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Creating Client Value

What is the programme about?

Continual technological progress and more cost-effective solutions have made the cost of entry to new markets significantly lower, resulting in greater competition. It’s hard to differentiate on product alone, so great salespeople create value by identifying needs more clearly, designing solutions more creatively, and facilitating the customer’s decision process more skilfully than the competition.

Imparta’s core sales methodology, 'Creating Client Value' (CCV), has been helping salespeople to drive revenue growth for over a decade. By getting beneath the surface of the client’s needs and exploring business needs broadly and deeply, the salesperson can work with the client to create joined-up solutions that reach across the organisation to deliver maximum value to the business. For more information, see the web page on the Creating Client Value methodology, or our White Paper on Creating Client Value.

Who will benefit from this programme?

This programme is especially effective for experienced salespeople who need to work with a more complex portfolio of products or services, or for teams who need to differentiate their sales approach from the competition.

What will this programme help you solve?

CCV will help you to address the following common challenges:

  • Weak sales pipeline. CCV includes advanced techniques for referral and lead generation, combined with highly effective account entry strategies.
  • Long cycle time. CCV’s sophisticated approach to navigating complex buyer roles finds the pressure points in the organisation to build momentum behind the decision.
  • Low share of wallet/average account size. Participants develop solution selling skills that identify the breadth of issues that your capabilities can map against.
  • Low conversion rate from suspects into concrete opportunities. CCV improves conversion rates by teaching salespeople to quantify the case for change.
  • Low win rates. CCV tools uncover the criteria that customers use to assess competing solutions, and help develop strategies for dealing with them.
  • Discounting to win business. CCV focuses on what client’s value, offering more levers to win pitches than price alone. CCV also focuses on how to work effectively with Procurement.
  • Stalled opportunities. CCV will teach your teams to identify when risks are blocking progress, and to uncover specific risks at the strategic, tactical, political and personal levels.
  • Failing to deliver the value that has been promised. CCV provides insight into the phases of implementation that follow a sale, and tools to make sure you deliver the promised value.
  • New opportunities not identified. CCV builds the right behaviours to extend your reach within each account.
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Contact us about

Sales Manager Programme

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Sales Leadership Programme

SLP provides a challenging and insightful journey for your leadership team, giving you the opportunity to work on the business, rather than just in it.

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Sales Coaching

SC develops core skills and behaviours to ensure coaching conversations drive individual and business performance, providing practical tools and techniques to support immediate application

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Strategic Account Management

SAM teaches sales people how to identify the account data that provides the most useful insights, and introduces a clearly-defined process and interactive toolkit to create, track and monitor practical account plans for immediate application

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Commercial Acumen

CA improves the decision-making of anyone involved in acquiring or growing accounts, enabling sales people to achieve and maintain account profitability through greater awareness of key commercial and financial levers

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Negotiating Client Value

NCV echoes the customer-centric philosophy of our award-winning sales methodology, Creating Client Value, building advanced negotiation strategies and skills in the context of the customer’s Buying Cycle – maximising negotiation opportunities whilst strengthening client relationships

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Creating Client Value

CCV gives sales people the skills and tools to explore the client’s business needs broadly and deeply in order to create joined-up solutions that reach across the organisation and deliver maximum value to the business, using Imparta’s proven, award-winning sales methodology

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Consultative Selling Skills

CSS builds upon existing interpersonal skills to establish the fundamentals of consultative selling, even within a high-volume environment. Suitable for both face-to-face and telesales teams

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Tools

  • Explore your priorities

    Explore Imparta’s thinking through the lens of your business priorities

  • Estimate the impact

    Estimate the impact of Sales training to help create a business case for change

  • Design your solution

    Scope out how you could make training stick, using our Capability Building® System

  • Compare vendors

    Clarify your decision criteria & download a customised spreadsheet