Clara Martínez

Inspirer
DISC Type : di

Sales Training Manager EMEA at IWG plc

Barcelona, Catalonia, Spain

Overview

Clara Martínez is the EMEA Training Manager at IWG plc, where she specializes in sales enablement and employee development. Drawing on her Psychology degree from the Universitat de Barcelona, she designs comprehensive onboarding programs and coaches teams using models like GROW and SPIN Selling. Colleagues describe her as dedicated, proactive, and an excellent communicator.

Clara appears deeply invested in professional growth and understanding human behavior, leveraging her psychology background to foster talent and enhance team performance. Her career reflects a strong commitment to coaching and developing others within a corporate sales environment, focusing on achieving full productivity and aligning training with business objectives.

She has demonstrated remarkable career progression entirely within IWG, advancing from Account Manager to Sales Coach and now leading training for the EMEA region.

Personality Overview

Achievment Oriented

Generous

Charming & Persuasive

They usually prefer to drive the conversation.  They don’t mind taking a stand if they believe in something. They measure a product on its merit but can be influenced by strong testimonials.

Topics They Care About

Sales Enablement
As a former Sales Coach, she focused on enhancing agent performance through advanced sales techniques, objection handling, and creating urgency.
Employee Onboarding
She designed and delivered a comprehensive, end-to-end onboarding program at IWG to ensure new hires are productive from their first day.
Coaching Methodologies
She is experienced in utilizing the GROW Coaching Model and other evidence-based methodologies to improve the performance of sales professionals.

Media Appearances

Clara has no verified media appearances

Work History

11-2022 - 10-2025
Sales Training Manager EMEA at IWG plc
12-2021 - 11-2022
Sales Coach - Sales Enablement at IWG plc
7-2019 - 11-2021
Account Manager at IWG plc
10-2021 - 12-2021
Course Instructor at Anytic Business Solutions S.L
7-2018 - 7-2019
Senior Sales Associate at Valentino

Education

Grado en Psicología from Universitat de Barcelona

More Information

Social Presence :

Prographics :

Exp : 9 Location : Barcelona, Catalonia, Spain Job Level : N/A Designation : Sales Training Manager EMEA at IWG plc
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Insights For Selling To Clara

During A Call Or A Meeting

DO's

  • Get them to a point where they are ready to bat for your product internally
  • Acknowledge their status and position during the conversation
  • Clearly address the competitive aspects

DONT's

  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don’t be very informal even if they are being so themselves
  • Avoid focusing only on the product or its ROI, keep building trust subtly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Clara is

  • Product value plays a big role, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Clara

  • If they do not firmly believe in you, they will refuse without hesitation.

Insights For Deal Planning

    How fast (or slow) will Clara move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Clara take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Clara

Personality Compatibility


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