Our professional relationships are the most important asset we have when it comes to growing our careers and our businesses. Most people think of this as “networking.” But in today’s hyperconnected market, the most cost-effective and high-return route to new, repeat, and referral business is through our existing networks, not through adding mor ...…

The founder and president of M3 Learning, Skip Miller, is on a mission to destroy the term decision maker because he believes, there are really two, not just a single decision maker. According to Skip, you have people above the line and below the line. Skip joins us to talk about some of the great misconceptions related to decision making in th ...…

Best-selling author, Liane Davey, joins us to discuss her latest book, The Good Fight: Use Productive Conflict to Get Your Team and Organization Back on Track. Liane shares so much great information about why we need to change the image we have in our heads about what conflict can and should look like. Conflict is not only inevitable, it is act ...…

Over the last five years, we've had the good fortune to work with many amazing companies achieve some pretty extraordinary results. We've watched companies grow from $14 million to over $100 million. Other companies who have doubled and tripled in size in a matter of a year or two. And seeing companies go from 20% to 90% of their team hitting t ...…

191 | Where Science Meets Marketing, Dan Russell by Ian AltmanBy Ian Altman.

Oscar Trimboli says the difference between a world-class seller and a recreational seller comes down to listening. Oscar is obsessed with the commercial cost of listening. Through his work with Chairs, Boards of Directors and Executive teams, Oscar has experienced the transformational impact leaders and organizations can have when they listen b ...…

Are you really building credible relationships with your clients and prospects or are you just showing up to sell them something and then move on? Larry Levine the author of Selling From The Heart joins us to talk about how your authentic self sells you. We discuss how relationships are what will fuel your sales funnel and allow you to reach yo ...…

We all know that word of mouth is the key to growing just about any business. In fact, you can spend a small fortune trying to get people to find you. When one of the best things you can do is get referrals from existing customers who have had a great experience working with you. So how do you get those referrals from your clients? On this epis ...…

Did you know that video content in 2019 is exactly where we were in 1996 with harnessing email as a sales tool? Those that do not get on board with video as an essential sales tool are going to be left behind. On this episode, Marcus Sheridan shares how to create video content that can help drive revenue. He also explains why video needs to be ...…

We're joined this week by my good friend Bob London of Chief Listening Officers. Bob is a frequent guest on our podcast sharing amazing insights into how to uncover the truth about what your client is thinking, wishing for and even complaining about. On this episode, we focus our discussion on customer intimacy. Intimacy is having close proximi ...…

Jason Bay is the founder of Blissful Prospecting. He has mastered the art of effective prospecting and capturing the attention of ideal customers. If you struggle to get your foot in the door with the right opportunities or find that your current methods more often repel than attract customers; don’t miss this stimulating conversation with Jaso ...…

Christopher Penn is an authority on digital marketing and marketing technology. He is a 2019 IBM Champion in IBM Analytics, co-founder of the groundbreaking PodCamp Conference, and co-host of the Marketing Over Coffee marketing podcast. In this episode, Chris shares his expertise when it comes to artificial intelligence for marketers. We explor ...…

Jeffrey Shaw shares a glimpse into his proven 5-Step Secret Language Strategy that helped his business to go from being overlooked to being overbooked in less than one year. Jeffrey explains how to make your business irresistible to your ideal customers by showing them that you get them. With his game-changing insights, practical action steps, ...…

Laura Gassner Otting is the brilliantly talented author of the new book Limitless. Laura inspires people to push past the doubt and indecision that keep great ideas in limbo. She dares us to find our voice, and generate the confidence needed to tackle larger-than-life challenges. In this interview with Laura, we talk about the greatest misconce ...…

Lee Salz is the author of the new book Sales Differentiation. In this episode, Lee gives us a glimpse into his nineteen sales differentiation strategies meant to help salespeople win deals while protecting margins. Lee's concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, ...…

Todd Herman as a high-performance coach for top athletes, entrepreneurs, and companies around the world. His programs have been twice recognized as being the world's top leadership and skill development program by the Stevie awards.In this episode, Todd discusses his new book, The Alter Ego Effect - The Power of Secret Identities to Transform Y ...…

This Same Side Selling podcast episode features David Campbell, the Chief Operating Officer at Optimal Networks, an IT services company that helps their clients achieve remarkable results. I've worked with David and his team over the years to integrate Same Side Selling into their business processes.In this episode, David shares how Optimal Net ...…

My guest this episode is Anthony Iannario. Anthony is a highly respected international speaker, bestselling author, and sales leader that specializes in helping B2B companies solve challenges in sales force management and performance.In a two-part episode, Anthony & I discuss our sales and business philosophy. We also talk about dealing with co ...…

My guest this episode is Anthony Iannario. Anthony is a highly respected international speaker, bestselling author, and sales leader that specializes in helping B2B companies solve challenges in sales force management and performance.In a two-part episode, Anthony & I discuss our sales and business philosophy. We also talk about dealing with co ...…

On this Same Side Selling episode, Chris Yoko the CEO of Yoko Co joins us to share what helped his business grow by 40% this past year alone. Chris and his team have been big advocates of Same Side Selling in their business. You'll hear how Chris's team shifted the focus from price to results with their customers and specific things you can do ...…

Giving your potential client an About Us explanation in a presentation or sales call ultimately hurts you more than it helps. Nobody cares about your background if they don't first, see how whatever you do might apply to their own situation.In the research I've conducted on how executives make and approve decisions, there are two critical quest ...…

On this week's episode I'm joined by Linda Quarles, Director of strategy and organizational design at Frog Design. Linda has spent decades leading organizational transformations at companies like Microsoft, Owens Corning, BAE Systems, and Cigna. She brings deep expertise in how to understand human behavior from a customer perspective. Linda sha ...…

On this week's episode, Wes Schaeffer, a marketing strategist that is best known as The Sales Whisperer joins us. Wes is a sales trainer, inbound marketing strategist, HubSpot partner, and Infusionsoft's Partner of the Year. Wes and I talk about all areas of sales; from the mistakes that you could be making, to the qualities you may be lacking, ...…

No matter what your product or service, Seth Godin has tremendous insight on reframing your sales and marketing approach to grow your business. As an Entrepreneur, best-selling author, and speaker, Seth focuses on everything from effective marketing and leadership, to the spread of ideas and changing everything. You're gonna learn a ton on this ...…

There's this idea that B2B buyers in purchasing and procurement are only concerned about one thing...price. While that might the stereotypical, old-school approach to the B2B buying process, forward-thinking companies and buyers take a different approach. On this episode, my coauthor of Same Side Selling Jack Quarles joins us to share new and m ...…

Public speaking isn't just those times when you're communicating in front of a large group of people. In fact, public speaking is anything other than the times you're whispering to yourself or talking in your own head. If someone else hears you communicating, it is public speaking. Publically communicating ideas and information is essential in ...…

When someone says networking, you likely think meeting strangers in order to grow your connections. What if the best way to grow your network isn't by introducing yourself to strangers at cocktail parties, handing out business cards, or signing up for the latest online networking tool. Instead, you focus on developing a better understanding of ...…

Could renting an Airbnb to traveling employees near the headquarters of your ideal customer be the secret to gaining intel about your potential customer? One of our podcast listeners thought it might work and wanted an opinion about this interesting approach.When it comes to uncovering what customers think, I turn to Bob London, founder and CEO ...…

Sales quotas are meant to help businesses achieve incremental goals. But, if they become the primary focus for the seller to 'just close deals' without the client's best interest in mind, then you put so much at risk for your business.I've seen too many sales professionals make rash decisions in order to meet a quota. For example, many might de ...…

The best candidates and top performers are not looking for a job right now. To grow your sales force with executives and salespeople you need to a different approach find and attract the right talent. Sean Sykes of Peak Sales Recruiting joins me on this episode of Sale Side Selling to discuss how you can find and attract the best candidates for ...…

Discover (and fix) the gap in customer service you never knew existed. Businesses can easily fall into the trap of thinking the customer service experience is all about ‘going the extra mile’ or ‘trying to exceed exceptions’. When in fact as Geoff Ramm explains in this episode these phases are 30- 40 years old and misconceptions about how to ap ...…

Fear and sales don't usually mix well. When you're paralyzed by fear, it's hard to perform at the highest possible level.But, as Waldo Waldman points out, it's inescapable. We're all afraid of something and, at every level of a career, we inevitably encounter things that we're afraid of. Whether it's a skill like public speaking or a particular ...…

Why do some sales teams flourish while others struggle? What do good teams do so well that other companies don't?Recently, I've been working on a new book. As part of my research, I interviewed executives at high-growth companies and come to understand why some companies are able to grow so fast while others have a hard time getting off the gro ...…

My guest this week, Dave Lorenzo recently published a book entitled 60 Second Sale: The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye.You're probably asking yourself, "60 seconds? How could anyone possibly make a sale in one minute? Is that even possible?"According to Dave, probably not. But, the idea of a 60 ...…

A strong word-of-mouth strategy is one of the most valuable marketing resources a company can invest in. If customers are sharing positive stories about their experience and telling other people about your product, it's sure to impact your sales numbers.Jay Baer shares what makes a great word-of-mouth strategy. This episode is sure to be useful ...…

If there's any company that can teach us about growing sales, it's GPS Insight. Over the past year, the company has grown their revenue by more than 30%, just by shifting their approach to selling.Jason Walker, VP of Sales, is responsible for leading the company's sales efforts. With the help and cooperation of his team, Jason has implemented a ...…

On this episode, Bob London returns to discuss some bad sales prospecting strategies. One of our listeners wanted to hear our thoughts about the idea they're considering to drive an Uber during a well-attended sales conference picking up attendees. In their opinion, this is a great way to build their network and meet potential clients.Obviously ...…

In sales, there's no skill more valuable than the ability to establish trust. If you can earn a client's trust, it's far more likely that they will buy from you.After all, we want to buy things from people who we know have our best interest in mind. No one wants to hand money over to someone who is simply trying to make a sale.This episode of S ...…

Humor is a great skill no matter who you are. It's a particularly valuable tool for businesspeople. If we can make people laugh, or at least entertain them a bit, we can use that skill to achieve all kinds of goals. We can build rapport, get people to pay attention, help them to understand complex topics, and boost energy in meetings.Unfortunat ...…

Marketing events have always been important in business. Trade shows, for example, give companies the chance to educate the public about their products and connect with potential customers. But, as Erin Gargan King points out, today's consumers can get most of their education online. After all, companies should already have that information on ...…

Amy Franko has a keen sense of the ways in which B2B sales are changing. After all, today's business landscape looks a lot different than it did a decade ago. Companies don't simply buy products any more. Instead, they seek out long-term relationships with other companies, hoping that their investment will give them a competitive advantage.Of c ...…

On this episode of Same Side Selling, I discuss LinkedIn. It's one of the most powerful tools that sales and marketing professionals have ever had access to. However, sales and marketing folks often find ways to ruin great things. In my experience, many people use the platform in profoundly stupid ways.LinkedIn is a great place to connect with ...…

On today's episode, returning guest Bob London joins me to discuss some potentially scary B2B marketing and prospecingz gimmicks. With everyone competing for attention, some folks are resorting to outrageous levels to find prospects.We start by answering a question from one "listener". They want to know if 23andMe could make a good prospecting ...…

On this episode of the Same Side Selling podcast, Alison Levine shares valuable insight on leadership and how to have the right mindset to propel your success to new levels. As a history-making adventurer, Alison has survived sub-zero temperatures, hurricane-force winds, sudden avalanches….and a career on Wall Street. Alison learned a lot on he ...…

On this episode of Same Side Selling, Alan Stein, Jr. stops by to discuss what salespeople can learn from professional athletes. As someone who’s spent the last 15 years working with the world’s greatest sports stars, he believes that they can teach us a lot about maximizing our own potential.Whether you’re a sports fan or not, I know you’re go ...…

On this episode of the Same Side Selling podcast I talk with Manny Medina, CEO, and co-founder of Outreach, the market-leading customer engagement platform. Manny and I discuss the challenges of growth in terms of revenue, the good and bad aspects of sales playbooks, and the inspection process you can conduct to pinpoint the problems you may be ...…

On this episode of the Same Side Selling podcast, I discuss the most common mistakes that sales professional make when trying to gain business and achieve sales. I share some of the typical slip-ups that professionals can easily make, and some strategies for how to avoid those situations. Discover how to effectively get in the door with new cli ...…

This week's guest is Marty Wilson, former Australian Comic of the Year. Marty currently works as an international keynote speaker and has authored 15 books to date. Today, we discuss some of the biggest roadblocks people face when using humor in business, what topics you need to avoid and which to embrace, and how to find a common thread in you ...…

Craig Ross and I discuss the mistakes organizations make when it comes to teams, how leaders and teams need to operate together, and how to build, strengthen and achieve great things alongside your teammates.Listen to this episode and discover:> The human imperative and how to commit to it as a team.> Why leaders need to be developed within the ...…

In this episode of the Same Side Selling podcast, Lisa Leahy and I discuss the importance of customer loyalty and satisfaction, how to avoid dangerous mistakes when it comes to advocacy, and the four ways to build a lasting relationship with your customer.Listen to this episode and discover:> Why clients need to be engaged every step of the way ...…