We improve sales effectiveness with best practices and enabling technology.


Sales Enablement >

We identify the processes, information and tools that help salespeople sell more effectively by successfully engaging decision-makers throughout the buying journey.

Content Creation >

We create the sales asset repository and ensure the content is aligned with key stages of the buying cycle.

Training & Coaching >

We develop and enhance the knowledge transfer and the selling skills and strategy necessary for success.

Enabling Technology >

We partner with sales enablement technology firms that provide innovative, on-demand solutions to improve sales performance.


Sales Enablement


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Challenge:

Design and implement an integrated sales enablement platform that improves sales performance.

Solutions:

  • Needs Analysis: Identify opportunities to improve sales performance.
  • Solution Design: Design an integrated solution including content assets, processes, training curriculum, coaching methods and technology platform.
  • Implementation: Develop an implementation plan; provide program management to cross-function internal teams and technology partners; provide ongoing advisory services .

Impact:

  • Improved sales processes.
  • State-of-the-Art Sales Enablement Platform.
 


Content Creation


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Challenge:

Engage buyers with the right content at the right time to influence decision-making.

Solutions:

  • Content Planning: Identify the sources of created or curated content most relevant to potential buyers.
  • Content Deployment: Develop the repository of sales assets with recommendations for how and when to present.
  • Analytics: Track usage metrics to identify content that influences buyer behavior .

Impact:

  • Improved experience for those who create, distribute, present and consume content.
  • Stronger customer engagement.
 


Training & Coaching


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Challenge:

Improve sales performance, reduce attrition and accelerate onboarding process.

Solutions:

  • Assessment: Behavioral, knowledge and professional selling skills.
  • Learning & Coaching Design: Customized, integrated programs to improve knowledge transfer and retention.
  • Curriculum Development & Execution: Create or curate meaningful content and deliver a sustainable learning experience .

Impact:

  • Inspired, competent and confident sales teams.
  • Improved sales performance.
     
 


Enabling Technology


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Challenge:

Sales training services need improvement to provide the right content at the right time for continuous learning at the speed of business.

Solutions:

IMS partners with LearnCore, which provides training and coaching software designed for rapid implementation and adoption:

  • Learn: develop and deliver training content on-demand to desktop and mobile devices.
  • Test: assess achievement and identify knowledge gaps.
  • Pitch IQ®: practice and coaching virtual role play to maximize comprehension and retention.

Impact:

On-demand training improves sales effectiveness:

  • Increase revenue per salesperson
  • Decrease ramp up time
  • Reduce sales cycles
  • Minimize costs associated with live training