Same Side Selling Academy with Ian Altman

10/27/2026

Does everyone on your sales team actually speak the same language?

Not word-for-word or from the exact same script.

But does everyone on the team understand who you can help, the problems you solve, and how to have the right conversations around them?

That’s where the Same Side Studio and Coach come in.

Teams can establish their key markets, personas, problems, and messaging to build a shared foundation—with guidance tailored to the buyers they’re actually speaking with.

Consistency shouldn’t mean sounding the same. It should mean starting from the same strategy.

Learn more about the Same Side Coach: https://samesidesellingacademy.com/same-side-coach-capabilities/

10/23/2026

Sometimes sales training gives you the framework.

Then a real prospect gives you a situation the training didn't cover. Situations like:

“They keep pushing the decision. What do I do?”

“This opportunity isn’t moving. What am I missing?”

“I’m not sure I’m getting the full story. How would you
approach it?”

That’s what our Coach’s Corner is for.

Each month, Same Side Selling Academy members bring their sales challenges to Ian and work through them with the group.

Because sometimes the best way to learn is to start with: “Here’s what I’m dealing with.”

Learn more about the Academy: https://samesidesellingacademy.com/same-side-selling-academy/

10/19/2026

What’s helping your sales team grow even when the market around you isn’t?

At Solar Insure’s 18-month Same Side Selling check-in, the team shared that they had more than doubled their business since adopting the methodology in July 2024—all while their broader industry was experiencing double-digit declines year after year.

That’s what makes this result especially exciting.

Congratulations to the Solar Insure team on the progress. We’re excited to see what comes next!

https://www.youtube.com/watch?v=rispapd0DSk

What does it take to double your business while your industry is ex...

10/15/2026

Want better referrals?

Instead of asking: “Who else do you know who might need our services?”

Try asking: “Which one or two of your colleagues might benefit from that same type of outcome?”

Now you’re not asking your client to find you more business. You’re helping them identify someone facing a problem you’ve already proven you can solve.

Small change. Very different conversation.

How are you asking your best clients for introductions?

10/13/2026

Not every prospect is your prospect.

If you describe the problems you solve best and someone doesn’t care about any of them, you probably don’t need a better pitch. They may simply not be your people.

Instead of manufacturing urgency, spend more time with prospects who recognize the problems you’re equipped to solve.

Then get curious about the impact and what a successful outcome would look like.

Sometimes qualifying out is just as valuable as qualifying in.

How quickly can your team recognize when a prospect isn’t a fit?

10/08/2026

The real test of any sales methodology isn’t whether it sounds good in training.

It’s whether you can apply it when you’re in the middle of a real sales conversation.

That’s why we built the Same Side Selling Coach—to help sellers turn proven principles into confident action, right when they need it.

And it’s why feedback like this from Tabitha Osborn means so much.

Want to see how it could strengthen your sales conversations? Take a closer look: https://samesidesellingacademy.com/same-side-coach-capabilities/

10/06/2026

Your new salesperson can know your product inside and out, and still have no idea how to sell it.

Product training matters. But so does knowing:

Who can we actually help?
What problems should we listen for?
What makes those problems worth solving?

In Episode 394 of the Same Side Selling Podcast, Ian explains why great onboarding needs a repeatable sales process, not just product knowledge and time spent shadowing your top performer.

What gets more attention in your onboarding: product knowledge or sales conversations?

Watch the full episode: https://www.youtube.com/watch?v=low-QnhB0zE

09/28/2026

One of the most overlooked parts of a sales conversation is the risk of doing nothing.

Most sellers are comfortable explaining what they offer and talking through the value of moving forward. But very few help buyers fully understand the cost of staying exactly where they are.

And that’s often the real decision.

Doing nothing feels safe in the moment. There’s no budget approval to defend, no change to manage, and no short-term risk to explain internally. But over time, that choice adds up.

Projects stay delayed. Inefficiencies become normal. Opportunities to improve margins or performance quietly pass by.

When sellers avoid talking about the risk of inaction, buyers are left to figure it out on their own. In many cases, they underestimate it or push the decision down the road.

Same Side Selling takes a different approach.

Instead of pushing for a yes, sellers help buyers look at the full picture. What happens if this problem stays unsolved? What does that really cost the business over six months or a year? How does it affect the team, customers, or broader goals?

Those aren’t pressure questions. They’re responsible ones.

When buyers understand both sides of the decision, moving forward often feels less risky than standing still. That shift alone can shorten sales cycles, reduce discounting, and lead to better long-term outcomes.

Selling works best when it helps people make informed decisions, not rushed ones.

09/21/2026

When companies invest in sales training, they tend to spend a lot of time evaluating the methodology.

But there’s another question worth asking:

Who is actually going to teach it to your team?

Many established sales training systems use licensing or franchise models. That doesn’t mean the methodology is bad. There are plenty of strong consultative selling approaches out there.

The challenge is consistency.

The experience your team receives can depend heavily on the individual delivering the training, their experience, and how far removed they are from the person who originally developed the methodology.

Same Side Selling was intentionally built differently.

When teams work with Same Side Selling, they’re not being handed off to a network of licensees. Ian Altman remains directly involved in the methodology, the Academy, and helping teams put these concepts into practice.

Because learning a sales framework is one thing. Knowing how to apply it when a real prospect pushes back, a deal stalls, or an important conversation goes sideways is another.

When you’re evaluating sales training, don’t just ask what your team will learn. Ask who they’ll be learning it from.

Have you seen the same sales methodology produce very different results depending on who was teaching it?

09/17/2026

Fear of rejection is one of the most common challenges in sales. But what if a "no" simply means you've learned that someone isn't the right fit right now?

In this video, Ian Altman explains how the Same Side Selling concept of Finding Impact Together changes the way sellers approach prospecting and qualification.

Rather than trying to convince everyone to buy, strong sellers focus on understanding the issues a potential client is facing, the impact of those issues, and whether there's a meaningful opportunity to help.

When the fit isn't there, you can move on without treating the conversation as a failure. And when it is there, you've earned the opportunity to explore the problem together.

Ian also shares practical language you can use to start these conversations and explains how the Same Side Quadrants can help you uncover what really matters to the buyer.

Watch the full video to learn how focusing on fit can take the fear of rejection out of selling:

Have you struggled with facing rejection in your sales position? In...