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...
Several of our recent Tips have related to delivering a compelling presentation. Here’s another question to consider along those same lines:
How long does it take to prepare to deliver an effective presentation?
Of course, there is no...
As presenters, we do a lot to deliver a presentation to the best of our ability: we craft our message; develop a PowerPoint deck; review the draft with a coach; rehearse with our teams… These are all big and important steps to take.
Another factor to consider is actually quite small...
As sales and account management professionals, we have many tools at our disposal to help us develop customer relationships. One of our most prominent tools is a presentation that we can leverage to deliver a specific outcome. So one question to consider is this,
“When is the right...
What can we say about the perfect presentation? It doesn’t exist! However, delivering the best possible presentation should still be the goal. With that in mind, here are a few keys to delivering a (nearly) perfect presentation:
After spending some time last week with a really sharp group of Strategic Account Managers at the SAMA Academy in Chicago, a number of IMPAX’s of core beliefs were reinforced and clearer than ever, including:
Most business development people care deeply about their work. They are proud of their company, believe strongly in their solutions, and feel passionately about the impact they can make for their prospects and customers. Many of them also care about being successful, hitting quota, being...
At an account management conference we spoke at in May (the Strategic Account Management Association’s annual conference), we had a chance to see a procurement panel, featuring 3 different senior level procurement executives. These executives fielded questions from the moderator and shared their...
