“I’ve had the good fortune to have Ian Altman speak to our audience. Ian introduces concepts that I have never seen in all my years (and I spent 28 years in sales, sales management and trainer for Miller Heiman’s Strategic Selling). Ian has an ability to make sophisticated concepts easy to implement. He helps the audience discover what they should do, why it works, and then shows them exactly how to execute the concepts. It’s rare to see a speaker with enough real-world experience to role-play live situations from the audience with such fluidity. Participants left the program with pages of detailed notes they could put into action to produce immediate results.”
Bryan Baudean – Vistage Chair
“Outstanding content and value. Ian presents a whole different mindset for selling. In several weeks it already is making a difference with me and with our company. I anticipate that we will look back at Ian’s training as a hallmark moment in the history of our company, when throughout many levels in our company we really learned to sell!”
Michael Engels – Chief Investment Officer/Partner – CWS Capital Partners
“We struggled to develop a message and sales methodology that could help us stand out from the competition. We worked with Ian Altman to build a culture of integrity-based selling for our company. Our message no longer falls on deaf ears, and our clients better appreciate the value we bring to impact their business. The great thing about Ian’s approach is its focus on finding the truth. It makes for a sales conversation that is much more comfortable and productive, for both parties. ”
Brad Powell, CEO – Axiaware
“We have worked with Ian Altman to introduce his novel, counterintuitive approach to sales and marketing. This approach takes into consideration the dramatic changes in buyer behavior as well as how to leverage content and technology. He is able to convey complex concepts with simplicity that makes everything actionable and “real.” As a result, we have an approach that earns the attention of our customers, allows us to not waste time on the wrong opportunities, and truly stand out from the competition… all while realizing dramatic growth.”
John Heaton, CEO – PayPlus Benefits
“We engaged Ian Altman to speak to our entire sales and leadership team. Before we even got started there was some skepticism and initial reluctance about Ian’s novel approach. Now, everyone is singing his praises. Our highest performer openly admitted in a company meeting that after only two months, Ian’s sales approach has completely changed the way he approaches sales, and has made him even more successful. Our clients appreciate now buy from us based on value instead of price.”
Howard Rogers, CEO, BrightClaim
“Ian was dynamic from the moment he spoke. A true “larger than life” personality, that if you were not part of the session he was presenting and walking by, you might find an excuse just to put your ear to the door and listen as the energy and enthusiasm could be perceived as “contagious” outside the meeting room walls.”
Shellie Albosta – CWS Capital Partners
“Ian Altman’s perspective on selling in a professional services environment is informative as well as thought provoking. Most of the concepts he suggested made sense and more importantly are easy to implement.”
Scott Levine, Managing Director – Stout, Risius, Ross
Upside down selling! That is exactly what it is…everything you thought about selling should be thrown out. This unique approach provides insightful ways to improve probability of winning new projects by pushing you to think about the your value drivers and how you solve someone else’s problems.
Jeremy Krasner, Managing Director – Stout, Risius, Ross
The only problem with Ian’s presentation was that it wasn’t long enough! I loved every minute and felt completely energized after I left. I’m ready to make change in my organization!
Ann Dolin, CEO – Educational Connections
Ian got me to recognize what we are doing wrong and how to formalize and correct the process. I like practical, it was practical and entertaining. That will stick with me.
Paul Valenta, Vice President of Sales and Marketing – CALMAC Manufacturing Corporation
It was engaging, with common sense concepts presented in a way that made them memorable. His presentation style was enjoyable and unique. The introduction of a quick series of photos finishing his sentences was something I had not seen before, making it both memorable as well as enjoyable. Most presenters don’t integrate media that well or seamlessly.
Brad Olander, CEO- Goldstar, LLC
Our people generally don’t like the idea of selling, but they love solving problems. Ian helped us make that mindset shift away from selling and into solving problems. That shift helped us focus on the problems we solve really well and engaged everyone in the company in solving those problems for clients and prospects – it unlocked a ton of potential in our people and the firm overall.
Jeff Gallimore, Partner – Excella Consulting
Upside-Down Selling shortened our sales cycle, swiftly eliminated garbage opportunities, and generated a 3-to-1 return on investment after only 6 months. Ian established a step-by-step approach to focus squarely on those organizations where we could make the greatest impact on their business. In a highly competitive field, we now stand taller than our competitors
Joe Appelbaum – President, The Potomac Companies
“Upside-Down Selling taught our sales staff and consultants how to transform prospects into customers. We had been struggling to close deals. Upside-Down Selling’s Issue, Impact, Importance provided context to ask the right questions, demonstrate value , and win business. We closed a new, strategic customer within weeks.”
Wendy Henry – COO, Johnston McLamb
It was like reading Playboy when I was 16 Years Old. I loved it and couldn’t wait to put the things I learned into practice.
Colin Eagen – CEO EGroup
What’s so surprising sometimes in the world of business is how so many organizations and people tend to over-complicate it. My first (and best) business lesson was from my grandfather, who told me “Never forget…it all starts with the customer and with the sale.”
What’s fantastic about Ian is that he remembers that and never lets you lose sight of it. Read his blog…or just talk to him…and he oozes this relentless focus on the customer and in creating an effective and efficient sales process to deliver value to them and revenue to you. He understands that sales is a two-way value exchange, but he also knows that there are smart (and dumb) ways to make sure that you are doing it.
I feel quite fortunate to have Ian in my network and have learned a great deal from him. His experience speaks for itself and his focus is something we can all emulate.
Jeremy Epstein – Never Stop Marketing
Excellent presentation. Highly professional; terrific speaker (and listener); to the point; great audience interaction; useful visuals and take-aways. Applicable to a broad range of professionals across many industries. Strongly recommend. I will insist that my clients take the time to meet Mr. Altman.
Matthew Siegel – UGL Services
Ian brought a refreshing difference to his sales seminars for our company. He is able to clearly define how each level of individual in our company may utilize his proven techniques to increase sales success. He understands that each member of the team will approach organic growth from differing perspectives and motivations. From this base he is able to articulate his methodology so every level team member gains the knowledge they need to be successful in working towards the ultimate goal of growing revenue.
David Acton, CPA CFO – Johnston McLamb
Ian has been an asset to our company by providing strategic insight on our short-term and long-term growth initiatives. In other words, helping us create a plan to achieve our vision.
Barry Glassman – President, Glassman Wealth
I consider myself a student of consultative or relationship selling. I was trained in it years ago… Ian Altman is by far the best I’ve seen at this in many, many years. He not only does it brilliantly himself, but he has the rare quality of being adept at teaching and coaching others to sell in this most effective way, too. What’s more, when he trains your entire sales organization to embody his methodology, not only do current and long term revenues increase, but the philosophy itself may positively influence your company’s fundamental culture. You cannot go wrong working with Ian.
Lowell Nerenberg – CoachLowell.com
Ian Altman’s presentation was not at all what was expected. Hearing you’re about to sit down for a presentation on sales and marketing is a lot like being told “the dentist will see you now”. But sitting down with Ian was not simply listening to yet another power-point presentation but rather it was an enjoyable learning experience… it was almost as if in having a discussion with an expert I was able to discover facts, tips and information organically rather than the often forced “my way is best” trap that many presentations fall into. I was surprised how much I learned from Ian’s presentation and how fast our time seemed to fly by.
Ed Puccerella – Artemis Strategies
Quotes from Upside-Down Selling participants
“Great speaker with lots of tips that can be used in any company – practical advice!”
“I wish we had more time together”
“Wonderful topic with supporting material! Very interactive and interesting! Thank you.”
“Very Engaging style. Excellent handouts and Powerpoint materials.”
“Very interactive, great slides, and knowledge of topic. ”
“Good energy – interaction with group. Ian did his homework to find out info on the group before the meeting.”
“I was very impressed with the preparation in advance w/regards to Ian’s background understanding of each company.”
“He has an excellent understanding of how to “speak into” the audience because he remembers what we do, who we are, etc. ”
Attendees Upside-Down Selling Programs