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.
Key / Global Account Managers
The success of major companies is increasingly dependent on their ability to choose, and work seamlessly with, partners and suppliers who can provide deep levels of specialist skills.
Companies taking on major or global accounts face the challenge of bringing a coherent approach to managing the account, and providing consistently high levels of service across the client’s different business units and environments.
The commercial value of major accounts to a partner or supplier invariably means that mistakes or behaviours which jeopardise the relationship would have a major impact on the revenue and reputation of their business.
This implies that those handling major accounts need a broad skill set in order to handle complex issues and high pressure situations with confidence, an agility to flex to changing client requirements, and the strategic and commercial ability to continuously build the value of the account.
Click on any topic to find how we can help build your Key/Global Account Management capability in the following core areas:
- Major/Strategic Account Planning
- Maximising Account Profitability
- Negotiating Client Value
- Selling to the C-Suite
- Core Sales Skills (Creating Client Value)
We can also help your team increase their capability in these other critical areas:
Copyright © Imparta 1997-2010
