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.

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.

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.

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.
  

Challenge:

Sales performance has never been more challenging as indicated with decreased win rates and fewer reps achieving quota.

Solutions:

IMS partners with technology firms that provide high-value sales enablement solutions that can significantly improve sales performance.

Showpad

The Showpad platform finds and recommends the right content for every selling situation, delivering training and coaching in the scenarios and formats that work best for sellers with the following:

• Showpad Content to centralize and personalize assets

• Showpad Coach to onboard and coach at scale

• Analytics to measure buyer and seller interactions

Xvoyant

Xvoyant improves performance by helping sales leaders effectively coach their people. The platform:

• Identifies and prioritizes each rep’s areas for improvement

• Measures performance, activities and coachability

• Links activity execution and skill development to pipeline sustainability

• Syncs with Salesforce data

Impact:

One study shows that sales enablement platforms improves sale performance:

• 10% increase in sales rep productivity and active selling time

• 25% reduction in sales rep onboarding time

• 25% increase in marketing professional productivity

• 516% Return on Investment

• Improved customer experience

• A stronger bridge between sales and marketing

  Source: The Total Economic Impact™ of Showpad by Forrester