Sales i-Coach

Sales i-Coach is designed to provide business-to-business sales teams with access to the theory, application tools and support they need as they work with clients to secure buyer commitment. Sales i-Coach offers users access to richly animated tutorials, exercises, case studies and practical tools, and is available both separately and as a component of the Creating Client Value CoPilot^TM solution.

Sales i-Coach delivers theory and support quickly and easily over the Internet - to support sales teams in their day-to-day work. The service is an ideal solution for sales people who need access to advanced theory and sales strategies as they work with clients who face buying decisions incorporating high cost or risk.

Imparta and IIR International designed this world-class program to equip sales teams with the skills they need to differentiate themselves in today's highly competitive marketplace. It was created in co-operation with Neil Rackham, best-selling business author and international sales strategist. Neil has observed the behaviour of successful consultative sales teams over many years, and has worked closely with Imparta to ensure that users of Creating Client Value CoPilot and Sales i-Coach have access to the strategies and tools that are key to success.

Sales professionals must be able to create value for clients - both in the buying process and the implementation of their solution. Most importantly, in very challenging and competitive markets, they need to uncover buyer needs and understand buyer priorities. Sales i-Coach provides powerful support in these areas, and also enables users to respond to competitive threats, address risks, and resolve issues as they "help the buyer to buy."

The Creating Client Value CoPilot software is designed to equip today's sales force to respond to this challenge. Users can access a workbook of structured theory and exercises, and manipulate and download valuable tools to help them with individual client campaigns.

The Theory is divided into five major sections, incorporating the key stages of a typical Buying Cycle, as follows:

	1. Introduction: an overview of the key concepts in Creating Client Value and the stages of the Buying Cycle, plus insight into what constitutes value and how you can help your clients by creating value for them.
	2. Awareness of Needs: covers how you can create value by researching and understanding your clients' needs, and how to achieve your goals when meeting the client by targeting messages to specific people within your customer's organisation.
	3. Assessment of Alternatives: guides you in creating a strategy to make the most of the value you can offer to your clients so that your product or service best satisfies your clients' buying criteria.
	4. Alleviation of Risks: details how you can identify and alleviate client risks on an individual, political, tactical and strategic level - helping buyers to commit to purchase and convince others who must approve the decision.
	5. Achievement of Results: offers guidance to ensure you deliver all you have promised to your clients during the buying cycle in the implementation phase, and in identifying new opportunities where you can create more client value.

Each section includes advanced animations, case examples, summary pages and interactive exercises, providing an engaging program in which users can absorb and apply key concepts. Tutorials are indexed to enable easy reference and to support application of the key concepts in a real life environment.

To enjoy a free demonstration of Sales i-Coach please click here.