ISSUE RESULTS IMPACT & IMPORTANCE KEYS TO SUCCESS SAME SIDE SELLING CASE STUDY BACKGROUND GPS Insight offers sophisticated fleet management and GPS tracking solutions. Their business was growing, and competitors were entering the market and creating confusion for customers. New initiatives and regulations were creating demand for solutions to track maintenance, improve routing, contain risks, and reduce costs. WHY IT MATTERED The company was seeing increased pricing pressure from customers; who couldn’t clearly see the difference between the advanced solutions that GPS Insight offered and the basic solutions offered by others. This meant that in the Small Business team alone, only twenty percent of the team was actually hitting their numbers. The Vice President of Sales, Jason Walker,

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