- Classroom Training
- Virtual Training
8 - 12
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 do they perceive us and our services?
In spite of the differences between the companies, the challenges are very similar in every B2B situation: how can company ensure that it reaches and captures the top potential clients that will provide the lifeblood to company? And as soon as it gets their business, what are the ways to maximize their presence? To reach these goals requires a systematic approach, careful planning and conscious relationship management.
The course is designed to develop these specific sales skills of Business-to-Business sales people that will allow them to increase either the probability of acquiring a new customer or to increase the amount of business with an existing customer.
During the course, besides the essential theories of the Buying Cycle, the Decision Making Units (DMU), customer typology and the Client Matrix, the participants prepare cases for two of their customers in Develor’s company Matrix, and the designed strategies they can implement immediately after the course.
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All of us are parts of different teams, and our success is highly determined by the members of these teams. Our specific Insights-based program focuses not only on development of the individuals, but also on the common development of the team.
As experienced salespersons, we probably have a wealth of knowledge and tools in place to be successful. What if we could prepare and lead our sales conversations even more thoroughly, based on the style and needs of our Clients?
Did you fall in love with the colorful world of Insights? You want to take advantage of it in even more areas? This course covers the leadership aspects of Insights. It teaches leaders how to tailor their approaches based on the individuals’ personality styles.
Employees in biggest demand are those who are adaptive, agile, with growth mindset and able to lead themselves and others. Lumina Spark’s colorful language inspires people to develop their skills even further.
Our world is undergoing rapid changes in many arenas. Our customers are getting more powerful and make demands which have not been seen before. They want to be served through various channels, they want to get things done fast, seamlessly, without efforts. Customer Experience is a key differentiator in today’s business
Over the past period, remote work and online communication have become the new routine in the lives of many teams. This virtual distance brought a new set of challenges not only in how to successfully operate, but also in how to maintain team spirit, the feeling of togetherness, and improve collaboration&communication.
Researches indicate that when people are more than 50 feet apart from each other, their likelihood of collaborating more than once a week is less than 10%. This implies specific challenges for them beyond the usual demands of any traditional teams.
How is it possible to live up to every expectation and cram everything into just 24 hours? What is ‘quality time’? Is it what we live at home?
Salespeople, or indeed anyone, who is interacting with internal or external clients are often too focused or pressed to focus on their product features and on their sales targets. In their daily routine the most important questions tend to be forgotten: what does the customer need and how are we perceived by them.