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, the one that inspires
The Cannes Sales Training Program boosts your sales performance.
A More Stable Sales Pipeline
Developing Customers Throughout 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.
The 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.
The benefits for you: 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.
The benefits for you: 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.
The benefits for you: Systematic market development and accelerated growth.
Methods Used
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—
s for lasting results.
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.
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 as a Training Partner
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 small and medium-sized businesses to large international corporations, our clients value our ability to engage with them as equals
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
Coaches
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:
“In August, we trained our newly formed sales team using benefit IMPACT. The goal was to encourage proactive outreach and develop positive, persuasive sales pitches. In addition to maintaining high quality standards, it was important to us to effectively showcase our unique services. The training was very effective; it instilled a positive spirit in the team and brought the members closer together.”
“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.”
“Thank you very much for your valuable support and the engaging training sessions. The entire team greatly appreciated the training and was impressed by your expertise and your ability to quickly get up to speed on our tasks. Thanks to the training, we’ve been able to make the most of our opportunities to connect with clients, efficiently schedule appointments with them, and have already achieved great success.”
“Over the past
months, we have worked with
benefit IMPACT to challenge our
sales process and
receive advice and training on various topics
.
benefit IMPACT has been very
flexible and competent in addressing our needs. Thank you very much for your valuable support.”
“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.”
“As a growing company, we face new challenges time and again
as part of our ambitious growth.
benefit IMPACT serves as a consultant and sounding board for our executive team on issues related to strategy, corporate and personnel management, and all matters concerning marketing and sales. The joint workshops are extremely valuable and inspiring for our development. “It’s great—how this shift in perspective helps us move forward and achieve our goals.”
“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 highly mobile
and travels internationally.
In our search for a
sales trainer,
benefit IMPACT was recommended to us.
The first training session took place in person, and the subsequent ones were held in the online classroom. We were surprised by how effective the training sessions in benefit IMPACT’s interactive studio are. The training went very well, and we plan to conduct all future training sessions online. We’re already looking forward to the next one!”
“To improve our effectiveness and efficiency in sales, benefit IMPACT conducted an analysis and location
assessment. Both the final report and the one-on-one meetings and feedback were very valuable to us. Thank you very much for confirming our assumptions on the one hand and for providing new insights on the other.”
“In the last twelve months
We have on the topic of sales-
development intensively with
benefit IMPACT collaborated.
What convinced us was that
benefit IMPACT a binding
Commitment regarding the target to be achieved
The result was not only achieved, but even exceeded. The systematic approach throughout our sales process and its integration with our IT industry were very convincing.
“benefitIMPACT has been supporting our sales leaders for several years. We achieve the greatest IMPACT through a smart combination of classroom training and individualized coaching that builds on that foundation. This approach allows us to foster a consistent sales culture while also addressing the personal and role-specific needs of each individual participant. This is our shared formula for success in achieving our goals.”
“Sunrise sets the highest standards not only for its mobile network but also for customer service and account management for its business customers. That’s why it’s important for our account managers to possess the skills and abilities needed to inspire customers and support their success. With its “Fit in Sales” training program, benefit IMPACT has equipped participants with the tools to successfully master this challenge. In addition to valuable insights, the focus was on actively practicing our consulting process in various customer scenarios. Thanks to the valuable feedback received during the multi-day training, we have made lasting progress.”
“VTX consistently ranks among the top Internet, landline, and data center providers in Switzerland in the Bilanz Telekom Rating. We are the preferred nationwide provider, especially for SMEs. We are very pleased about this, but in our fast-paced market, it requires a great deal of flexibility, continuous development, and professional development. We had our sales teams trained by benefit IMPACT through a modular sales training program to help them achieve first-class and effective
customer service. Thank you very much for the training sessions, which were highly compelling both in terms of content and personal interaction.”
“I’d also like to echo that the participants not only had a great time but also learned a great deal and will take many insights back with them to apply in their daily work. We are therefore completely satisfied with the training and look forward to working with you again in the future if the need arises.”
“The workshop was very informative and fun. We’ve already been able to put some of what we learned into practice.”
“On behalf of the project team, I would like to thank benefit IMPACT for the pleasant and professional collaboration. Drawing on their industry experience, they succeeded in putting together a training program with appropriate content and methodology in a very short time. The training sessions help our employees develop the right skills and are also very well received. We look forward to continuing our successful collaboration.”
“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.”
“The training provided us with very informative insights. We can now approach our sales activities in a much more targeted and effective way. Thank you very much for the engaging workshop.”
“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 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 the content is applicable to our day-to-day sales work.
The collaboration is always focused on sustainability.”
“The self-management training was a real asset for our management team. The content was clearly structured, practical, and presented in a compelling way. We particularly appreciated the trainer’s inspiring, personable, energetic, and at the same time deeply knowledgeable approach. Of course, putting this into practice amid the hustle and bustle of everyday life is a challenge, but that’s exactly why we received valuable insights and strategies. The feedback from the team was consistently positive: engaging, informative, well-organized, and offering tangible added value. A session that not only motivates us but also truly highlights where we can continue to grow.”
“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.»
“Our team had the opportunity to participate in a sales training session led by Pascal from benefitIMPACT, and we were thoroughly impressed. Pascal stands out not only for his open and motivating personality but, above all, for his deep practical knowledge. We were particularly impressed by how quickly he was able to familiarize himself with our industry. Shortly after the training, our team was already successfully integrating many of the insights into our daily work. On a personal level, too, the collaboration was a perfect fit. The fact that we decided to book another training session (Akqui Power) right away speaks for itself. We can wholeheartedly recommend benefitIMPACT and look forward to continuing our collaboration.”
