Understanding Same Side Selling with Ian Altman
Ian Altman, a CEO for over two decades and author of\xa0Same Side Selling, sees a big issue with common sales metaphors that relate selling to sports or battles. This is because in these types of scenarios, one person wins and another loses. In this interview and in the book, Ian focuses on the buyer\u2019s perspective as well as the seller\u2019s point of view and how they can work together and not against one another.
This Sales Expert Interview covers:Topics in\xa0Same Side Selling
- The adversarial traps that pit buyer and seller against each other and how to get them on the same side
- The puzzle metaphor