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Selling has Nothing to Do with Selling!- A Pre-recorded Webinar

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Selling has Nothing to Do with Selling!

A prerecorded webinar for you to enjoy at your leisure

This course contributes to the requirements for CMC certification with the Core Competency focus area of Managing Client Relations, Early level

$29 for IMC USA Members, $79 for non-Members



Debunk the time-honored beliefs and strategies that organizations hold so dearly and expose the obscene costs of sales that they blindly operate under. Content is non-traditional, contrarian and designed to be a wake-up call for all organizations on how to sell, strategize and position their companies to meet the harsh realities of the information economy and the challenging economic climate of today’s marketplace.


This webinar will provide strategies, answers, and thought-provoking discussion on the following universal sales challenge



  • How to meet the twin evil forces that all companies today are faced with; tough economic times and dragging their sales force into the 21st Century.
  • Sub-par management accountability of salespeople and strategy execution, creating a culture of mediocrity.
  • Why sales organizations have sales strategies that are designed to differentiate themselves and provide a competitive advantage and how it actually creates the exact opposite affect.
  • Why the information economy has changed everything as to how companies recruit, develop salespeople, sell, "message,” position themselves, build trusting relationships and qualify opportunities.
  • Sales management’s lack of a defined systematic sales process, resulting in poor pipeline management and unpredictable forecasting.
  • Salespeople selling in a transactional manner instead of strategically, causing higher cost of sales, poor margins and bad deals.
  • Long sales cycles  prompted by wasteful quoting, proposing and squandering of company resources.

In this webinar you will learn:

  • How the feature/benefit style of selling will marginalize your selling position and reduce you to a commodity.
  • Why the mandate of sales people is to play the role of a neutral "change agent” and help clients independently discover on their own if they have a compelling reason to change and what the cost of change represents to them.



Richard P. Farrell

 President of Tangent Knowledge Systems. Having been responsible for sales and business development for nearly 25 years, Richard brings a tremendous depth of experience and results to his audiences. His passionate, provocative and interactive style encourages audience participation, learning, and improvement while providing practical, usable "time tested” information. Richard stresses a non-selling posture that allows the sales person to play the role of a "change agent” rather than a product-centric transactional sales person.

He has worked with a range of companies from Fortune 500 companies to start-ups in helping them optimize their performance by assessing their sales people, sales processes, management structure and strategies. In working with his clients Richard has helped identify performance gaps and provided sales plans to help track, measure and execute objectives to increase the company’s bottom line.

Today in his role of President of Tangent Knowledge Systems, Richard continues to actively sell, prospect and manage client relationships in addition to the high performance training and development programs he personally conducts.

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