About Imparta
Imparta helps companies to achieve significant and lasting improvements in sales and marketing effectiveness.
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Why Imparta
When founder Richard Barkey started Imparta in 1997, the goal was to provide an antidote to an industry that was – and remains – focused on delivering events rather than results.
CNBC Interview
Imparta CEO, Richard Barkey, raises questions all business leaders should ask.
Major / Strategic Account Management
These courses are to help those in experienced Account Management to improve their effectiveness by applying a structured account planning methodology and techniques. A pre-assessment phase is required to ensure participants have sufficient sales experience and knowledge to complete the courses – as few companies give inexperienced people the task of leading and managing major customers.
The course workshops introduce participants to the detail of account planning methodology, tools and techniques and shows how to apply these to their real accounts. The outcomes are that participants have learned about the account planning process, its steps and the tools relating to these. They will have applied each stage of the process and built a plan for one of their accounts that will maximise opportunities, protect business already won, align with the company’s strategy and direction and be realistic, achievable and measurable. This foundation work should be developed further after the course.
The use of e-support tools, plus personal coaching and reviews, is a key part of the programme to ensure that sound account planning becomes embedded in the company’s sales process on an ongoing basis.
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