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Just one year after adopting Same Side Selling and having Ian Altman speak at their National Sales Meeting, over 90% of the Small Business team is now meeting their revenue targets. GPS grew their revenue by more than 30%, with fewer salespeople, just by shifting their approach to selling. By working together, across sales and marketing, GPS Insight now offers a clear and compelling value to customers that help them stand head and shoulders above the competition. Read the full GPS Case Study

QDS adopted Same Side Selling and now have a consistent language amongst the organization. They have a modern integrity based approach for working with clients and the clients are more often times convincing them why they need their help instead of them feeling as if they are selling. Read the full QDS Case Study

 Before adopting Same Side Selling Bright Claim was growing between 8% and 10% per year. In the 3 years after adopting Same Side Selling they grew a total of 500% and were recently acquired by Genpact in 2017 Read the full BrightClaim Case Study

Yoko Co shifted the focus from price to results with their clients and make it clear they really care about the client versus just about making money. Since adopting Same Side Selling they have consistently grown between 20-40% each year. Most importantly, their clients have a crystal- clear understanding of where they add value and their conversations have shifted from being all about price to now being all about the results. Yoko Co now stands out from the competition and earns a lot of repeat as well as referral business from happy clients. Read the full Yoko Co Case Study

Optimal Networks now clearly stands out from the competition. Their clients and prospects now understand that there are 3 different levels of service providers in the industry; and Optimal Networks delivers exceptional value because they take the time to understand the business impact and needs, rather than just focusing on technology alone itself. Read the full Optimal Network Case Study


Finding FIT with Same Side Selling

Same Side Selling is the idea of solving a puzzle, finding a FIT; instead of playing a game. Discover how to sell with integrity from the same side of the table for better results all around.


Price vs. Value – Does Price Matter Most To A Buyer

Ian Altman & Jack Quarles discuss the importance of price in the buying process and how to overcome pricing objections.

Want to rise above the competition?

Discover how by asking the right questions to your client you can shift the client’s focus from price to value and quickly rise above the competition..


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  • Influence and Human Nature | Bob Burg

    For 30 years Bob Burg helped companies, sales leaders and their teams to more effectively communicate their value, sell at higher prices with less resistance and grow their businesses. He’s best known for his Wall Street Journal and Business Week bestseller, the Go-Giver, which he coauthored with John David Mann. It’s been translated into 28

  • How to Sell in Stressful Times | Meridith Elliott Powell

    I’m joined this week by Meridith Elliott Powell who is a brilliant sales mind who’s written many books, is considered a top sales expert to follow by LinkedIn and happens to be one of my favorite fellow keynote speakers. We’re going to discuss how selling in times of crisis is not a bad thing, that

Help Non-Salespeople Become Rainmakers | David Campbell

David Campbell, the Chief Operating Officer at Optimal Networks, shares how they successfully engaged non-sales people to grow revenue and built an amazing culture within their organization around growth. Discover how to sell like an expert focused on results, not like a salesperson.  Listen Now
B2B procurement veteran, Jack Quarles understands how companies buy. On this episode, Jack shares new and more innovative ways to work with B2B purchasing and procurement.  Listen Now