--- title: Break Your IT Sales Barriers with Ian Altman description: "Ian Altman clears how to win the hardest battle MSPs have ever faced: commoditization of the IT infrastructure services and the resulting price pressure." image: https://www.managedservicesplatform.com/hubfs/Imported_Blog_Media/same-side-selling3-3-1.jpg --- ### [LOGIN](https://tool.managedservicesplatform.com/#/login) | [HELP](https://help.managedservicesplatform.com/)  **[![UNICORNS ARE REAL](https://hubspot-no-cache-na2-prod.s3.amazonaws.com/cta/default/388605/d93d8ae5-f67c-45b4-8ba6-ae32d30f5ce3.png)](https://hubspot-cta-redirect-na2-prod.s3.amazonaws.com/cta/redirect/388605/d93d8ae5-f67c-45b4-8ba6-ae32d30f5ce3)** Search Site Search [![logo-hit-mspl-white-horizontal-01-1](https://blog.humanizeit.biz/hs-fs/hubfs/logo-hit-mspl-white-horizontal-01-1.png?width=919&height=170&name=logo-hit-mspl-white-horizontal-01-1.png)](https://www.managedservicesplatform.com/) [![logo-hit-mspl-white-horizontal-01-1](https://blog.humanizeit.biz/hs-fs/hubfs/logo-hit-mspl-white-horizontal-01-1.png?width=919&height=170&name=logo-hit-mspl-white-horizontal-01-1.png) logo-hit-mspl-white-horizontal-01-1](https://www.managedservicesplatform.com/) - [Pricing](https://www.humanizeit.biz/pricing) - [Education](https://www.humanizeit.biz/events) - Humanize IT Podcast - [Youtube](https://www.youtube.com/playlist?list=PLDUiMI4qjlJGa1zA1pwy6-avqM8D3I4OE) - [Spotify](https://open.spotify.com/show/3HRZBruDAP9oyVnloUHABO) - [Apple](https://podcasts.apple.com/us/podcast/humanize-it/id1511560088) - [2024 Weekly Schedule](https://www.humanizeit.biz/events) - On-Demand Webinars - [3 Award-Winning Technologies to Evolve your MSP](https://info.humanizeit.biz/3-award-winning-technologies-to-evolve-your-msp) - [Compliance for Engineers](https://info.humanizeit.biz/compliance-for-engineers) - [Pentesting and Profits](https://info.humanizeit.biz/pentesting-and-profits) - [Your Website is Rubbish](https://info.humanizeit.biz/webinar-your-website-is-rubbish) - [Youtube Webinar Playlist](https://youtube.com/playlist?list=PLDUiMI4qjlJFkYjXQSPwCtmAnK1hFogHR) - [Automate All Your QBRs](https://info.humanizeit.biz/automate-all-your-qbrs) - Free Tools - [Asset Recycling Program](https://www.humanizeit.biz/eol) - [IT Warranty Lookup (Beta)](https://warranty.humanizeit.biz) - [QBR Toolkit](https://www.humanizeit.biz/qbr) - [Meeting Maker](https://meeting-maker.humanizeit.biz/) - [Resources](https://www.humanizeit.biz/expand-existing-clients-resources) - [Coaching](https://www.humanizeit.biz/coaching) - [Expand Existing Clients](https://www.humanizeit.biz/expand-existing-clients-resources) - [Win New Clients](https://www.humanizeit.biz/win-new-clients-resources) - [Structure AM/vCIO Operation](https://www.humanizeit.biz/structure-account-management-and-vcio-operation) - [Implement New IT Services](https://www.humanizeit.biz/implement-new-it-services-resources) - [HIT Knowledge Base](https://help.humanizeit.biz) - Demo Personas - [The Dispatch](https://app.managedservicesplatform.com/clients/8963/home/public/sc-e6d2ab31-6cab-47c0-a47c-a2cfeb969405) - [Streamlined QBR](https://app.managedservicesplatform.com/clients/8963/home/public/sc-f63143e0-3b3a-479e-91a4-835a18b60516) - [CISO](https://app.managedservicesplatform.com/clients/8963/home/public/sc-8365f6b2-2bf3-4ddf-a80c-1515685af50e) - [Annual Budget](https://app.managedservicesplatform.com/clients/8963/home/public/sc-b59d26eb-c3e3-43c6-94fa-3a4f4bb82432) - [About](https://www.humanizeit.biz/about) - [AI Open Letter](https://www.humanizeit.biz/ai-open-letter) - [Testimonials](https://www.humanizeit.biz/testimonials) - [Terms and Conditions](https://www.humanizeit.biz/terms-conditions) - [Privacy Policy](https://www.humanizeit.biz/privacy-policy) - [Security | SOC2](https://www.humanizeit.biz/security) [REQUEST DEMO](https://info.humanizeit.biz/humanize-it-platform-demo) ### [LOGIN](https://tool.managedservicesplatform.com/#/login) | [HELP](https://help.managedservicesplatform.com/)  **[![UNICORNS ARE REAL](https://hubspot-no-cache-na2-prod.s3.amazonaws.com/cta/default/388605/d93d8ae5-f67c-45b4-8ba6-ae32d30f5ce3.png)](https://hubspot-cta-redirect-na2-prod.s3.amazonaws.com/cta/redirect/388605/d93d8ae5-f67c-45b4-8ba6-ae32d30f5ce3)** Search Site # Break Your IT Sales Barriers with Ian Altman By [Denes Purnhauser](https://blog.humanizeit.biz/new-theme-test-old/author/denes-purnhauser) on December 4 2015 ![](https://www.managedservicesplatform.com/hubfs/Imported_Blog_Media/same-side-selling3-3-1.jpg) ![same-side-selling3-3](https://www.managedservicesplatform.com/hubfs/Imported_Blog_Media/same-side-selling3-3-1.jpg) We are starting our "[MSP 2.0 bestseller](https://blog.humanizeit.biz/topic/msp-bestseller-series)" monthly book review. We want to start strong, so the first book of this series is the new consultative selling holy bible, [Same Side Selling](http://www.growmyrevenue.com/store/books/samesideselling/). The co-author, [Ian Altman, CEO of Grow My Revenue](http://www.growmyrevenue.com/), is a sales visionary, bestselling author, Forbes contributor and keynote speaker. While speaking with Ian it became clear he knows how to win the hardest battle IT managed services providers have ever faced: commoditization of the IT infrastructure services and the resulting price pressure, shrinking margins, and the lack of differentiation from competition. One of our MSP 2.0 movement members suggested I read the book: [Same Side Selling - A Radical Approach to Break Through Sales Barriers](http://www.amazon.com/Same-Side-Selling-Approach-Barriers/dp/1940858062). He had told me that this is 100% aligned what we do in the [Managed Services Platform IT Consultative Sales program](https://www.managedservicesplatform.com/it-sales). I read it and I was flattered. Most of what I’ve read on the subject involves large complex concepts, but this book was very simple, very practical and quite an eye opener. I think everybody who’s a little serious about MSP 2.0 should read his book. You can read his articles each week on [Forbes.com](http://www.forbes.com/sites/ianaltman/). If you do a search in business trends, he comes up #1. Business luminary Seth Godin recommends Ian’s latest bestselling book, Same Side Selling, as one of two must-read books on consultative sales. Ian is host of the Grow My Revenue Business Cast. He started, sold, and grew his companies worldwide to values of more than one billion dollars.  I had a chance to chat with Ian last week and he was able to carve out time with us for a quick interview. The fun part is that he knows the industry well, so we had a great chat. I am not going to try summarizing the interview, as I think it’s better to just hear him for yourself. Thanks again to Ian. Check out his webcasts at his website: [http://www.growmyrevenue.com](http://www.growmyrevenue.com)   [IT Sales Person](https://blog.humanizeit.biz/new-theme-test-old/tag/it-sales-person), [Managed Services Providers](https://blog.humanizeit.biz/new-theme-test-old/tag/managed-services-providers), [IT Sales](https://blog.humanizeit.biz/new-theme-test-old/tag/it-sales), [MSP](https://blog.humanizeit.biz/new-theme-test-old/tag/msp), [MSP Bestseller Series](https://blog.humanizeit.biz/new-theme-test-old/tag/msp-bestseller-series), [IT Consultative Sales](https://blog.humanizeit.biz/new-theme-test-old/tag/it-consultative-sales), [Win New Clients](https://blog.humanizeit.biz/new-theme-test-old/tag/win-new-clients), [Managed Services Platform](https://blog.humanizeit.biz/new-theme-test-old/tag/managed-services-platform) ##### Like it? 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