM

The Annoying Truth That Will Grow Your Business

I was speaking to a group of Chief Executive Officers (CEOs) and Managing Directors (MDs) of various companies in the United Kingdom recently. We were talking about value and how to effectively grow your...

Read Post

Stop Chasing Every New Opportunity It's Bad for Business

(0) Comments | Posted May 21, 2014 | 10:37 PM

Here's Proof Why Chasing Every Opportunity Is Bad For Business
One of the things I enjoy most about speaking at events around the world is meeting with business leaders in different countries. As much as the leaders in each location...
Read Post

Why Customers May Not Hear Your Message

(0) Comments | Posted May 13, 2014 | 8:44 PM

Why Your Customer Might Not Hear Your Message

I often hear from business leaders that they have a great message for their customers, but it just seems to fall on deaf ears. These same people will say to me, "We tell...

Read Post

Which Content Attracts the Right Sales Opportunities?

(0) Comments | Posted May 6, 2014 | 7:34 PM

05062014_ContentAttract

In the age-old struggle between marketing and sales, some have forgotten that you are on the same team. You both have the same goal. Marketing strives to attract potential customers, and sales is...

Read Post

Do You Cut Costs or Deliver Value?

(1) Comments | Posted April 30, 2014 | 5:18 PM

Do Cut Costs or Deliver Value?

Have you ever heard a marketing message from a company that is so different from the way they operate that it makes you laugh? I was on a flight recently with an airline that has...

Read Post

Why Marketing and Sales Are Inseparable?

(2) Comments | Posted April 23, 2014 | 4:11 PM

I'm often asked the question, "Do you work with people on the marketing side or the sales side?"  It makes me laugh.  Sales and marketing shouldn't be on separate sides. Imagine this, you...

Read Post

Be Careful What You Wish For

(0) Comments | Posted April 16, 2014 | 5:28 PM

I have the pleasure of working with many teams each year on how to shorten sales cycles, avoid pricing pressure and accelerate growth. I was working with a top-performing group recently. This past quarter...

Read Post

When Is It Okay to Discount Your Product or Service?

(0) Comments | Posted April 10, 2014 | 11:37 AM

I was working with a talented team of sales professionals in a discussion about selling on value over price. One of the team members asked a great question, "So at which point...

Read Post

Why You Must Focus on Results Not Resources

(0) Comments | Posted April 4, 2014 | 6:03 PM

Early in my prior business, I learned a valuable lesson about why it's important to focus on results. This lesson cost me a deal in the short term and cost the client...

Read Post

Think Like Yoda for Incredible Business Success

(0) Comments | Posted March 26, 2014 | 12:17 AM

Lessons from Yoda about Incredible Business Success

I was reviewing the profile of a variety of my clients. In most cases, I was proud to see clients realize extraordinary results. In two cases, however,...

Read Post

3 Elements of an Extremely Effective Call Script

(0) Comments | Posted March 19, 2014 | 3:11 PM

Robin, the owner of a professional services company, came to me for advice to grow her business. Robin's company has been successful, but not as successful as she would like. Robin felt she had the potential to grow her business significantly if her team could just spark the interest of...

Read Post

Why Nobody Replied to Your Email

(0) Comments | Posted March 11, 2014 | 9:47 PM


You met with a potential client. The meeting appeared to have gone well. You were "on fire" in the meeting. In fact, the client appeared to be blown away by your...

Read Post

Why Proprietary Property Is Dangerous for Your Business

(0) Comments | Posted March 5, 2014 | 1:58 PM

Why Proprietary Does Not Provide a Long Term Business Advantage


In my former companies, we were fanatical about protecting our intellectual proprietary property. We had this idea that the best...

Read Post