--- title: SME business guides | MD business tools | leadership advice | Ian Altman description: "Ian Altman helps CEOs and other executives discover how to compete and win against giants, engage their entire teams to grow business, and shift conversations from price to value. He served as CEO of technology and professional services companies for two decades before selling his companies. He then served as managing director of the parent entity as he grew valuation from $100 million to more than $1 billion in just three years while establishing distribution channels in China, India, Europe, The Middle East and the Americas. Ian is an Amazon Bestselling author of two books: Upside Down Selling (May 2012) and his latest book, Same Side Selling (May 2014, Idea Press) that he co-authored with Jack Quarles. Ian is a weekly contributor to Forbes and has been published in The Huffington Post, Washington Business Journal, other syndicated on-line publications. You can read his articles on GrowMyRevenue.com." --- ** # Vistage UK Blog ** Category: All categories Uncategorized Business Leading, Not Managing Getting Ahead Strategy Work/Life Balance Issues Employee Motivation Life At The Top Sales Vistage Members Speakers HR Economy Marketing Recruitment Vistage Change Management Being a new CEO Vistage Chair Exit Planning/Strategies Family Business Technology Vistage Staff Time Management Vistage Open Days Mental Health Brexit Negotiation Scaleup Business Cybersecurity Raising finance 6 Results ## Ian Altman ![Ian Altman](https://app.hubspot.com/settings/avatar/99989fa86d27526e66cfdd93d5579034) Ian Altman helps CEOs and other executives discover how to compete and win against giants, engage their entire teams to grow business, and shift conversations from price to value. He served as CEO of technology and professional services companies for two decades before selling his companies. He then served as managing director of the parent entity as he grew valuation from $100 million to more than $1 billion in just three years while establishing distribution channels in China, India, Europe, The Middle East and the Americas. Ian is an Amazon Bestselling author of two books: Upside Down Selling (May 2012) and his latest book, Same Side Selling (May 2014, Idea Press) that he co-authored with Jack Quarles. Ian is a weekly contributor to Forbes and has been published in The Huffington Post, Washington Business Journal, other syndicated on-line publications. You can read his articles on GrowMyRevenue.com. Find me on: ### Recent Posts [Business](https://blog.vistage.co.uk/topic/business) September 8, 2014 [![](https://blog.vistage.co.uk/hs-fs/file-1588408909-jpg/Blog_Images/pixabay_images/losing_customers.jpg) ](https://blog.vistage.co.uk/when-youre-fired-by-your-best-customer) ### [3 Keys Things to Remember When You’re Fired by Your Best Customer](https://blog.vistage.co.uk/when-youre-fired-by-your-best-customer) You were just informed that your company’s best customer sent an email saying they are not happy and are taking their business elsewhere. What do you do next?.. [Business](https://blog.vistage.co.uk/topic/business) April 16, 2014 [![](https://blog.vistage.co.uk/hs-fs/file-434602383-jpg/Blog_Images/unsplash_images/Brick_Wall.jpg) ](https://blog.vistage.co.uk/why-your-team-must-focus-on-results-not-resources) ### [Why Your Team Must Focus on Results Not Resources](https://blog.vistage.co.uk/why-your-team-must-focus-on-results-not-resources) Early in my prior business, I learned a valuable lesson about why it’s important to focus on results. This lesson cost my team the deal in the short term and.. [Business](https://blog.vistage.co.uk/topic/business) April 1, 2014 [![](https://blog.vistage.co.uk/hs-fs/file-628062691-jpg/Blog_Images/Other/business_proposal_ideas.jpg) ](https://blog.vistage.co.uk/4-steps-for-creating-a-winning-business-proposal) ### [4 Steps for Creating a Winning Business Proposal](https://blog.vistage.co.uk/4-steps-for-creating-a-winning-business-proposal) In a perfect world, business proposals are written to offer solutions to problems faced by prospective customers. Business proposals are supposed to help.. [Getting Ahead](https://blog.vistage.co.uk/topic/getting-ahead) March 19, 2014 [![](https://blog.vistage.co.uk/hs-fs/file-585643608-jpg/Blog_Images/pixabay_images/price_trap_pixabay.jpg) ](https://blog.vistage.co.uk/2-proven-methods-to-help-mds-avoid-price-traps) ### [2 Proven Methods to Help MDs Avoid Price Traps](https://blog.vistage.co.uk/2-proven-methods-to-help-mds-avoid-price-traps) After a recent keynote address, I asked one of the attendees her secret to growing their business. She replied “We just make sure that we are at least 5% below.. [Sales](https://blog.vistage.co.uk/topic/sales) March 5, 2014 [![](https://blog.vistage.co.uk/hs-fs/file-566941255-png/Blog_Images/pixabay_images/elevator_pitch.png) ](https://blog.vistage.co.uk/3-crucial-elements-for-the-perfect-elevator-pitch) ### [3 Crucial Elements for the Perfect Elevator Pitch](https://blog.vistage.co.uk/3-crucial-elements-for-the-perfect-elevator-pitch) Does your Sales Pitch, commonly referred to as an Elevator Pitch, rise to the top or sink to the Basement? As a Senior Executive, you have an opportunity to.. [Business](https://blog.vistage.co.uk/topic/business) February 19, 2014 [![](https://blog.vistage.co.uk/hs-fs/file-532957637-jpg/Blog_Images/pixabay_images/opportunity_impossible_possible.jpg) ](https://blog.vistage.co.uk/3-ways-leaders-should-evaluate-new-business-opportunities) ### [3 Ways Leaders Should Evaluate New Business Opportunities](https://blog.vistage.co.uk/3-ways-leaders-should-evaluate-new-business-opportunities) Just because the potential client seems like a great customer for you, does not mean that the conditions are right for you to pursue or win their business... [1](https://blog.vistage.co.uk/author/ian-altman/page/1) ### Subscribe to Vistage Insights X ? ![](https://www.bizographics.com/collect/?pid=8256&fmt=gif) ![](https://px.ads.linkedin.com/collect/?pid=3037762&fmt=gif)