Welcome to the Same Side Selling podcast and the 350th episode! In this episode, Ian Altman dives into the the importance of optimism, persistence, and effective qualification in professional selling. Ian highlights the pitfalls of solely relying on persistence and emphasizes the need to qualify based on the client's needs, rather than what the seller wants to sell. He introduces the Same Side pitch, client vision pyramid, and Same Side Quadrants as powerful tools for effective qualification. Tune in to discover how proper qualification can transform your sales approach and lead to shorter cycles, increased focus on results, and improved margins.
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Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
Create Engaging Live Events with David Fishchette
The Secret Formula To Gifting In Sales with John Ruhlin
What Artificial Intelligence and ChatGPT Can Teach About Selling
Lead Like A Recovering Addict with Michael Brody-Waite
Why Do Deals Linger?
Stop Random Acts of Marketing with Karen Hayward
What Bad Driving And Bad Selling Have In Common
Holiday Replay : Why Questions Are Most Powerful Than Facts In Sales
Biggest Mistakes Selling with Channel Partners
The Secret to Year End Deals in B2B Selling
Why Most Proposals Suck
Gratitude For The Same Side Selling Community
The ONE Question Salespeople Need to Ask for Success
The Worst Way to Cold Outreach
Recruiting Is Selling Careers
3 Biggest Voicemail Mistakes in Sales
Avoid The Sales Kickoff Meeting Traps
Keys to Effective Communication with Darcy Webb
Traps in Structuring a Sales Organization
The Bad and Great of Customer Experience
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