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:
211 | Stop Convincing Your Prospects, Ian Altman
210 | Building Relationships Through Video, Ethan Beute
209 | What Clients REALLY Want in Product Demos, Greg Dickinson
208 | Avoid Ghosting in B2B Sales, Ian Altman
207 | How To Overcome B2B Deal Killing Obstacles, Tom Williams
206 | Secret Habits of Championship Athletes, Dana Cavalea
205 | Discover the Missing Skill of Humor That Works, Andrew Tarvin
204 | Email Campaigns That Entice, Disarm, and Discover, Ian Altman
203 | Reduce Friction, Increase Loyalty, Roger Dooley
202 | Content Experience vs. Content Marketing, Randy Frisch
201 | Selling With Noble Purpose, Lisa Earle McLeod
200 | Sell Like An Expert Not a Salesperson, Ian Altman
199 | The Best Way To Build Sales Leaders, Halelly Azulay
198 | The Rumored Death of the B2B Sales Rep, Tom Pisello
197 | Influence Redefined, Stacey Hanke
196 | Steal The Show During Pitches and Presentations, Michael Port
195 | Find Hidden Gaps in Business Relationships, Zvi Band
194 | The Decision Maker Myth, Skip Miller
193 | Conflict - Why You Shouldn't Avoid it, Liane Davey
192 | 5 Keys to Successful Business Growth, Ian Altman
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