Our team found Ian to be engaging, entertaining, and thought provoking. We can easily implement his message about value selling.
Ian Altman
Business Growth Expert, Keynote Speaker, and Best-Selling Author
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Ian Altman
Biography
Organizations call on keynote speaker, Ian Altman to inspire audiences with a modern approach to grow business with integrity.
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 Ian as a leading authority on accelerating business growth.
B2B organizations around the world have achieved remarkable, measurable business growth with Altman's integrity-based approach from his bestselling book, Same Side Selling.
Through his energetic, humorous, and interactive talks, Ian engages executives, subject matter experts, marketing and sales professionals alike. He shares proven methods to help modernize sales and marketing to align with today's customers. Whether speaking to an audience of hundreds, thousands, or a small group of executives, Altman's message still resonates.
As a business growth expert and bestselling author audiences are drawn to Altman's popular weekly podcast, Same Side Selling, available on iTunes. Hundreds of Altman's articles on business and leadership can be found on Inc. and Forbes.
Discover more about Ian Altman as a keynote speaker and how he helps his clients achieve remarkable results
Ian Altman
Featured Videos
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Ian Altman
Featured Keynote Programs
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.
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.
Ian Altman
Featured Book
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.
Ian Altman
Featured Review
Ian Altman
Featured Articles & Resources
Why You Should Stop Trying To Get Around Gatekeepers
Find out what works best when trying to approach gatekeepers as well as how to earn the attention of senior executives.
Public Speaking Doesn't Have To Be So Scary
Discover how to overcome your fear of speaking in front of a crowd.
How To Help Your Good Sales Team Become Great
There are a few key factors that distinguish great sales teams from everyone else. Here's how to apply these factors to your business and take your team to the next level!
What You Can Learn From Susan Collins' Senate Speech For Justice Kavanaugh
Politics aside, Senator Susan Collins' 45-minute speech announcing her support of Judge Brett Kavanaugh, delivered lessons that everyone, regardless of political ideology, can...
The Secret To Generating Buzz For Your Brand That Keeps People Talking
It's easy to understand why many feel that word-of-mouth buzz just "happens." However, great word-of-mouth is best achieved when you plan for it.
How To Ensure Customers Call You Back Every Time
Here's what to do when prospective customers go radio silent.
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