Ian Altman discusses qualification tactics you can use to guarantee you’re focusing on the right opportunities.
He gives hands-on advice on how to move from a blind selling mindset to becoming a trusted advisor to your prospect. You’ll learn best practices and specific questions you can use to open deals the right way and keep them moving forward.
Business leaders call on Ian to modernize their sales and marketing to align with how today’s customers actually make buying decisions. Organizations around the world have relied on his guidance and inspiration to double their business growth with an integrity-based approach from his bestselling book, Same Side Selling.
Ian draws on decades of experience as a former CEO of technology businesses that he founded, sold, and ultimately grew to over $1 billion in value. This business success backed by years of research that Ian conducted to understand how customers make decisions, provides audiences invaluable insights to help them become more successful in business. Through his energetic and interactive talks, he engages audiences of sales professionals, subject matter experts, and executives alike from beginning to end with an approach to selling that everyone can embrace, even your customer.
As a two-time bestselling author and weekly columnist for Inc. and Forbes, Altman’s latest book, Same Side Selling, is “one of two intriguing books you should read on B2B consultative selling” according to business luminary, Seth Godin. Ian also hosts his popular weekly podcast, Grow My Revenue Business Cast, available on iTunes.
Here are some of the topics covered in this episode:
- How to get into the right mindset to achieve greater results in Field Sales
- The best tricks and tips to enhance your prospecting skills and target the right leads
- Qualifying prospects: What questions should you ask?
- Key takeaways from Ian’s bestselling book “Same Side Selling” - how to entice, disarm and discover
About the Guest:
Ian Altman has been a leader in sales and business development for over two decades. He’s grown his businesses to over one billion in revenue. He’s a keynote speaker, bestselling author of “Same Side Selling”, and CEO. His business helps B2B companies improve their sales strategy and achieve strategic growth.
Seth Godin, recommends Ian’s latest book, “Same Side Selling”, as one of two books to read on B2B selling – the other one being SPIN Selling from 1988.
You can read his columns each week in Forbes and Inc. He also has a fantastic podcast, “Grow My Revenue Business Cast” which you can find on iTunes.
Same Side Selling Academy: https://samesidesellingacademy.com