Bill Black, Host of the Exit Coach Radio Show, conducts this interview.
Ian Altman is the CEO of Grow My Revenue, LLC - which helps Companies Engage Their Entire Organization to Grow RevenueYou can read his articles about integrity-based sales leadership on Forbes.com. Marketing luminary SethGodin said his latest book is one of two insightful books on B2B consultative selling (the other was SPINSelling released in 1988). He successfully built and sold his prior companies and then served as managingdirector of the acquiring company while growing the value to more than $1 billion. Now he works withorganizations around the world on how to grow revenue and business value with integrity.
Questions discussed include:1) What is the biggest mistake sales organizations make?2) How do you shift conversations from price to value?3) What’s the one thing owners can do to maximize value of their companies via their sales strate [...]
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