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.
Sales Overview
What makes a great salesperson, account manager or business developer? They create value for their clients – that’s how they get people to respond to their calls and continue to buy from them. Rather than being seen as intrusive they are seen as a valuable resource – a trusted business advisor.
Poor salespeople destroy value. Not just through the wasted time and costs of unproductive meetings, but through the hidden costs from leaving problems and real needs unresolved. These salespeople struggle to get meetings, fail to grow accounts, and suffer from long sales cycles.
Imparta offers proven approaches and tools that help salespeople move from being value destroyers to value creators. These approaches have been developed in conjunction with Neil Rackham, author of SPIN® Selling and arguably the world’s leading researcher in the field of sales effectiveness. Our methods create sustained success for our clients, many of whom rank amongst the world’s top sales organizations. We have achieved significant behaviour change in up to 80% of the members of a sales team.
All of our sales training solutions are based on a customer-centric model, rather than a ‘sales process.’ We call this model Creating Client Value; (CCV). CCV focuses on the value being created by your product or service, but also on the value created by your salespeople as they support and influence the customer’s buying process. For example, we teach salespeople not to ignore the possibility of alternative suppliers, but to help clients define their selection criteria and then optimise their positioning against those criteria.
Imparta’s solutions build the skills that help those responsible for building business to do so consultatively and in a way that creates demonstrable value for your clients. These solutions have been tailored to suit all levels of people involved in the sales process, such as:
Learning Areas Covered by Imparta: Sales
The process of selling has changed dramatically as customers and markets become more sophisticated and procurement teams gain power. Your sales force needs the skills that match this new environment.
Companies have increasingly moved to technology (such as the Internet) to handle transactional sales, which allows them to reduce the number of salespeople allocated to selling simple products and services.
Meanwhile, as other product and service portfolios become deeper and more complex, and as the number of people involved in the buying and selling process grows, the sales professional now needs new knowledge, more skills and better judgment than ever.
From those in senior positions using expert acumen to maintain strategic accounts, to those in the, front line, who create the ‘first impression’ of your company, the behaviour of your sales team is crucial in building the trust and preferences that result in a winning sale.
Below is an indication of the core areas in which we offer sales training. As we offer custom and tailored solutions, we can adapt, merge or design courses from scratch to meet your specific needs.
The majority of our courses can be delivered virtually as well as face-to-face, and we also offer clients a Train-the-Trainer option, enabling them to bring training in-house if they so wish.
* Variants of CCV exist for different sales roles, including channel sales, small business vs. corporate, marketers, technical specialists and so on. Variants also exist that are specifically applicable to improving success rates in pitch situations.
If you have a specific sales-related business issue that you are tackling, please contact us.
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