Ian Altman, co-author of Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results For Sellers and Buyers, 2nd Edition, joins me again on this episode of #Accelerate!
Ian introduces the second edition of Same Side Selling. Ian advises subject matter experts and trusted advisors who serve their clients’ needs with integrity. Ian emphasizes to aim for the results your clients have in mind and build trust with them. Andy and Ian explore how offering discounts diminishes your integrity. Ian shares a story about home renovations. Ian reveals his decision quadrant for asking questions about the client’s problem to solve, the importance of solving it, the desired result, and who else is impacted by it. Ask the right questions about what a successful result looks like to your client.
Andy and Ian agree that companies should hire salespersons that serve their clients with value. Clients will buy proposed solutions that help them to be successful. Ian tells a car dealership story. Your company must have a culture of integrity and hire salespersons with integrity. The objective is not to make the sale at all costs but to sell the client the needed product or service at the right time.
Accelerate! on iTunes Please subscribe and leave a review!
“Nightmare Home Renovation, What HGTV Forgot to Tell You”
Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order
LinkedIn | Facebook | Twitter
Contact Ian:
Website: SameSideSelling.com
Website: IanAltman.com
Social Media: Ian Altman
Google: Ian Altman
Chad Sanderson, Managing Partner at ValueSelling Associates, Inc., joins me on this episode of #Accelerate!
Accelerate! on iTunes Please subscribe and leave a review!
The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon and Brent Adamson
Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order
LinkedIn | Facebook | Twitter
Contact Chad: Chad.Sanderson@ValueSelling.com
LinkedIn: Chad Sanderson
Phone: (303) 834-5932
Mercy Bell, Analyst at Dogpatch Advisors, joins me on this episode of #Accelerate!
Accelerate! on iTunes Please subscribe and leave a review!
How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing, by Stu Heinecke
Get the Meeting: An Illustrative Contact Marketing Playbook,
by Stu Heinecke
Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order
LinkedIn | Facebook | Twitter
Contact Mercy: Mercy@DogpatchAdvisors.com
Website (including a blog): DogpatchAdvisors.com
Stu Heinecke, author of How to Get a Meeting with Anyone and Get the Meeting!, joins me again on this episode of #Accelerate!
Accelerate! on iTunes Please subscribe and leave a review!
Get the Meeting!: An Illustrative Contact Marketing Playbook, by Stu Heinecke
How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing, by Stu Heinecke
American Marketing Association
Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order
LinkedIn | Facebook | Twitter
Contact Stu:
Book: Get the Meeting!: An Illustrative Contact Marketing Playbook, by Stu Heinecke
Book: How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing, by Stu Heinecke
LinkedIn: Stu Heinecke
Podcast: How to Get a Meeting With Anyone
Wayne Cerullo, Chief Prospect Officer at B2P Partners, joins me on this episode of #Accelerate!
Accelerate! on iTunes Please subscribe and leave a review!
Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order
LinkedIn | Facebook | Twitter
Contact Wayne:
Website: B2PPartners.com
Brendan Kane, growth strategist, keynote speaker and author of One Million Followers: How I built a Massive Social Following in 30 Days, joins me on this episode of #Accelerate!
Accelerate! on iTunes Please subscribe and leave a review!
One Million Followers: How I built a Massive Social Following in 30 Days, by Brendan Kane
Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order
LinkedIn | Facebook | Twitter
Contact Brendan: B@Seakers.com
Book website: OneMillionFollowers.com
LinkedIn: Brendan Kane
Instagram: @BrendanKane
Stacey Brown Randall, speaker, podcast host, and author of Generating Business Referrals Without Asking, joins me on this episode of #Accelerate!
Accelerate! on iTunes Please subscribe and leave a review!
Membership: TheSalesHouse.com
Andy’s Newsletter: Subscribe
Sales Growth Planner™: Order
LinkedIn | Facebook | Twitter
Contact Stacey:
Website: StaceyBrownRandall.com
Free Referral Ninja Quiz: StaceyBrownRandall.com/quiz
Scott Ingram, Account Director at Relationship One and the host of Sales Success Stories, Inspired Marketing, and Daily Sales Tips Podcasts, joins me again on this episode of #Accelerate!
Tiffani Bova, Growth & Innovation Evangelist at Salesforce and author of Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business, joins me on this episode of #Accelerate!
Tibor Shanto, B2B prospecting and sales expert, and author of the ebooks, Sales Happen in Time and Execution: Everything Else Is Just Talk, joins me again on this episode of #Accelerate!