Our proven value-added selling methodologies have been established within IMD for six years and previously with another market leader in the sector, sponsored by the same CEO.
The methodologies have been firmly linked with major new business wins and the company’s subsequent international expansion which led to the recent recruitment of new sales and country management resource.
In July a European sales conference was organised for new team members from Hungary, Italy, Ireland, France & UK which featured two days’ of immersion in the art & science of selling business value, facilitated by Jeff Downs. During an intensive workshop Jeff provided them with the tools needed for winning new business and optimising value from existing clients.
There was real enthusiasm and energy for a significantly enhanced approach to b2b selling built around newly-crystallised IMD ‘sales propositions’ which were developed in conjunction with IMD’s senior management and captured in ‘mind-map’ format. Critically, these are mapped onto the client’s business drivers and key issues. To quote one of the country heads: “they are central to ensuring stakeholder engagement and for driving each sales conversation.”