E1 - Selling to Senior Level Management
Recommended Audience: SAM/KAM/GAM, SAM Managers, Cross-functional team members
Level of proficiency: Foundational / Intermediate
Certification eligibility: Yes
Presented by: IMPAX Sales Performance
Selling to Senior-Level Management – the IMPAX Account Management Virtual Workshop
Value-leading organizations are facing an array of trends that are challenging their ability to achieve broad-based and sustainable growth. These trends include:
• Commoditization of value by the rise of procurement
• Disruptive competitive environments
• Changing role of sales within the customer experience
The reality for strategic relationship managers is challenging. They are faced with the need to address these critical market trends while executing the business strategy, differentiating themselves from competition, and driving profitable growth.
This workshop trains the participants on the IMPAX NxtGen Account Management Process, which helps organizations effectively position its value to customers by prioritizing optimal opportunities, understanding customers better, differentiating themselves and their offerings, developing unique value propositions, expanding and leveraging their networks, and delivering professional, customer-focused messages (TUFA) to senior-level decision makers.
IMPAX NXTGen™ Account Management is an engaging digital/virtual experience designed to help relationship managers understand and utilize an effective, repeatable process. This learning experience is interactive, action-oriented, and focused on building capabilities. The learning process begins with a self-directed digital course that introduces the concepts and terminology of the process to the participants and follows with a two-part (half days) virtual application workshop where the learner applies the process to a live customer that they select.