The course develops the consciousness of Business-to-Business salespeople in increasing either the probability of acquiring a new customer or increasing the level of penetration into an existing customer. The participants will apply the required theories by immediately putting it into practice in a case study from their own daily life.
IN SPITE OF THE DIFFERENCES between the companies, the challenges are very similar in every B2B situation: how can our organisation ensure that we reach and capture the top potential clients that will provide the lifeblood to our company and as soon as we get their business, what are the ways to maximize our presence?
SUCCESSFUL COMPANIES know that it is through the individuals who are working in the customer’s organization. People buy from people. In order to be successful in the long run, we need to know who makes decisions at the client’s company, what are the most important motives of that person, who influences decisions and what are their preferences and last but not least how the people – who are using our products – perceive us and our services. This requires a systematic approach, good and careful planning and a conscious relationship management.
DURING THE COURSE besides the essential theories, the participants are preparing the cases for two of their customers in Develor’s Client Matrix, and the designed strategies they can implement immediately after the course.
By the end of the program participants will be able to plan the actions for a strategically important client and consciously execute that plan through various sales meetings.
- The Principles of Sales
- Consultative Sales Process
- On-the-job coaching
- Account Management consultancy
- Negotiation Skills courses
"There were two joint projects between Bank DSK and Develor Bulgaria for training of the employees of the branch network of Bank DSK. The two projects included Managerial skills trainings.With his enormous experiences, Todor Todorov had priceless contribution in the trainings as he constantly applied practical examples and case studies that were relevant and close to participants’ work... In the project’s scope were included 'Bank Operation' Specialists – the people who directly service the bank’s clients. Training subjects were: 1) -'Sales process attitude' 2) 'Active Selling' The trainers contributed greatly in the successful delivery of the trainings with their professional attitude towards the participants and very good preparation aiming at Bank DSK product and process knowledge. They applied practical examples and case studies which were close to the daily work of participants..."Elena Terzieva, Organizational development and training Department - Bank DSK
"We have been working with the Develor company since 2010. The aim of establishing mutual co-operation was to give significant support to Confal’s operational responsiveness, by, among other things, changing the system of employee performance motivation. As part of the project’s realization Develor trainers and consultants primarily focused on redesigning the reward system, changes in organizational structure, which also took in altering competences and job responsibilities, and proposed new standards in project management. With regard to the implementation of these changes, it was necessary to illustratively gauge what effect the project has on the running of the firm, particularly in the area of teamwork. Develor consultants proposed Team sociomapping, which uses an attractive map, as an effective gauge for individuals from team management to interpret, with the help of consultants, the team’s unity, frequency and quality of communication and existing mutual interaction. A deeper analysis of the map allowed for the subsequent evaluation of the effect of the realized changes during the duration of the project and, moreover, to identify areas for necessary further changes and improvement. All participants accepted the results and the team sociomapping itself positively and openly. Many things which until then we had not been able to define nor initiate mutual exchanges of opinions upon, we could constructively discuss thanks to our team’s illustrative maps. We consider the selected method to be very good and in the future plan to undertake such sociomapping again."Michal Skriecka, Business and Finance Manager - Confal
I was previously aware of my "inside colour energies", but this training helped me to better analyze and benefit from my personal characteristics. It has changed the way I receive feedback from others. Plus, I am less stressed during conflicts with others, as now I can understand the motivation of those who are dominant in different "colours."Anita Szilagyi, Junior SEO Specialist - Saatchi & Saatchi Hungary
„During the year 2010 ING Pension funding organized a series of trainings for a part of its employees and agents. Our only partner in this project was Develor Bulgaria. ... My impressions with Develor are from our joint work on the preparation of the program application documents, setting up training goals, their realization and the finalization of the project. Our initial expectations changed during the process of needs analysis. Our Develor partners extremely skilfully expanded our horizons and managed to mark specific areas where we should focus our efforts. Trainings were focused on practice and diversity of situational modules. They were delivered by three Develor trainers. Except for my excellent impressions by Todor Todorov, I can confirm my colleagues’ high appraisals for the other trainers. We still discuss the Insights profiles which every participant received even a year after the training. I would like to express my high appraisal for the entire project and for [how they] managed to help us see more clearly our boundaries on specific elements which to put on their right place, and most of all for that today we have the knowledge how to manage our sales and expectations.”Elitsa Zancheva, Sales Manager - ING Pension
"...My first experience with Develor was during organization of a company event for Schneider Electric with the main idea to support the team cohesion. Based on the needs assessment of our company and our expectations Develor proposed Insights - the personal colourful typology. It had been prepared to exactly suit our needs content-, organization- and language wise (because of participating foreigners), taking into consideration the number of participants and the location of the event. The Insights training was led by trainers Kinga Novotná, Milan Zekucia, Martina Georgievová, Vladimír Rýpal and Dana Nemčická, who managed to grab the attention of the participants and inspire them to understand better both themselves and their colleagues. After the company event I had received positive feedback not only from our employees but from our management as well. Develor also proposed the second part of the event - the outdoor activity which was also realized on a very professional level. After the first positive experience I have approached Develor to prepare the Presentation skills training for selected employees, who present in front of the external customers. The training was delivered by Martina Georgievová, who can connect the theory and practice in an attractive manner. I value her professionalism and time during the training preparation, of course the delivery itself and her immediate feedback to the participants during practice. The evaluation received from the participants assured me that in case we need to develop our employees in the future I will gladly approach Develor with confidence."Ing. Monika Kraváriková, HR Director - Schneider Electric
“In Nuclear Power Plant Krsko we have years of experiences with ensuring different improvements and approaches towards safety behaviour. In fact, this is area of our work, which is recognized as crucial in nuclear industry and it is summed up with term ’Safety Culture’. In our organization, safety is one of our top priorities. When developing safety culture, we always evaluate improvement. We decided to complement our understanding of safety and our approaches with help of collaboration with DEVELOR Group of our employees, whose task are connected with safety, attended 2 days long workshop, where they discussed principles and notions about safety and unified understanding of the approaches for continuous improvement on this area. Workshop was delivered very efficiently; it ensured active participation of all participants. Workshop was commended also on training evaluation forms.”Igor Fifnja, HR manager - Nuclear Power Plant Krsko