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SALES TRAINING


“If 2021 sees a gradual return to in-person selling, use your first in-person sales meeting to rebuild momentum and re-emphasize coaching – but also give guidance on when to keep selling virtually. Our research shows that only 25% of salespeople use virtual approaches well, so provide (virtual) training in mastering virtual presence. As the economic impact of the pandemic takes hold, refresh skills in account management, customer success, building momentum, stakeholder management, and alleviating customer risk.” Richard Barkey, CEO and Founder, Imparta


LinkedIn Profile


Imparta is a global leader in training and performance improvement for customer- facing teams. The 3D Advantage®


research-based skills across sales, service, and customer success. Its modular, multi-format structure allows easy tailoring to roles and support for genuine, ongoing organizational change.


www.imparta.com curriculum develops a wide range of high-impact,


AREAS OF EXPERTISE • Sales and virtual selling • Account management • Negotiation • Customer experience • Customer success • Sales management and coaching


“Many factors contribute to successful virtual sales training. First and foremost, ensure any training is aligned with the broader goals and direction of the organization. From there, focus on minimizing distraction and disengagement – they are threats to virtual training success. Create an active learning experience that promotes a strong sense of engagement by keeping class sizes small, limiting the length of sessions, and ensuring Web cams are on throughout the session.” Tony Ennis, Vice President of Business Development, IMPAX Sales Performance


LinkedIn Profile


AREAS OF EXPERTISE • IMPAX NxtGen™


IMPAX is a global sales performance acceleration company focused on helping value-leading B2B organizations increase success and drive results. Through partnership, expertise, and a robust offering of digital, virtual, face-to-face, and blended sales training solutions, we support customers looking to adopt a value- based, next-generation approach to sales and customer management. www.impaxcorp.com


account management


• Virtual selling • Sales management and leadership training


• Sales coaching • Sales skills programs


selling and


20 | JANUARY/FEBRUARY 2021 SELLING POWER © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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