Ian Altman | Business Growth Expert, Keynote Speaker, and Best-Selling Author

Ian Altman

Business Growth Expert, Keynote Speaker, and Best-Selling Author

Ian Altman
Featured Book

Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyersby Ian Altman

Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyers

by 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.

Attracting Top Talent Today
Selling Your Culture Against Serious Competition

HR and hiring managers struggle to attract top talent for their organization. Often, when you find a superstar, you realize that they are being courted by several companies - including their current employer. Using the same-old HR and recruiting methods won't allow you to compete beyond salary. Using proven, integrity-based principles of Same Side Selling, bestselling author and B2B business advisor, Ian Altman, provides insight into innovative methods to attract candidates, increase referrals, shift the focus to the intangibles beyond salary, and land top talent while your competitors wonder what happened.

Same Side Selling

Sell Like A Trusted Expert, Not A Salesperson

Is your business reaching its potential? Old school tactics are quickly becoming obsolete. In this session, Ian Altman flips traditional sales on its head covering key pillars from his bestselling book, Same Side Selling.

Today’s rainmakers are subject-matter experts. Altman has helped numerous organizations quickly double their growth rate using principles that he deployed to propel his prior companies from zero to over $1 billion in value. Your audience will discover how to be seen as a subject matter expert perfectly aligned with how today’s customers make buying decisions. Altman shares the three questions that every B2B buyer asks when approving a purchase, how to clearly differentiate your offering from the competition, and how the Same Side Pitch can entice your clients to pursue you, rather than you chasing them. All meant to complement existing sales processes. Your team will leave this session with an integrity-based approach that they can immediately implement that puts them on the same side as your client so you sell on value over price.

As a CEO for two decades, Altman founded and grew his own business-services and technology companies from zero to over $1 billion in value. This business success, backed by years of researching how customers make decisions, established Altman as a leading authority on accelerating business growth.

Future Proof Your Sales and Marketing

Artificial Intelligence, changes in buyer behavior, and client expectations can make your current approach to business growth obsolete within just a few years. Double your growth rate by aligning your sales and marketing with how today’s customers make decisions.

Ian Altman provides research across thousands of executives on how emerging technologies impact the buyer’s journey and the way B2B clients buy. Ian shares how to modernize marketing, sales, and corporate communication to help your organization stand out from the competition, compete on value over price, and help customers appreciate your value in a sea of noise.

Attendees will discover a modern approach to successfully align marketing and sales. How to they can apply strategic differentiation to raise your business head and shoulders above the competition, avoid commoditization and all the while ensuring that your future is protected.

As a CEO for two decades, Altman founded and grew his own business-services and technology companies from zero to over $1 billion in value. This business success, backed by years of researching how customers make decisions, established Altman as a leading authority on accelerating business growth.

The Secrets to Crushing the Competition Regardless of Price

Help Your Client Root for You Over Alternatives

Too often when faced with competition, even seasoned professionals might not know what to do. It’s natural for team members to start discounting in hopes of winning the business. But, what if there is a better way? In this session, Ian Altman flips traditional approaches to competition on its head covering key pillars from his bestselling book, Same Side Selling.

Based on research with thousands of executives on how they make and approve decisions, Altman gives your audience tools that overlay on top of existing sales methodologies to shift the focus from price to value, allow you to quickly stand head and shoulders above the competition, and better understand why replacing the competition with your solution might require some hand-holding.

Your team with leave the session with actionable tools tailored to your products or services to help your clients quickly see why you have a superior solution regardless of price. Altman follows-up the session with key-takeaway messages and a series of emails and videos to ensure the concepts stick. This has led to clients seeing rapid, tangible results. Some clients have gone from 20% to 80% of their team beating their revenue targets within one year. Others have grown 500% in less than three years.

As a CEO for two decades, Altman founded and grew his own business-services and technology companies from zero to over $1 billion in value. This business success, backed by years of researching how customers make decisions, established Altman as a leading authority on accelerating business growth.

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