Deal Coaching helps your teams chase down and close your ‘must-win’ opportunities. They help all your sales teams to perform at the level of your ‘A-team’. We think this is so important that we ourselves won’t go after a significant opportunity without running Deal Coaching sessions – it’s as simple as that.”
Richard Barkey, CEO Imparta
What is Deal Coaching?
Deal Coaching sessions are high impact interventions that help drive the whole sales process through all its critical stages, from account entry to qualification, building momentum, proving value, pitching against competitors, alleviating risks and negotiating price and terms.
They are intense, structured and practical. Expert facilitators help your sales teams generate game-changing insights for vital deals and accounts, reinforcing critical sales skills as they go. Deal Coaching may be one facilitated session focused on a key stage of the deal, or a sequence of sessions throughout the deal process.
What tools and skills are deployed in Deal Coaching?
Deal Coaching facilitators are skilled in all of Imparta’s comprehensive sales effectiveness methodologies. These include consultative selling, account planning, account management, negotiation and communication tools and techniques. The same tools and techniques are already benefitting other world class sales organisations at Intel, WPP, GE, HP, and Telefonica.
What takes place in a Deal Coaching session?
Large must win deals are selected by you to be the focus of each Deal Coaching session. They make most sense when that cost is small compared to the size of the opportunity.
The facilitator structures each session in line with your business objectives and the stage of the deal in the Buying Cycle. In the Deal Coaching session (typically between three and four hours long) the facilitator provides direction, insight, coaching and support as sales teams plan and prepare to execute their deal winning plans.
Who are the Deal Coaching facilitators?
Deal Coaching facilitators are selected from Imparta’s most experienced sales effectiveness facilitators. They have deep experience in sales and sales management and are fully conversant with Imparta’s powerful methodologies and tools.
What evidence of success do you have?
We have run Deal Coaching with clients from a wide variety of industries, for example from financial services, high technology, telecoms, utilities and services businesses.
Imparta ran a two day Deal Coaching intervention for a global energy company around a specific deal in the pipeline worth £3m. During Deal Coaching, the account team identified further opportunities and areas of added-value for the client, as well as additional areas of competitive advantage and potential risks to the deal. Implementation of the strategies formulated during the Deal Coaching resulted in the deal being closed shortly afterwards for £11m – a 366% increase in deal size.
A well-known advertising agency on a losing streak won a series of high profile new clients adopting the Deal Coaching process, propelling them close to the top of Campaign magazine’s new business wins league table.
In late 2013 a leading global networking infrastructure company ran over 20 Deal Coaching sessions aimed at their largest clients, in support of a new product launch. The sessions successfully helped our client shorten their deal cycles, increase deal sizes, and spot new opportunities. Following this, revenues for the campaign are running 20% ahead of projections, representing several million pounds in increased revenue.
Can you embed the skills needed for successfully winning deals as a capability in your sales organisation?
Yes, we provide modular sales training to address any skills gaps that become apparent during Deal Coaching. We can also develop your sales managers so they are able to coach using some or all of the tools and approaches we deploy in the Deal Coaching sessions. The training will be intensive and demanding, but invaluable career lasting skills will be acquired.