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Same Side Selling

5 Keys to Growing Your Business With Intention

Ian Altman | Posted 10.07.2014 | Business
Ian Altman

As salespeople or sales leaders, do you follow the same process every time, or do you wing it? A recent exceptional dining experience provided a valuable lesson for how acting with intention and following a defined process separates the good from the great.

How Customer Service and Sales Are Forever Connected

Ian Altman | Posted 09.22.2014 | Business
Ian Altman

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.

What to Do When Your Best Customer Wants to Cancel

Ian Altman | Posted 09.08.2014 | Business
Ian Altman

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?

What Motivates Customers to Focus on Price

Ian Altman | Posted 08.11.2014 | Business
Ian Altman

The most common opponent to which business sellers lose deals is status quo. Getting a seller to consider alternatives requires research, strategy, and hard work. In contrast, selling on price is easy.

Which Content Attracts the Right Sales Opportunities?

Ian Altman | Posted 07.06.2014 | Business
Ian Altman

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 supposed to convert those opportunities into revenue, right? Not so fast.

Why Marketing and Sales Are Inseparable?

Ian Altman | Posted 06.23.2014 | Business
Ian Altman

Your content marketing will attract customers seeking to solve the problems you are best at solving. When that happens, your sales efforts will be about determining if you can help, not convincing them of your talents.

Be Careful What You Wish For

Ian Altman | Posted 06.16.2014 | Business
Ian Altman

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 they crushed their goals.

When Is It Okay to Discount Your Product or Service?

Ian Altman | Posted 06.10.2014 | Business
Ian Altman

Whereas most people would not be comfortable asking this type of question, it was clearly an issue on everyone's mind. In fact, I'm guessing you might be wondering the same thing.

Think Like Yoda for Incredible Business Success

Ian Altman | Posted 05.25.2014 | Business
Ian Altman

The hardest thing for you to do, and for your customer to do, is to embrace change. Your customer can simply decide to keep doing things the way they have for years. You can similarly keep doing things the old way.

3 Elements of an Extremely Effective Call Script

Ian Altman | Posted 05.19.2014 | Business
Ian Altman

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 succe...

5 Reasons Why Your Business Proposal Fails

Ian Altman | Posted 04.21.2014 | Business
Ian Altman

If you are losing too many proposals, take an honest look at what you are including in your proposals. Here are five common mistakes I see all too often in business proposals.

3 Great Reasons to Walk Away From New Business

Ian Altman | Posted 01.31.2014 | Business
Ian Altman

As an outside observer, it sounds like their business is not setup to effectively handle projects they would consider small in comparison to their ideally-sized projects. Sadly, few businesses exhibit the discipline to define when they should walk away from business.

How to Increase Sales the Smart Way

Ian Altman | Posted 01.23.2014 | Business
Ian Altman

When you are not hitting your growth objectives for your business, it is easy to panic. When members of your sales organization do not seem to have ...

The Best Elevator Pitch Has Three Elements

Ian Altman | Posted 01.23.2014 | Business
Ian Altman

Of all the people you meet as potential clients, what percentage of them are such a good fit that you are likely to do business with them?

Discover How Your Client's Rant Creates The Best Elevator Pitch

Ian Altman | Posted 01.23.2014 | Business
Ian Altman

Take the first step and identify the elevator rant that your clients might come to you for a solution. Start with "I'm sick and tired of." Starting that way will help to define areas where they are likely to spend money on a solution.

How Doing What You Say Can Be a Differentiator for Your Business

Ian Altman | Posted 07.15.2013 | Business
Ian Altman

As I wrote last week, my wife and I recently purchased new mattresses. Though I have received many emails asking which ones, I am staying clear of n...