My guest this week is Jason Bay, who together with his wife Sarah, runs Blissful Prospecting. Jason is a returning guest because the great value he's delivered on his prior appearance. He's one of the true same side people I've encountered in the prospecting world and he knows just how to drop the right video or email to prompt a response.

We discussed how to prospect successfully both during a crisis and then coming out of a crisis. He also shares a free resource created just for listeners on the future of prospecting, which I know you will find useful.

I always learn a ton from Jason and I'm sure you will too.

243 | Prospecting During & After a Crisis, Jason Bay

In this week's I wanted to speak with you about the challenge many people face when your potential client wants you to follow their process for making a purchasing decision. It may be that your client wants you to follow a process that you know won't result in success for either of you.

So how do you gain control from the beginning? And if things start to go off track, how can you turn it around?

Let me introduce you to a roadmap that will follow a buying process that ensures success, not a crazy one that leaves you and your client destined for failure.

244 | Avoid Your Client's Crazy Buying Process, Ian Altman

Lisa Earle McLeod is an expert in motivating and leading organizations. She helps organizations accelerate revenue growth, increase competitive differentiation and ignite emotional engagement with a customer-driven methodology called Noble Purpose. She's the author of several books, my favorite being Selling With Noble Purpose and also Leading With Noble Purpose.

Research shows that organizations with a noble purpose bigger than money outperformed the market by over 350%. In fact, salespeople who sell with a noble purpose, whose intention is to improve the lives of their customers, outsell target focus salespeople.

On this episode, Lisa shares the steps you can take to start selling with noble purpose when coming out of a crisis. Lisa and I share so many views in common. I think you'll really enjoy this discussion

245 | Come Out Of A Crisis With Noble Purpose, Lisa Earle McLeod

"So who are my best customers versus the not best and how can I optimize everything I do in the future around making sure that my best customers achieve their goals." - Robbie Kellman Baxter

I'm joined this week by bestselling author of The Membership Economy, Robbie Kellman Baxter. We discussed her new book, 'The Forever Transaction: how to build a subscription model so compelling your customers will never want to leave', which was released in April, 2020.

She coined the popular business term 'membership economy', which is now part of the business lexicon. Her clients have included Netflix, the Wall Street Journal, and Microsoft, as well as dozens of venture backed companies.

I got huge value from our discussion, I'm certain you will too and be inspired to also join the "Membership Economy"

246 | Create a Forever Transaction, Robbie Baxter

In this episode, I want to talk about time and materials billing versus fixed price billing.

Over the last dozen years, I've had the pleasure of working with many companies who sell services to their clients. Most of them have historically priced their services by the hour. I want to suggest why that might not be a great idea for you or your clients.

This concept may make you feel a little uncomfortable, but take a listen and you'll see how a change in approach could make all the difference to you AND your clients

247 | Fixed Price vs Hourly - Which Works Best? Ian Altman

We're joined this week by Colleen Stanley, president of the sales development firm Sales Leadership. Colleen is the author of three books, and we're going to be talking about her latest one, Emotional Intelligence for Sales Leadership. Salesforce named Colleen one of the top influential experts of the 21st century. And we're only 20 years into that century.

In this episode we talk about the importance of emotional intelligence when looking to grow and train a successful sales team and how combining this will the skills of the job produces great overall performance.

There were so many important parts to this discussion that can help you and your teams - especially in times of change. Listen in and you will no doubt get huge value from this episode.

248 | Emotional Intelligence for Better Sales Performance, Colleen Stanley

I'm joined this week by Sean Dailey. Sean is an experienced marketing executive who helps businesses leverage digital marketing and social media ads to grow.

I met Sean through a mutual client where he combined his expertise in digital marketing with the principles of Same Side Selling to generate incredible results.

I'm certain that you'll be as impressed as I was when you find out how he did this and how simple it was to execute.

249 | Disarm Drives 20 Percent Increase, Sean Dailey

In this episode, I want to talk about the 3 biggest mistakes I'm seeing being made during and coming out of this time of crisis.

For many, these past few months have been devastating. You want to emerge from this crisis and drive meaningful results, but there are three big mistakes that I've noticed. If you can avoid these three, then you're likely on the path towards success.

Have a listen and you'll find out my suggestions for what works and how to avoid these mistakes.

250 | The 3 Biggest Mistakes Selling Out of Crisis, Ian Altman

In the Same Side Selling Academy, one of the popular questions I am seeing is about how to capture attention and network when in person networking events, trade shows, and "let's just grab coffee" are no longer options.

So how should you handle networking when the notion of networking has changed dramatically?

Find out my tips for what NOT to do, plus a 4 step process to capture the right kind of attention when networking online.

251 | 4 Steps To Effective Online Networking, Ian Altman

B2B selling expert, Ian Altman hosts the Same Side Selling podcast. Organizations rely on Ian to modernize their sales approach to achieve business growth. Ian draws on his experience as a former CEO of two decades to help people and organizations dramatically grow revenue.

The Same Side Selling podcast features sales and business topics, as well as insight from industry leaders with proven success.  Ian interviews some of the brightest minds who share proven methods to help YOU achieve success and grow revenue with integrity. 

Tune-in for inspiration, entertainment, and especially actionable takeaway messages that can drive remarkable results.

Discover more at http://www.IanAltman.com

Same Side Selling Podcast