Same Side Selling Podcast

B2B selling expert, Ian Altman hosts the Same Sid

Author: Same Side Selling Podcast

B2B selling expert, Ian Altman hosts the Same Side Selling podcast. Organizations rely on Ian to modernize their sales approach to achieve business growth. Ian draws on his experience as a former CEO of two decades to help people and organizations dramatically grow revenue. The Same Side Selling podcast features sales and business topics, as well as insight from industry leaders with proven success. Ian interviews some of the brightest minds who share proven methods to help YOU achieve success and grow revenue with integrity. Tune-in for inspiration, entertainment, and especially actionable takeaway messages that can drive remarkable results. Discover more at http://www.IanAltman.com
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Language: en

Genres: Business, Entrepreneurship, Marketing

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Procurement Demands vs Vendor Requirements
Episode 388
Tuesday, 7 April, 2026

Ian Altman discusses common mistakes in procurement, emphasizing the importance of not commoditizing oneself. He advises vendors to focus on what's in the customer's best interest rather than succumbing to unrealistic demands for line item pricing and cost disclosure. Altman suggests engaging with line-of-business people to understand client needs and past experiences, which can help tailor services to achieve better outcomes. He recommends shifting the focus from price to results by discussing long-term success metrics with clients. Vendors should articulate their value proposition and be prepared to negotiate based on overall solutions rather than individual items.Biggest MistakesAllowing procurement to dictate pricing and require cost disclosure, leading to commoditization.Accepting unrealistic procurement demands without proposing a results-focused alternative.Best PracticesEngage line-of-business stakeholders early to ensure the solution improves outcomes.Ask and agree on measurable success metrics before selling or delivering.Offer bundled pricing tied to accountability to emphasize solution over line items.Present your success formula and collaboratively adapt it to the client's buying rules.