Search

Home > The InnovaBuzz Podcast > InnovaBuzz Episode #39 – Ian Altman: Grow My Revenue
Podcast: The InnovaBuzz Podcast
Episode:

InnovaBuzz Episode #39 – Ian Altman: Grow My Revenue
Category: Business
Duration: 0
Publish Date: 2016-07-21 21:17:08
Description:





























Ian Altman from Grow My Revenue















In this episode 39  of the InnovaBuzz podcast,  my guest is Ian Altman from Grow My Revenue.  Ian helps executives become outrageously successful targeting and winning business.  We talk about innovation and sales leadership - how to sell innovation and perhaps most importantly, how to ensure that what you produce and sell is what your customers really want and need.  There are a lot of gems in this interview, listen to the podcast and read on to find out more!















Listen to the Podcast



















Always think about the customer experience and then help your customer get more and more comfortable doing business with you than with somebody else.


Ian Altman















Show Highlights




Some of the highlights of this episode include:

* The sales process that Ian recommends - figure out what problem you're great at solving, who your ideal clients are, and then adapt your message to match.
* Ask: what kind of problems do you solve, and what happens if the clients don't solve it? What are the alternatives for finding it? Why would they buy this from you instead of somebody else?
* You need to be really clear about what your product or service does for your ideal clients.  If you are not, your clients won't know either, and they won't care as a result.
* You need to understand why your customer would do business with you and what would prevent them from doing business with you. And if you know both of those things, then you can start figuring out who your ideal client is and what type of content you need to create to give them the trust and comfort that you're the right solution for them.
* The best client ironically is usually not the person who is seeking a service like yours. The best client is the person who is experiencing the symptoms you fix, but doesn't yet know that they are suffering from those symptoms. If you help diagnose the symptoms and what that is costing the business, you are most likely going to be the default vendor to provide that service or product.
* Sometimes if you underprice your product or service in the marketplace it's not seen as a credible solution to the client's problem or need.
















Integrating sales with content is absolutely essential today - if you are not doing it, you are at a supreme disadvantage.


Ian Altman















The Buzz - Our Innovation Round




Here are Ian’s answers to the questions of our Innovation round. Watch the interview to get the full scoop.

* #1 thing to be more innovative – Really understand the problem that you're trying to solve, not just what it does.
* Best thing for new ideas – We ask a lot of questions and listen incessantly.  Use the FIT (Find Impact Together) process.
Total Play: 0