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
"At the Hungarian Siemens group a Talent Program has been introduced with the utmost support from the top management. We have selected Develor Consulting for the implementation of the first phase of the Talent program as a result of an open tendering process. The first phase of the Talent program was complemented with a Development Center (DC) so that we would have further information - other than the result of the performance appraisal results - for the compilation of the individual developmental plans for our talents. The challenge for us and for Develor Consulting was not only to deliver a high quality DC, but it was also to define tasks that would measure their talents according to the global Siemens competence system, DC observers would be able to objectively evaluate the talents’ competences based on the noted behavior and the same criteria and to have as much information as possible by the end of DC that can be utilized for the individual plans. The course designer group and consultants of Develor Consulting Ltd. provided an excellent system in assessing our talents. Both in the preparatory phase of tasks and in making Siemens competences measurable, and during the DC itself and in giving feedbacks they have been customer oriented, flexible and professional in carrying out their tasks. They implemented a high quality diagnostics methodology, which provided a result that exceeded our expectations."Gabriella Juhász , Head of HR Functional Center Learning & Development, Talent Acquisition - SIEMENS
"...We are impressed by the ability of Develor Bulgaria to prepare the trainings and the leading trainers, so as to adapt and cope with diverse group of participants. We admit the benefits of pre-investment of time by consultants from Develor in meetings with participants at different levels within the organization. The leading trainers managed to adapt the theoretical models to the daily work of the participants, using examples and exercises based on real situations... Develor Bulgaria impressed with its capacity to assist in organizational administrative implementation and reporting of activities financed under EU programs."Peter Ganchev, Head of Training - Adecco
"...In the fall of 2009 the people turnover reached 25% within a half a year, also several key people had left the company, this has caused significant problems for us. This situation had almost affected the operability of the company. At this point we made a decision to start a Talent management and Key Employee Retention program. The project started out with workshops and consulting work involving the full management... I considered the measurability and return of the program to be very important. We set concrete objectives at the very beginning and we measured the extent of their achievement. We expected Develor to make significant changes in the KPI's we set. They were to bring down the volume of people turnover, which was 25 % in the second half of 2009 to below 10%, and to improve the internal Employee satisfaction index that was on 48%. The results of projects showed very fast. In the first half of 2010 the people turnover became 5%, and at the Employee satisfaction survey we moved up to the first place from the very last on an international level with a 76 % result. All this happened within a half year after the launching of the project. Based on these tangible results we continued the collaboration which still in live."István Katus, Alcoa - CFO, Director, European Financial Services & Finance Hungary
"At the beginning of 2011 the already running leadership developmental program has come to a new station. By top managerial expectation and HR plans, the continuation of the training program could only be carried on if it was based on a thorough and professional diagnostics. It was the middle management of the company that was at the focal point of this diagnostics and training program: Assistant Manager, Manager and Senior Managers, in total 53 people. According to the diagnostic results and of the individual consultations, we have experienced professional implementation in both quality and quantity from the consultants of Develor. Our special needs and requests were incorporated into the processes, and it is safe to state that we received meaningful, useful and tangible information. The consultants from Develor have been customer oriented, flexible, and have maximally taken into account our requirements and expectation throughout developing the questionnaires, in the delivery phase and in the evaluation as well."István Látos, Director - Denso
"Develor has prepared for our retail people a complex development program. This program included Insights typology, customer orientation, sales skills and trainings for managers. We appreciate mainly the professional approach of the trainers who can attract the audience very naturally. Each training was prepared according to needs assessment of the group and according to the feedback from the previous trainings. The theory and practice in the training was well balanced, it wasn’t trainer’s monologue but very riveting and interactive dialogue with the participants. Basic knowledge and skills were practiced in case studies. Preparation, realization and also evaluation of each training was on high level. We are satisfied with communication and flexibility of cooperation with Develor."Zuzana Vasáková, Team Head of Sales Network Training - Bawag Bank
“ We have started co-operation with company Develor on our company wide project Safety Culture Change. DEVELOR was the most knowledgeable source on the market, that we have found. DEVELOR served as external consultant to our changes. We had also internal consultants as well as we hired well selected managers. Overall the project turned out in a great success. Therefore, I am personally recommending DEVELOR for consulting projects in Safety area. “Jaromir Odstrcil, Managing Director - Cabot Corporation