E1 – Selling to Senior-Level Management
Value-leading organizations are facing an array of trends that are challenging their ability to achieve broad-based and sustainable growth. These trends include:
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.
Step 1. Customer Co-Discovery & Value “Fit”
Step 2. The Strategic Account Business Value Plan
Step 3. Co-Create Value
Step 4. Mobilize & Align the Multifunctional Team
Step 5. Capture Value through Negotiating & Closing
Step 6. Execute Value & Deliver to Customer Commitments
Step 7. Realize/Expand Value through Overall Relationship & Outcome Management
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:
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.
