Imparta’s core sales methodology, Creating Client Value (CCV), has been helping salespeople to drive revenue growth for the last two decades. CCV was developed in a unique collaboration between Imparta and Neil Rackham, arguably the world’s leading researcher into sales effectiveness.
It has been continuously improved since then, based on our experience with tens of thousands of salespeople. This client-centric approach is central to all of our core sales programmes.
CCV concentrates on consultative selling – the space where salespeople help their customers understand their issues and opportunities in a new way and then show them solutions that closely match their needs.
CCV has generated hundreds of millions of pounds in identified incremental revenue for Imparta’s clients by moving the focus from the sales process to the buying process that the customer goes through. Recognising where the customer is in their own process is critical in being able to support and influence them through each stage. There are five stages in any buying decision, as represented by our Buying Cycle: