ISSUE RESULTS IMPACT & IMPORTANCE KEYS TO SUCCESS SAME SIDE SELLING CASE STUDY BACKGROUND Optimal Networks is an information technology (IT) service provider. Their solutions run from traditional managed services to high-end cloud services; so they can be responsive to all clients’ needs and guide them along in the process. In the past much of their conversations were technical in nature, which led them to realize that traditional sales people weren't working anymore; they needed Subject Matter Experts. WHY IT MATTERED They offered a gold standard level of service and support, in many cases with a fixed price, to perform everything that the client would need. The issue was that the clients didn't understand the difference between them and the competition. RESULTS They adopted Same Side

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