The top salespeople listen more than they talk.
Harvey Mackay – Entrepreneur and Bestselling Author
B2B sales cycles have become
22% longer in recent years.
At first glance, sales in the B2B and B2C environments appear to be similar. However, there are important differences to consider in order to fully leverage your sales potential.
Differences in B2B often manifest themselves in longer and more complex decision-making processes—for example, due to more people involved, varying needs, more extensive preparation, and formal requirements.
From the Initial Consultation to a Demonstrable Increase in Revenue
Training makes all the difference: To win over business customers for the long term, benefit IMPACT offers the “Sales Excellence” training program to help you confidently master complex challenges. Hesitant conversations are transformed into compelling consulting and sales discussions that build trust and enable sustainable growth.
IMPACT that Inspires
The Cannes Sales Training Program boosts your sales performance.
A More Stable Sales Pipeline
Developing Customers Along the Sales Funnel
Consultants Fully Harness Potential
Employees are driving customer growth
More customer interactions and sales
Measurable Revenue Growth
benefits of Sales Training
In the “Sales Excellence” sales training program,
your team will learn how to
conduct consulting and sales conversations
in a persuasive manner and delight customers even more.
Strategic Sales Planning
- Clear Sales Goals and Priorities
- Focus on the Right Customers
- Structured Sales Processes
Consultative Selling
- Clearly Identify Customer Needs
- Sell solutions, not products
- Trust Through a Focus on Benefits
Effectively Handling Objections
- Anticipate Objections Early On
- Using Resistance Constructively
- Actively Manage the Sales Process
Negotiation Skills
- Negotiations on an equal footing
- Aligning Customer and Company Goals
- Achieve Win-Win Outcomes
Relationship Management
- Building Long-Term Partnerships
- Credibility with Decision-Makers
- Building Lasting Customer Trust
Sales Funnel
- Using Funnel Insights
- Systematic support for customers
- Controlled, measurable sales progress
Sales Training Content
In the “Sales Excellence” sales training program, your employees will gain hands-on experience in developing the key skills needed for a sales process that delights customers.
Participants conduct consulting sessions that inspire:A structured guide and active conversation techniques ensure a sense of commitment.
Your benefits: goal-oriented conversation quality, less uncertainty in client meetings, and more momentum in closing the deal.
Participants in the Cannes sales training program understand their customers:By analyzing customer typologies and purchase motivations, they address the needs of their conversation partners.
Your benefits: Customer-focused and more effective communication, a clearer understanding of customer needs, higher customer satisfaction, and more closed deals.
Participants in the sales training course learn to navigate complex decisions:The training focuses specifically on the buying center.
Your benefits: Fewer blind spots, targeted outreach strategies, and a higher probability of closing deals.
Participants in the sales training negotiate with confidence:
Objections are anticipated and skillfully handled. Price discussions turn into value-based conversations.
Your benefits: Less focus on price, more focus on value, and clearly agreed-upon closing steps instead of loose ends.
Participants in the Cannes sales training program for companies in Switzerland communicate more effectively:With Answer Intelligence (AQ)™, they develop the ability to give precise, structured, and persuasive answers and to use the appropriate response format in a targeted manner.
Your benefits: Greater clarity in conversations, fewer misunderstandings and objections, and faster decisions thanks to persuasive, trust-building responses.
Sales training participants drive growth:A clear sales funnel and account plans lead to systematic customer development.
Your benefits: Systematic market development and accelerated growth.
Methods Applied
Using scientifically based training methods, we ensure that every measure is demonstrably effective, safe, and sustainable.
For measurable results and real IMPACT.
Power Training with an
exercise component of over 70%
Participants experience a highly intensive training program in which active practice accounts for over 70% of the time — for maximum learning success and immediate practical application.
Interactive Group and
Individual Exercises
Practical group and individual exercises promote dialogue and collaboration while strengthening individual skills for lasting results and sustainable performance over time.
Practical examples and simulations based on your specific real-world cases
Using real-world cases and practical simulations, participants develop solutions that can be implemented immediately, making day-to-day work easier and ensuring results.
Feedback from colleagues and experts,
that makes a difference
Structured feedback from colleagues and experts opens up new perspectives and supports the targeted development of skills.
Self-Assessments &
Self-Reflections
Structured self-reflection fosters a clear awareness of one's strengths and potential, the key to personal growth and lasting professional success.
Learning Journal
with Progress Check
Participants document their progress in a learning journal, ensuring long-term learning success and the application of what they’ve learned in practice.
- Preparation assignment: in writing and via video
- Reading & Self-Analysis/Self-Assessment
- Video Clips and E-Learning Modules
- High-quality workbooks featuring your logo
- Digital Course Certificates
- Graphical Analysis of Course Feedback
- TransferIMPULS via video 30 days after the training session
- IMPACT App for Ensuring Sustainability
Why Choose benefitIMPACT
Consultants, Trainers, and Coaches
with Sales and Leadership Experience
Benefit from the expertise of professionals who have successfully built and expanded teams
Expertise and Project Experience
across Numerous Industries
Boost your success with best practices
tailored to your needs and industry
A Variety of Languages and
Training Formats
Inspire your team in their native language,
both in person and online
A Long-standing Partner
of Swiss Companies
From SMEs to large corporations,
our clients value our peer-to-peer approach.
The Cannes Sales Training program specifically prepares employees to conduct customer meetings professionally, identify opportunities, and present proposals convincingly. Participants learn through hands-on training how to better capitalize on sales opportunities, understand customer needs, and build long-term business relationships.
Participants gain confidence in sales conversations, improve their communication skills, and learn to identify customer needs effectively and present appropriate solutions in a persuasive manner. This leads to stronger customer relationships, higher closing rates, and sustainable business success.
We conduct sales training wherever it will be most beneficial for your team: at your location, online, at our offices in Zurich, or right in Cannes. Using realistic sales scenarios and concrete real-world examples, participants develop their sales skills in a targeted manner. Personalized feedback and immediately applicable methods ensure lasting impact in day-to-day sales activities.
Our training and development
programs play significantly
to improved performance
98.3%
Satisfied Customers
+37,500
Enthusiastic participants
+780
Customer Projects
15
Business Trainer
What Our Customers Say About Us
From startups to large corporations, benefitIMPACT has successfully supported and developed well over 250 national and international companies with effective training programs—in five languages:
“I can wholeheartedly recommend this telephone training! The team consistently found the sessions to be very positive and enriching. The active involvement of the participants deserves special mention—it made the training refreshingly lively and practical. The content was clearly structured and immediately applicable to everyday work. At the same time, the trainer managed to create an open and supportive atmosphere where everyone truly felt understood. The combination of high professionalism and a very warm, approachable manner definitely makes all the difference here.”
“We’ve had a very positive experience with benefit IMPACT as part of the ‘Telephone Excellence’ communication training program. The collaboration is characterized by professional organization and smooth, high-quality execution.
The content is practical and tailored to our day-to-day operations. As a result, our employees really appreciated the training sessions.
“benefit IMPACT has helped us establish clear communication standards and improve the quality of our customer interactions.”
“We’ve now completed our second training session with benefit IMPACT AG, and once again we’re very impressed. What really sets their work apart is their clearly structured, scalable methodology. Talent, experience, and presence are important in day-to-day sales—but sustainable success is made possible by a methodology that is reproducible, practical, and directly applicable to everyday sales. Concrete results were visible in our day-to-day operations after just a short time—particularly in terms of structure, sales pitch, and a focus on closing deals. I am very pleased with our partnership with benefit IMPACT AG and wholeheartedly recommend Pascal Schwartz.»
“We chose benefitIMPACT for our company-wide workshop, ‘Meetings with IMPACT.’ With a good balance of expertise, humor, and flexibility, the trainer addressed our questions and examples and provided concrete tips on leading discussions and communicating effectively. Particularly valuable were the insights into common meeting practices outside our own organization, provided by a communications expert. The best feedback: Even late on Friday afternoon, all employees were still attentive, engaged, and actively participating—the day had a noticeably positive IMPACT.”
“We were thrilled with the ‘Sales Excellence’ training led by the trainer from benefit IMPACT. The collaboration is professional, structured, and
tailored to our needs. The practical approach is particularly valuable: All of the content is directly applicable to our day-to-day sales work.
Our collaboration is always focused on sustainability.”
“The training with benefit IMPACT was a complete success for us. The content was practical, well-structured, and tailored specifically to our needs regarding trade show participation. We were particularly impressed by the trainer’s positive energy and professionalism. Our employees were able to take away valuable insights that they can immediately put into practice in their day-to-day work.
We are completely satisfied and would recommend benefit IMPACT in a heartbeat.”
“The ‘Value Selling’ training with benefit IMPACT was a real game-changer for our international sales team. The practical content revealed untapped potential and permanently strengthened our sales mindset. Together with the trainer, we defined specific actions to ensure sustainable implementation. We particularly appreciate the coaching provided for carrying out the defined activities. We look forward to continuing our collaboration and wholeheartedly recommend benefit IMPACT.”
“We conducted training sessions with benefit IMPACT for about 40 participants and are thrilled with the excellent organization and execution. From planning to implementation, everything went smoothly and professionally. We are particularly pleased with the consistently positive feedback from the participants, who found the training sessions to be very clear, practical, and motivating.”
“Our team organized a trade show training session with benefit IMPACT. During the session, we took a critical look at our past approaches and gained valuable insights for our future trade show appearances. This will allow us to provide even better advice to our customers in the future.”
“Professionalism and a genuine interest in our challenges from start to finish. The training was tailored to our department, and by training our team leaders to become co-facilitators, we can continue to keep the topic front and center.”
“The training was very good and met all of our expectations.”
“Based on a recommendation, we contacted benefit IMPACT to request a quote for leadership and communication training. From the very beginning, our interactions were professional and showed empathy toward our company and employees. We sensed a genuine interest in creating added value at every touchpoint. The training sessions, conducted in German and French, received excellent feedback from everyone involved. I look forward to continuing our partnership with benefit IMPACT.”
“We conducted communication training sessions for our leaders with benefit IMPACT and are extremely satisfied with the results. The training sessions received very positive feedback from our participants. The knowledgeable trainers presented important content in a clear and practical way, allowing participants to immediately apply what they learned to their daily work. Our managers improved their communication skills and learned valuable strategies for leading employees and resolving conflicts. We thank benefit IMPACT for the excellent training sessions!”
“So, you guys are seriously the best!!! ???? Absolutely amazing. Kudos—you’ve made my day! ???? I’ve really become a big fan of yours, and the feedback from our managers reflects that.”
“As part of an international request for proposals, BOBST chose the B2B sales excellence concept proposed by benefitIMPACT and Score Management. From the very beginning of our business relationship, we were impressed by benefitIMPACT’s ability to understand our operations and develop training programs tailored to our sales team and our industry. Following this positive experience, we decided to expand this sales training program to other regions to ensure that our salespeople receive the same level of training.”
“We raised awareness and trained our sales team on the topic of ‘scheduling appointments’ through a sales and telephone training program. Benefit IMPACT tailored the training to our individual needs and, in addition to providing us with valuable tools and sales pitches, instilled an incredible sales spirit in us. Thank you very much for the friendly yet highly professional training.”
“benefit IMPACT supports us
for several years in the
Professional development of our employees. The workshops and training sessions are very well organized, and the way they are conducted—by actively involving the participants—makes them highly interactive and engaging. As a former training manager, I am impressed by how practical the interventions are and by the dialogue on an equal footing with the client and the participants.”
“Congratulations on the outstanding feedback from the participants. I think the feedback speaks for itself. The entire day had a clear and coherent overarching theme, as well as focused content that was consistently linked to our company, which led to a high level of acceptance among the participants. The idea of the individual success guides, which were handed out as needed, is sensational, and the entire handbook can be conveniently stowed away anywhere. I am very satisfied.”
“For Decathlon’s executives, ‘hybrid leadership’ and ‘effective online training’ are key areas for development in which benefit IMPACT has successfully supported us. The training sessions were highly interactive, varied, and rich in learning opportunities. benefit IMPACT managed to engage the diverse group of managers and trainers—regardless of their digital skills and levels of experience—so that everyone was able to benefit greatly.”
“We made a great choice with benefit IMPACT! As a dynamic and rapidly growing company with high standards for quality, we were looking for a partner to help our employees and managers develop their skills. The training sessions so far have been practical and have been very well received. I look forward to our continued collaboration.”
“This online training session was also very well received by our colleagues. Thank you so much!”
“We are pleased to share our feedback on our collaboration with benefit IMPACT. Thanks to their innovative approach, the benefit IMPACT teams were able to generate enthusiasm even before the sessions began, particularly through the use of collaborative digital tools. Finally, we would like to highlight the professionalism of the facilitators, their flexibility in adapting the program based on feedback, and their kindness toward our participants. We will not hesitate to engage benefitIMPACT for future projects that align with our customer satisfaction strategy.”
“I was really impressed by the virtual format! I also loved how the trainer addressed the participants directly and made sure everyone stayed engaged
and on topic.”
“Besides investment expertise, a convincing presentation to clients is the key success factor for portfolio managers.”
To further strengthen this expertise, we are collaborating with benefit IMPACT. Our portfolio managers at the Swiss locations in Zurich,
Geneva and Lugano have, thanks to the
professional training of
benefit IMPACT valuable input
received for their daily work and successfully implemented in customer interactions.
“Thank you very much for the outstanding collaboration and your great empathy toward the company.”
“I am very happy to echo the compliments you received from the participants. It was indeed a great success and will certainly help the participants in their daily interactions with clients.”
“The two-day training session was very effective for us. We came away with many thought-provoking ideas, and all of our goals were achieved. I already knew from previous workshops with Pascal Schwartz—benefit IMPACT—that he was the right person to help us with our challenges. This is also confirmed by the consistently positive feedback from all participants. We’re already looking forward to more in-depth workshops in the new year.”
“Thank you so much for the great training.
I really appreciated how you took our individual needs and moods into account and
tailored the training accordingly.
Your decision to adjust the training after the lunch break was the right one. It led to a valuable and in-depth discussion, which was important for our team after spending so much time working from home.”
“VTX is consistently ranked among Switzerland’s top Internet, landline, and data center providers in the Bilanz Telekom Rating.” We are the preferred provider throughout Switzerland, especially for small and medium-sized enterprises. We are very pleased about this, but in our fast-paced market, it requires a great deal of flexibility, continuous development, and ongoing training. We have set our sales teams on the path to becoming a first-class and effective—
Receive training in comprehensive customer service through a modular sales training program from benefit IMPACT. “Thank you very much for the training sessions, which were truly impressive both in terms of content and the personal touch.”
“To systematize and develop our sales team, we reached out to benefit IMPACT—based on a recommendation—to request a sales training program. benefit IMPACT impressed us right from our first conversation with their solution-oriented approach and their ability to quickly adapt to our situation and needs. In addition, benefit IMPACT assured us of surprisingly strong results from the program—and they truly delivered on that promise. I am thoroughly impressed with our collaboration with benefit IMPACT in terms of content, methodology, and their approach—and I am happy to recommend them to others.”
“Our sales team is very mobile
and traveling internationally.
In our search for a
We were assigned a sales trainer
benefit IMPACT is recommended.
The first training session took place in person; the subsequent sessions were held in the online classroom. We were surprised at how effective the workouts are in benefit IMPACT’s interactive studio. The training went very well, and we plan to conduct all future training sessions online. We’re already looking forward to the next one!”
“benefit IMPACT is our partner for communication and sales training. The trainers know how to address customer needs and, drawing on their practical experience, incorporate them into the training sessions in an engaging way. The training sessions are motivating, results-oriented, and relevant to real-world situations. I will continue to rely on this partnership and expertise in the future.”
“I would like to express my sincere thanks for the valuable and smooth collaboration! It was a pleasure
to exchange ideas with you and work together to put a training program in place.”
“Over the past twelve months,
we have worked closely
with benefitIMPACT on
sales development.
What convinced us was that
benefit IMPACT made a
clear commitment regarding
the results to be achieved, a commitment that was not only fulfilled but actually exceeded. I was particularly impressed by the systematic approach aligned with our sales process and by the seamless integration with the specific requirements of our IT industry environment.”
“In March, we provided our field sales team with targeted sales development training. The goal was to reach a new market segment. After the first day of training, the seven field sales representatives had already scheduled 94 meetings with NEW customers. On the second day, these meetings were systematically prepared, and the sales pitches were practiced on an individual basis. Despite having a diverse, culturally mixed team with extensive sales experience, the feedback has been unanimously excellent. The results speak for themselves, and the sales team is highly motivated to keep this up. I knew it would go well, but I was pleasantly surprised once again.”
“benefit IMPACT has been supporting us for several years in the development of our client advisors. The most recent project was ‘The Schroders Experience,’ which aimed to provide our clients with a holistic and honest advisory experience—from the moment they walk in the door through to performance. At the heart of the program were highly interactive, personalized training sessions with our client advisors. The training is methodologically based on the SAQ challenges and thus provides our client advisors with the best possible foundation for successful certification, which several of them already completed on schedule last year.”
“benefit IMPACT played a key role in supporting the rollout of the new advisory process at Vontobel Wealth Management. The interactive training with actors enabled our client advisors to practice all aspects of their client meetings in realistic advisory scenarios. The thorough preparation for the training sessions, as well as the valuable feedback from the benefit IMPACT trainers, were highly appreciated by our participants and could be applied immediately. The extensive experience of the trainers and actors involved enabled all participants to reflect on and improve their advisory approach.”
