After Day 1 of the IMPAX Client Executive Forum, several of us were struck by the same thing - no matter what you sell or who you sell it to (at least in a B2B context), if you are trying to sell value you are facing very similar challenges. 

This is a really strong group of sales, sales operations and training leaders. We have companies here who sell chemicals, glue, medical supplies, software, IT storage, training services and the most complex supply chain solutions you can imagine. They are selling to government, colleges and companies large and small. 

Even though the size and the complexity of the sale differ greatly, all are facing issues such as: price focused buyers, declining margins, stronger procurement pressure, and longer selling cycles. Everyone here has significant value to offer their customers and all want to help their teams get better at selling that value. None of them want their team to have a "victim mentality". Instead, they are determined to motivate, develop and empower their sales teams to reach their goals. A very inspiring group!