267 Same Side Selling by Ian Altman

The Marketing Book Podcast

Douglas Burdett

Sales, B2bmarketing, Contentmarketing, Marketing, B2bsales, Socialmedia, Business, Entrepreneurship, Digitalmarketing

4.9 • 868 Ratings

🗓️ 21 February 2020

⏱️ 69 minutes

🔗️ Recording | iTunes | RSS

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Summary

Same Side Sellin: How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyers by Ian Altman & Jack Quarles

Click here for the show notes

https://www.salesartillery.com/marketing-book-podcast/same-side-selling-ian-altman

Are you tired of playing games with your customers?
The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses. Instead of falling victim to a win-lose approach, what if you shared a common goal with your potential client? How might things change if the client felt that you were more committed to their success than making the sale?

Does it sometimes seem like you and your client are working against each other?
Same Side Selling gives practical steps to break through sales barriers and turn confrontation into cooperation. Sellers that implement the Same Side Selling approach will be seen as a valuable resource, not a predatory peddler.

A Different Type of Book on Selling
What makes Same Side Selling different from any other book on this topic is that it is co-authored by people on both sides : a salesman (Ian) and a procurement veteran who understands how companies buy (Jack). The buyer s perspective is baked into every sentence of the book, along with the seller s point of view. Our aim is to replace the adversarial trap with a cooperative, collaborative mindset. We also want to replace the old metaphor of selling as a game.

The New Metaphor: Selling Is a Puzzle
Same Side Selling is the idea of solving a puzzle instead of playing a game. Discover how to sell with integrity from the same side of the table for better results all around.

Transcript

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0:00.0	This is Ian Altman, co-author of Same Side Selling, how integrity and collaboration drive extraordinary
0:07.4	results for sellers and buyers, and you are listening to the Marketing Book Podcast.
0:13.4	Welcome to the Marketing Book Podcast, helping you keep up with the smartest thinking in the quickly
0:20.7	changing field of modern marketing.
0:23.2	And now here's your host, Douglas Burnett.
0:26.4	Hello, thanks for joining me on the marketing book podcast,
0:29.2	where each week I publish an interview with the author of a new marketing or sales book and which was named
0:34.3	by Forbes as one of 11 Smart Podcasts that will keep you in the know and named by LinkedIn is one of 10
0:40.9	podcasts that will make you a better marketer.
0:43.6	My goal for this podcast is to help us both keep up with the latest ideas in the quickly changing
0:48.8	fields of modern marketing and sales.
0:50.8	Don't worry about taking notes.
0:52.3	You can find links to everything
0:53.4	linkable in this episode's show notes at marketingbook podcast.com and since
0:57.8	you're a listener to the marketing book podcast if I can recommend a
1:01.5	specific marketing or salesbook or some other helpful resource that I know of for whatever situation you find yourself in, feel free to connect with me on LinkedIn where we can chat and I'll try to point you in the right direction and save you some time.
1:14.8	This show is a labor of love that I do in my spare time.
1:18.0	My day job is running a marketing agency where we work with manufacturers and industrial companies to help them grow by helping
1:24.9	them earn the attention and trust of their prospective customers.
1:28.9	For more, check out our guide to lead generation for manufacturers on our website sales artillery.com or
1:35.1	Google lead generation for manufacturers and you'll find the guide atop the
1:39.6	organic results. This episode is sponsored by David Mermin Scott's phenomenal new marketing
	...

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