You are: 

Imparta

This email address is being protected from spambots. You need JavaScript enabled to view it.

Resources

You don't appear to have downloaded anything from Imparta.com before. Please enter your email address, just this once and press submit to continue.

Differentiate vs. competition

The challenge

It is increasingly difficult to differentiate on product and service alone. For many companies, sustainable strategic differentiation relies at least in part on a salesforce that can create value through the sale process itself. Rather than just communicating value, a skilled salesforce creates value by challenging customers to see their issues and solutions in a new way, and by facilitating their buying process.

Typical solutions

Imparta offers a comprehensive system for turning the salesforce into a source of strategic advantage:

  • Our Creating Client Value™ methodology is at the core of many highly successful consultative field sales forces, from Telefonica to Intel and GE. It has been adapted to – and proven in – our industries as diverse as mobile telecoms, software, finance, utilities and aircraft engines.
  • Our Selling to the C-Suite programme helps those senior salespeople who need to engage a very different type of stakeholder, often without a clear knowledge of who C-level executives are or what they care about.
  • Our Strategic Account Management programme is designed to give account managers a powerful and (unusually in this field) practical set of tools to create and capture maximum value from your highest-potential accounts.
  • Our unique SEPT™ technology (Sales-Enabled Product Training) can also help to ensure that proposition training shows salespeople how to sell a new product, not just what it does.
  • Finally, Imparta's comprehensive Capability Building® System provides the 'engine' that will help all these new skills to stick.

Example case studies

Next steps

The O2 Sales Academy is a source of competitive advantage for our business - Telfonica O2
  • Explore our sales curriculum in more detail.
  • Read our White Paper on Creating Client Value
  • Use the Design Your Solution section part of this website to design a change programme to embed these new skills (or reinforce training you have already done). You can then download a customised PowerPoint presentation to use in internal discussions.
  • Contact us to ask specific questions, or to find out more about our work in turning the sales team into a strategic differentiator. Even if we don't end up working together, we learn by discussing real-world problems, so we're happy to share our insights without obligation.
FaLang translation system by Faboba

I am...

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