One of the most challenging situations we can find ourselves in as account managers is when there is turnover at the top of the customer’s organization and we have a new senior level decision maker. After all, they are coming into the role and want make their mark on the organization. Often that...
Over the last couple of months, these Tips have focused on ideas to make scheduling research meetings easier. Why the extra focus on this topic? Because one of the most important tactical steps we can take involves scheduling these critical meetings. Although many people reading the Tip of the...
In this Tip, we highlight a simple presentation delivery tactic that is actually a best practice extending well beyond the presentation. The tactic is the act of confirming the time of your presentation as you begin your delivery.
Here is how it might sound:
“Thank you for...
In the last Tip, we reflected on how much easier it is to schedule a research meeting than a sales call. After all, most of us don’t like to be sold to, but many of us appreciate being asked for our insight and perspective.
When it comes to...
As sales and relationship management professionals, it seems like we are constantly setting, or trying to set, customer appointments. We schedule sales calls, networking meetings, needs assessments, presentations, demos, site visits…
When we reach out to schedule sales calls –...
One of the key elements of the IMPAX Process is “Advance”. It is the fourth of four elements and is where the process culminates in the delivery of a compelling message to the decision maker. The name of the element brings out the goal of this step – to advance the opportunity to the appropriate...
First, “finding their pain” infers that we need to better understand their application for the types of solutions we sell, uncover where...
The world we live and sell in is changing, and one way this is visible is in the way we present to customers and prospects. In the past, most presentations were delivered in board rooms and conference rooms and other formal settings. We used PowerPoint decks – and before that, flipcharts – to...
The Business Fit is the central element of the IMPAX Process. By definition, the Business Fit is how two companies, working together, can help drive critical business outcomes for the customer. These critical outcomes come in the form of achieving business objectives, implementing strategies and...
One of the most important concepts in the IMPAX Process is the Business Fit, which we define as, “How two companies, working together, can drive critical business outcomes in the form of the attainment of objectives, the implementation of strategies and the resolution of issues”.
In...
