Industries
Media & Professional Services
Sales & Customer Experience Training
When professional service firms target growth, they look to their client-facing staff. Yet these experts and consultants often don’t see themselves as salespeople, and some even regard sales as pulling them away from client service, both in principle and in attention. Many also lack the skill to create, differentiate, protect, deliver, defend and expand value around the client’s buying cycle.
Why Choose Imparta for Media & Professional Services Industry?
Client-centricity is at the heart of successful selling in professional services, and although these executives may not identify themselves as salespeople, they are entirely comfortable with the idea of being a trusted advisor. Resistance to selling can be overcome by showing them that the most effective way to sell is indeed to earn the trust of their clients, to bring insights around their needs and potential solutions, and to help them navigate their own internal decision-making.
Imparta has extensive experience training professional service organisations from multiple disciplines, including major law firms, consultancies, the world’s largest media and communications business, and many others.
Some of Imparta’s Software, Technology & Telecoms clients
Industry issues and how our sales training can help
Shift From Solution Selling to XaaS
The 3D Advantage helps to create, differentiate, protect, deliver, defend and expand value around the whole customer buying cycle, and it provides a key source of competitive advantage for clients in the sector, especially as they shift to a service/subscription model.
The Need to Reduce Churn & Increase M/ARR
We train salespeople and customer success teams to drive adoption, strengthen value, build advocacy and negotiate renewals, leveraging insight, influence and trust to increase average contract length, drive renewals and reduce churn.
Increasing Importance of Channel
We improve capabilities in channel management, including selling in, through and with the channel. We also build a deeper understanding of channel business models and how to drive symbiosis between supplier and channel, and manage the two levels of channel decision cycle.
Price Pressure From New Entrants & Regulation
The 3D Advantage Sales Curriculum trains your salespeople to position well against new entrants and other competitors. We help clients to resist price pressure through improved negotiation, a greater understanding of procurement, and the ability to and sell added-value services to offset price pressure on, for example, commoditised infrastructure, cloud services, and data.
Weak Product Launches
We work with marketing teams to refine propositions in line with sales insights, and train sales teams in how to sell a new product as well as what it is (we call this Sales-Enabled Product Training, or SEPT).
Selling to New Stakeholders
The drive to Enterprise and XaaS sales strategies means that salespeople need to be able to access a wider group of stakeholders, and in many cases the C-Suite. This is a challenge that our Business Acumen programme has helped to overcome for many clients.
One of the world’s largest multinational telecommunications companies asked us to deliver a comprehensive Sales Academy.
Their ambitious service-based growth strategy relied on the readiness and ability of their sales teams to take on new challenges and opportunities.
The client’s own analysis determined that the Academy generated over £400m in incremental revenues.