Selling to Senior Level Management - E1

    September 4-5, 2024 (online)

Unless otherwise indicated, all online workshops will take place 8:30am–12:00pm Central Time (UTC -6) (Chicago).

Training Units: 1

Training type available:
     • Online (2 consecutive half-days)

     Corporate Member = $995
     Individual Member = $1,045
     Non-Member = $1,195

Competencies covered:

  • Customer Orientation
  • Company knowledge
  • Communication and influence skills
  • Interpersonal relationship skills
  • Responsible for corporate customer relationship
  • Accountability for business outcomes

                                                   + Click to enlarge

Recommended Audience: SAM/KAM/GAM, SAM Program Leaders, SAM Managers

Level of proficiency: Intermediate to Advanced

Certification eligibility: Yes

Presented by: IMPAX




Value-leading organizations are facing an array of trends that are challenging their ability to achieve broad-based and sustainable growth. These trends include:

  • Commoditization of value by the rise of procurement 
  • Disruptive competitive environments
  • Changing role of sales within the customer experience

The reality for strategic relationship managers is challenging. They are faced with the need to address these critical market trends while executing the business strategy, differentiating themselves from competition, and driving profitable growth.

This workshop trains the participants on the IMPAX NxtGen Account Management Process, which helps organizations effectively position its value to customers by prioritizing optimal opportunities, understanding customers better, differentiating themselves and their offerings, developing unique value propositions, expanding and leveraging their networks, and delivering professional, customer-focused messages (TUFA) to senior-level decision makers.

IMPAX NXTGen™ Account Management is an engaging digital/virtual experience designed to help relationship managers understand and utilize an effective, repeatable process. This learning experience is interactive, action-oriented, and focused on building capabilities. The learning process begins with a self-directed digital course that introduces the concepts and terminology of the process to the participants and follows with a two-part (half days) virtual application workshop where the learner applies the process to a live customer that they select.



IMPAX Sales Performance is a leading global sales acceleration company. Our driving focus is to help value-oriented B2B sales organizations around the world achieve greater success by elevating the way in which they sell and manage customer relationships, differentiating from competition, and driving higher levels of customer partnership (and profit).

For more than 35 years, we have pursued our mission – to accelerate clients’ sales success. We work with organizations of all sizes and industries to help combat commoditizing forces by assisting them in positioning their value to customers more effectively. 

Through partnerships, expertise, and a robust offering of sales training and delivery solutions, we support customers looking to adopt a value-based, next-generation approach to sales and customer management. 

To accelerate sales success, we leverage solutions that include:

  • Sales and account management process
  • Sales training workshops
  • Digital sales training courses and reinforcement content
  • Skills development programs
  • Sales leadership and management training
  • Consulting services
  • Deal coaching

Through our work together, we help clients overcome critical selling challenges and improve their sales, account management, channel sales, and leadership activities. These efforts contribute to a culture of sales excellence, and ultimately, drive growth and improved results.

Faculty: IMPAX