Sales to corporate clients. Principles of cooperation.
Training objectives
Key benefits of training
Understand how customers prepare their buying strategy and stop fitting into their plans. Start defining them.
Practical information to improve the corporate climate cooperation model brought together in one workshop
80% suppliers don't know who to sell to and who to contract with. Systemise your approach and increase your sales effectiveness.
Description of training
The training course Selling to Corporate Clients. Principles of cooperation is a practical workshop that prepares participants for effective sales and relationship building with large corporate clients. Based on experiences from Poland and the USA, participants will learn how purchasing strategies and structures of purchasing organisations work, what corporations really expect and what criteria determine who becomes a strategic partner of a customer.
The programme shows how to proactively influence a customer's buying strategy instead of just fitting into the customer's plans, how to navigate different types of customer organisations, what the buying KPI's are and how the value of an offer is perceived from the buyer's perspective. Participants also learn how to effectively qualify as a supplier, influence customer decisions and negotiate terms, so they can increase their sales effectiveness and build long-term relationships with customers.
The training uses real-life examples and provides tools that can be immediately applied to everyday sales practice, helping participants to become a preferred business partner.
Key Programme Topics
Types of purchasing organisations, roles and decision-making positions, and principles for aligning communication and offers with the expectations of the customer on the other side.
Principles of effective communication, preparation for audits and IT and ESG requirements of clients in the supplier qualification process.
Criteria for evaluating suppliers, such as quality, timeliness, technology, innovation and relationship and risk management.
Understanding of cost and non-cost KPIs, short- and long-term perspectives and the buyer's priorities in the decision-making process.
MSUES 2.0 certification.
FAQ
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Our pricing policy provides discounts for group registrations of a minimum of 4 people. Please contact us directly if you would like to register 4 or more participants for a training course.
The final choice of location depends on the geographical mix of registered participants. Most often, the final location is announced 30 days before the open training date.
21 years of experience in project and strategic procurement. For 11 years he has been co-owner of Eveneum, a company specialising in consultancy and training for procurement in industries requiring relationship building and trust between partners. His speciality is supporting clients in project procurement and early engagement of suppliers and the procurement department in development work. He carries out projects such as contract negotiations, supplier searches and negotiating terms and conditions on behalf of clients. Speaker at national and international procurement conferences. Lecturer of the procurement faculty at the Jagiellonian University.
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