Sales & Account Management Training

IMPAX NxtGen™ Selling is an engaging learning experience designed to help B2B sales professionals more effectively position their value to customers, support the need to differentiate from competition, and accelerate performance and success.

Course Objectives: Participants will build actionable capabilities to immediately increase productivity by aligning to customer opportunities representing the highest probability of fit, developing a deep understanding of the customer’s business direction, developing a relationship strategy to gain access to senior-level decision makers, delivering high-impact business presentations that drive action, and positioning value over price.

Training Audience: Strategic B2B Sales and Relationship Management professionals, including sales representatives, enterprise sales executives, key account executives, and independent agents or distributors

Training Delivery: Blended

IMPAX NxtGen™ Account Relationship Management is an engaging learning experience designed to help B2B account management professionals more effectively position the value that is being co-created with current customers by prioritizing optimal opportunities, defining customer satisfaction, better understanding the customer’s business direction, differentiating from other suppliers and competitors, developing unique value propositions, expanding and leveraging their networks, and delivering professional, customer-focused messages to senior level decision makers.

Course Objectives: Participants will build actionable capabilities to immediately increase productivity by assessing customer relationships to identify strengths, weaknesses, and appropriate relationship goals,  developing an ongoing understanding of the customer’s business direction, departmental needs, and emerging opportunities, developing a relationship strategy to maintain ongoing access to senior-level decision makers and building a strong network of coaches within the organization, and delivering high-impact relationship review presentations that highlight value created in the relationship and propose actions to build upon it.

Training Audience: Strategic B2B Account and Relationship Management professionals, including key account executives, strategic account managers, client relationship managers, and others (anyone who is customer-facing, and/or actively engaged in customer relationships and activities)

Training Delivery: Blended

IMPAX NxtGen™ Selling Essentials is an engaging learning experience designed to help B2B territory sales professionals identify and select optimal pursuits, engage consultatively with customers, develop and deliver compelling value messages, and close effectively. 

Course Objectives: Participants will build actionable capabilities to immediately increase productivity by identifying and selecting optimal opportunities, building a robust understanding of the customer, developing compelling value propositions, creating a relationship strategy to access decision makers and develop coaches, delivering impactful business presentations, enhancing closing skills, and handling customer objections.

Training Audience: Strategic B2B Sales and Relationship Management professionals, including market development professionals, business development professionals, sales representatives, and account managers. 

Training Delivery: Blended

IMPAX NxtGen™ Power Prospecting is a course focused on driving top-of-funnel activity through effective prospecting.  Participants in this workshop build a target list, conduct direct outreach to prospects through a prospecting event, and evaluate prospecting activity results.  In addition to time focused on building new skills and courage for prospecting activity, this course challenges participants to consider the focus of their prospecting request.

Course Objectives: Participants will build actionable capabilities to immediately increase productivity by enhancing networking and social selling skills, conducting effective prospecting, handling objections and concerns, assessing and qualifying opportunities, and developing strong relationships.

Training Audience: Strategic B2B Account and Relationship Management professionals, including Sales Representatives, Enterprise Sales Executives, Market Development Professionals, and Business Development Professionals

Training Delivery: In-Person or Virtual Workshop

As procurement continues to expand its influence and attempt to create a “level playing field” by limiting access and assessing suppliers on a price basis, sales professionals must fight for value. This course leverages IMPAX NxtGen™ Selling and provides participants with actionable strategies to navigate procurement and drive the sales process while in a tendered opportunity.

Course Objectives: Participants will build actionable capabilities to immediately increase productivity by assessing customer opportunities to identify strengths, weaknesses, and appropriate actions, developing a deep understanding of the customer’s business direction and departmental needs (beyond the tendered opportunity as written), developing a relationship strategy to gain access to senior-level decision makers (beyond the Procurement evaluation team), creating a gatekeeper and procurement strategy, delivering high-impact business presentations that drive action, positioning value over price

Training Audience: Strategic B2B sales and relationship management professionals who regularly interface with Procurement, including Sales Representatives, Enterprise Sales Executives, Key Account Executives, and others (anyone who is customer-facing, and/or actively engaged in customer relationships and activities).

Training Delivery: Blended

As a result of today’s “hyper-competitive” environment, more pressure is placed on sales professionals. Looking ahead, your team must be able to navigate this complex environment. Whether you are attempting to unseat an incumbent, protect your position or gain exclusivity, participants in this program will develop the skills to build a winning competitive strategy. Learners will analyze their competitor’s direction, determine tactics to leverage advantage and recognize vulnerability, build a relationship strategy to gain access, and drive your critical value message to senior-level decision makers.

Course Objectives: Participants will build actionable capabilities to immediately increase productivity by assessing customer opportunities to identify strengths, weaknesses, and appropriate actions, developing a deep understanding of the customer’s business direction and departmental needs, developing a relationship strategy to gain access to senior-level decision makers and develop coaches within the customer organization, creating a competitive strategy, delivering high-impact business presentations that drive action, and positioning value over price.

Training Audience: Strategic B2B sales and relationship management professionals who regularly interface with Procurement, including Sales Representatives, Enterprise Sales Executives, Key Account Executives, and Sales Managers.

Training Delivery: Blended

IMPAX sales training covers a wide variety of sales and account management topics. Skills courses and mini-sessions represent an opportunity to deep-dive on particular topics of interest, revisit content learned in IMPAX NxtGen™ workshops, reinforce and hone key skills, and advance the development of your team. 

Depending on client need, skills courses and mini-sessions can be flexed to range from one hour to one day.

Skills Courses & Mini-Sessions Topics: View full details for comprehensive list

Training Audience: Strategic B2B sales and relationship management professionals (specific topic to determine appropriate audience roles) 

Training Delivery: Skills courses and mini-sessions are delivered via instructor-led workshop (either in-person or virtually)