Hardware Podcasts

Finding the Fit: How the Seller and Buyer Can Work Together so Everyone Wins w/ Ian Altman

The Manufacturing Executive · 18 Aug 2020 · 31m · Episode 10

What this episode covers

Ian Altman, co-author of Same Side Selling and founder of Same Side Selling Academy, explains his methodology for B2B sales that prioritizes buyer-seller alignment over adversarial negotiation. He details the 'Same Side Pitch,' which leads with the customer's problem and desired outcome rather than vendor features, and discusses how to structure case studies to focus on results. Altman also advises manufacturers on pivoting to helpful content marketing during the pandemic to replace trade shows, emphasizing that vendors should act as educators to build mutual understanding.

Most relevant to

early-stage companies

Topics

Mentioned

Companies
Same Side Selling Academy, Gorilla 76
Products
Same Side Selling, Upside Down Selling, They Ask, You Answer, Growth In Crisis
Also
Amazon, LinkedIn

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