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Ian Altman
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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 now 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

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...

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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...

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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...

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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,...

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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...

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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...

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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...

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4 Key Components in a Winning Business Proposal

(0) Comments | Posted February 26, 2014 | 4:37 PM

4 Components In A Winning Business Proposal

In the article, "5 Reasons Why Your Business Proposal Sucks", I talked about what to avoid in your proposal. At this point, you might...

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5 Reasons Why Your Business Proposal Fails

(3) Comments | Posted February 19, 2014 | 1:50 PM

I review many business proposals supposedly written to win new business. Most of them are awful. If you are losing too many proposals, take an honest look at what you are including in...

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Innovation: How to Price it, Deliver it, and Transform Business

(0) Comments | Posted February 11, 2014 | 2:03 AM

02102014_innovation

I recently discovered an innovative new product that demonstrates brilliant pricing and marketing.  I just had to share it with you and how to apply such innovative success to...

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Obama's Mistake in the State of the Union Teaches a Valuable Lesson

(0) Comments | Posted February 4, 2014 | 4:11 PM

Whether you love him or hate him, you can't deny that President Obama is a brilliant speaker, and effective communicator. All great speakers can make missteps. In his 2014 State of the Union address, Obama made a common mistake that many businesses make, too.

What He Was Selling
One...

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Sales Channels: How To Achieve Success With Independent Sales Reps

(0) Comments | Posted January 30, 2014 | 12:33 PM

As a business grows, you have different ways to expand. You could hire all of your own sales representatives, or you could use a sales channel. Let's say that you have already reached that point and decided that your best growth strategy is to work through a sales channel. You...

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When Perks and Discounts Can Hurt Your Business

(0) Comments | Posted January 21, 2014 | 6:01 PM

I speak with corporations and groups around the world, so I'm constantly flying on planes and staying in hotels. I see the good, the bad, and the ugly of airline and hotel customer...

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What It Means When A Client Says 'Your Price Is Too High'

(0) Comments | Posted January 15, 2014 | 1:32 PM

Recently I had the great pleasure to collaborate with Joey Coleman and Marcus Sheridan for the Remarkable Growth Experience. The attendees made it an amazing couple of days as everyone gave 110 percent to help grow their businesses. During one of my sessions, a remarkable attendee asked, "What do we...

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Here's Proof That Size Doesn't Matter

(0) Comments | Posted January 7, 2014 | 5:11 PM


Someone recently asked me about their attendance at trade shows as way to generate sales leads and new customers. They used to have great success attending small trade shows....

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Be Specific to Increase Your Revenue

(0) Comments | Posted December 27, 2013 | 1:10 PM


I love it when everyday life provides a great business lesson. Recently my wife and I learned that our son needs a gluten-free diet. Whereas before we would select a restaurant based...

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How to Be Extraordinary for Your Customers

(0) Comments | Posted December 18, 2013 | 3:44 PM


When business is slow, you can either complain about the lack of business, or decide to be extraordinary and deliver a remarkable experience for your existing customers. Seeking opportunities to be extraordinary has...

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Tips To Help You Avoid Overpromising

(0) Comments | Posted December 11, 2013 | 3:45 PM

Worried You Overpromised?


While speaking at a recent event in Atlanta, one of the attendees raised a great question. He asked, "What if you realize that you have indeed...

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Key Trends in Sales and Business Development for 2014

(0) Comments | Posted December 6, 2013 | 8:45 AM

Will companies be hiring more salespeople in 2014? What will companies do to stand out from the competition? Will CRM systems expand or contract? How will the economy impact business growth? These are some common questions I hear as I address audiences around the world. Here are my top 10...

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3 Great Reasons to Walk Away From New Business

(2) Comments | Posted December 1, 2013 | 8:39 PM

3 Great Reasons To Walk Away From New Business

I was waiting for a flight at the airport last week and overheard a group of business executives speaking about the projects that their firm undertakes and how their team is compensated. ...

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