What is the main message of 'Same Side Selling'?

The book 'Same Side Selling' by Ian Altman and Jack Quarles provides key insights and strategies to help readers succeed in their personal or professional lives.

Who should read 'Same Side Selling'?

'Same Side Selling' is ideal for professionals, entrepreneurs, and lifelong learners looking to grow through the insights shared by Ian Altman and Jack Quarles.

How does 'Same Side Selling' stand out from other books?

Ian Altman and Jack Quarles offers a unique perspective in 'Same Side Selling', using real-world examples and practical tips to help readers apply the lessons.

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Ian Altman and Jack Quarles

Same Side Selling

Work collaboratively with your prospects

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Operations

What Will You Learn?

"Collaborative selling where buyer and seller solve problems together closes deals 70% faster – Same Side Selling by Altman and Quarles eliminates adversarial negotiations forever. This comprehensive Same Side Selling summary and main concepts outline:

Problem-First Conversations - Understand their issue completely before mentioning your solution
Fit Assessment Matrix - Qualify opportunities where you can't deliver exceptional value
Co-Creation Process - Build solutions with prospects instead of presenting to them
Success Metrics Alignment - Define mutual wins before discussing price or terms

The hidden gem: Their ""Finding Impact Together"" worksheet transforms cold calls into warm consultations. Your Click.Apply.Grow™ transformation: Approach one prospect as an advisor tomorrow. Focus on their success metrics. Co-create solutions together. Sales teams using same-side methods achieve 92% customer satisfaction scores. Sell with, not to."

About the Author

Ian Altman and Jack Quarles are sales growth and procurement strategy experts who help companies create value-based client relationships while aligning procurement and sales.

Ian is the author of “Same Side Selling” and a keynote speaker on revenue growth. Jack, a procurement veteran and bestselling author of “Expensive Sentences,” brings deep expertise in buying behavior. Together, they bridge the gap between buyers and sellers to create long-term partnerships.

What sets Ian and Jack apart: They turn adversarial negotiations into collaborative growth opportunities.

Companies adopting their Same Side Selling framework report higher win rates, stronger client retention, and 20–40% faster deal cycles.

The buyer-seller translators who prove that trust—not tension—closes the biggest deals.

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