The challenge

It is increasingly difficult to differentiate on product and service alone. For many companies, sustainable strategic differentiation relies at least in part on a salesforce that can create value through the sales process itself. Rather than just communicating value, a skilled sales team creates value by challenging customers to see their issues and solutions in a new way and by facilitating their buying process.

Typical solutions

Imparta offers comprehensive solutions for turning the salesforce into a source of strategic advantage:

  • Our Creating Client Value programme is at the core of many highly successful consultative field salesforces, from Telefónica to Intel and WPP. It has been adapted to, and proven in, industries as diverse as telecoms, software, finance, utilities and aerospace.
  • Our Strategic Account Management programme is designed to give account managers a powerful and practical set of tools to create and capture the maximum value from your highest-potential accounts.
  • Our unique SEPT™ (Sales-Enabled Product Training) process can also help to ensure that proposition training shows salespeople how to sell a new product, not just what it does.
  • Finally, Imparta’s comprehensive Capability Building® System provides a structured approach to learning that ensures these new skills stick.

Imparta has extensive experience in helping companies differentiate themselves through their sales teams – please see our case studies for examples.