Global Sales Study
Is your sales force world class? How do your salespeople compare to other companies in your segment?
XMONIC
Making account management work.
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.
Sales Training
Why Sales Training Doesn’t Work…And What To Do About It.
Download White Paper.
Creating Client Value (CCV)
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 sales methodology, “Creating Client Value” (CCV), has been helping salespeople to drive revenue growth for over a decade.
CCV is not just a course. It is part of a Capability Building System that has generated hundreds of millions of pounds in incremental revenue, by providing insights, skills and tools that support and influence the customer’s decision process.
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 and the questions that will build momentum behind the decision.
- Low share of wallet/average account size. Participants develop solution selling skills that identify a broad set of business issues and KPIs across the customer’s organisation, then map your capabilities onto those needs in a process of structured creativity.
- 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. One client recorded a three times increase in win rate. What would that do for your business?
- 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.
- Snatching defeat from the jaws of victory. CCV improves conversion rates through three main approaches to risk alleviation and interpersonal skills tailored to each type of risk.
- 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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