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.
Selling to Channel Members/Intermediaries
In B2B2C situations, the salesperson must consider not only their client’s buying process (i.e. that of the channel), but how that is impacted by the end-customers’ buying behaviours and expectations. For example, an intermediary or channel organisation will have criteria that may affect their decision to recommend a product or service to an end customer, and is often driven by factors very different to those of a business, or a consumer, buying products or services for their own use. So in such cases, our CCV methodology is applied to consider how to create value in sales cycles that are running concurrently with an intermediary and end-buyers who have different timeframes and areas of emphasis. Financial intermediaries and technology companies selling through distributors or strategic partners have benefited from our programmes geared to the indirect selling model.
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