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What is the Same Side Selling Academy
For more years than I care to admit, clients have asked if I offered an online program to onboard new team members, reinforce concepts for those who have participated in Same Side Selling, and ask...
View ArticleCan You Create Urgency With Customers
When you are waiting for a potential customer to make a decision, there is a wrong and right way to follow-up with your client. Rather than striving to create urgency, here’s an approach you can take...
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Client Vision Pyramid Method
If the client doesn’t know the difference between what you offer and what others offer, it’s your own fault. In this video, I share a strategy called the “Client Vision Pyramid” that you can use to...
View ArticleWhy They Would and Would Not Buy From You
Are you tired of waiting for pending opportunities with potential clients? In this video, discover what questions you need to ask and information you need to uncover to know why a potential client...
View ArticleChristina Daves Same Side Selling Testimonial
Christina Daves explains how within 24-hours of attending the Same Side Selling Immersion session, she was able to apply the concepts and realize rapid results. Explore all the latest Same Side...
View ArticleWhy Sales People Don’t Role Play
How often do you practice and role-play client scenarios each week? In this Same Side Selling video, discover why Sales Teams that practice at least one hour a week always outperform the rest. Explore...
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5 Things To Cover At Your Next Sales Conference To Actually Help Salespeople...
As Published on Forbes.com Shutterstock I’ve attended and spoken at countless sales conferences across multiple industries over the course of my career. Unfortunately, I see the same mistakes being...
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Dirty Secrets CRM Vendors Don’t Want You To Know
Find Ian’s articles on Forbes.com When you have more than just a few connections, you might find that things slip through the cracks. As your organization grows, you might realize that you have to...
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What To Do If Your Client Says: ‘Your Price Is Too High’
Find Ian’s articles on Forbes.com After a recent Immersion Workshop, someone asked: “What do we do when the customer comes back saying that we were not selected because our price was too high?”...
View ArticleDirty Secrets CRM Vendors Don’t Want You To Know
Find Ian’s articles on Forbes.com When you have more than just a few connections, you might find that things slip through the cracks. As your organization grows, you might realize that you have to...
View ArticleWhat To Do If Your Client Says: ‘Your Price Is Too High’
Find Ian’s articles on Forbes.com After a recent Immersion Workshop, someone asked: “What do we do when the customer comes back saying that we were not selected because our price was too high?”...
View ArticleThe Difference Between Free Consulting And Building Trust
As published on Forbes.com In my keynote sessions and workshops, I often speak about not playing fetch and avoiding the pitfalls of giving away free consulting. I might sound cynical since I often...
View ArticleThe Biggest Mistake You Can Make Pricing Services
As published on Forbes.com Many businesses struggle with creating attractive pricing. Those who sell services often struggle the most. I often get asked about the best way to price services. I’ve...
View ArticleWhy 2nd Place In Business Sucks — And How To Avoid It
As Published on Forbes.com I was speaking at a recent event in Los Angeles. One of the participants asked an all-too-common question: “I’m very proud of our team. If we don’t win the deals we pursue,...
View ArticleThe 3 Worst Questions Salespeople Ask Clients – Including Great Alternatives
As published on Forbes.com If you have ever been in the position of making a purchasing decision, salespeople have undoubtedly asked you horrible questions. Rest assured, that nobody asks an awful...
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Learn More… Read Less
As published on Forbes.com We all know we should read more books. As Rodney Dangerfield once said, “Read. Who has time? I see the movie. I’m in and out in two hours.” Between internal meetings,...
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Why Do Companies With Great Solutions and Salespeople Still Fail?
As published on Forbes.com We’ve all seen companies that appear to have the world in the palm of their hand, and then they drop the ball. They might have strong financing. They could have great...
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Don’t Waste Time Fixing Your Weaknesses
As published on Forbes.com No matter how much he trains, Shaquille O’Neal will never be a great jockey. He’s a world-class athlete, but he’ll also never be a great pole vaulter or top-ranked tennis...
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LinkedIn Paid Vs. Free – A Review Of Sales Navigator
As published on Forbes.com If you connect to friends, you might use Facebook, Instagram, or a variety of other tools that emerge almost daily. If you want to build your business and professional...
View ArticleThe Right And Wrong Way To Pursue A Potential Client
As published on Forbes.com I received a cold-call this week that I just had to share. The caller, who I’ll call Ashton, called from a company that sells business development services to speakers and...
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