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
"The Matra Power Plant has contracted Develor Consulting Ltd. in the spring of 2012 for the development and delivery of a comprehensive training concept for both top and mid level managers, for altogether 2300 employees.
Strengthening workplace safety and shaping a safety conscious attitude have been set as objectives, in accordance with the guidelines and recommendations of the RWE AG headquarters. Develor Consulting has submitted a proposal based on a completely new approach, emphasizing interactivity and involvement. This attractive offer with its novel suggestion for achieving behavioral and attitude change has preceded all its competitors in every aspect.
The 105 days training program has been delivered in 26 days by a team of experienced and professionally qualified team of 5 trainers, exceeding each of their strict propositions to the satisfaction of each employee and manager.
During the course of the four-hour intensive and efficient training programs they engraved such symbols in the minds of our employees that have immediately been integrated into their everyday work... Ou Company is completely satisfied with the development and delivery of the training program. Our partner, Develor and its staff have fully complied with their plans."
Based on positive experience with DEVELOR Hungary and the discussions with the general manager and HR manager at the COLAS group in Slovakia we had decided to start the cooperation in training and development at our employees in 2013. During our 2 year cooperation we have implemented two key projects - series of workshops “Safety Attitude“ for our site managers and the talent development program ‘Leadership Academy.“ On top of these programs we also implemented the presentation skills development program for the management team.
We perceive our cooperation with DEVELOR positively and we can recommend their service and approach to other companies In Slovakia. We consider DEVELOR‘s biggest benefit their ability to transform out requirements into quality training program and at the same time focus the attention and accent on the priorities at the company and its business goals.
"We have started to cooperate with Develor back in 2005. We appreciate their personal approach, willingness and flexibility in organisation of trainings, professionalism and high commitment of trainers, who prepare their trainings based on needs of our company and employees and incorporate practical experience in the contents of trainings.
The implemented trainings included for example the Sales skills of the sales team and customer service, Presentation skills, Time Management and from 2009 Leadership skills trainings together with the Insights personality typology.
Since 2005 Develor has also been developing managerial skills of our shop managers and helping us successfully implement our internal system of trainings of shop assistants in the sales skills (Train The Trainer).
It is a pleasure for us to cooperate with Develor in development of our employees and we are looking forward to their future trainings."
"Develor has carried out a training Finances for Non-financial Managers for our company. The training was based on everyday situations that our employees are coping with. It was focused on active practice using business simulation, where the participants could develop and practice the acquired theoretical knowledge and skills. I highly appreciate that the theory and practice was well balanced.
The performance of the trainer on the trainings mirrored his long time real life experience. This enabled him via a number of examples from practice to explain the presented issues more effectively. I highly appreciate the professional, flexible and quick work and approach of Develor that was supported by a deep understanding of the SkyEurope Airlines needs."
We started our cooperation with DEVELOR in 2012 by implementing the Insights Discovery methodology in adidas Slovakia as part of the Franchise & Marketing team support project, which at that time was is a phase of transformation. In the following years our cooperation has gradually extended and the Insights Discovery typology has become part of our internal culture. During 3 years almost 70 employees of the region adidas Group CE East (SK, CZ, HU, PL) from different divisions - from back office to field sales - had participated in the Insights typology based programs. What we deem the greatest benefit is that we are all able to mutually identify gaps in communication and hence improve the speed and effectiveness of both individual and customer related interactions.
On behalf of adidas Group we can only recommend utilization of Insights Discovery and DEVELOR consultants to companies facing similar challenges - complexity of cooperation, integration of generation Y employees... etc. Not only that the tool is easily applicable on the job, but at the same time DEVELOR brings further insights how to make things better.
"Develor has been of great help to us, especially in terms of skills development. They understand our needs and expectations. They always know what, when and how. We have always received the same high quality service from them: reliability, speed, flexibility. Anything is possible with Develor."