Tomislav Dević

Entrepreneur and Sales Executive with over 15 years of experience in B2B sales and Business Development.

2015

𝐅𝐨𝐮𝐧𝐝𝐞𝐫 𝐨𝐟 𝐒𝐭𝐚𝐫𝐭 𝐔𝐩 𝐂𝐨𝐦𝐩𝐚𝐧𝐲 2015 which has become a stable and Premium Telco Partner (Telemach & Hrvatski telekom DD) for the acquisition of Business Customers with more than 40 employees (in four offices in Croatia; Zagreb, Šibenik, Split and Dubrovnik) and HRK 7,5 million (€ 1 million) in revenue in just 4 years.

𝐖𝐞 𝐚𝐜𝐡𝐢𝐞𝐯𝐞𝐝 an increase of 900 NEW business users with 5,000+ long-term contracts sold with which we achieved a total new revenue for our Telco partners in the amount of more than HRK 19,000,000 million (€ 2,5 million) .

𝐈 𝐡𝐚𝐯𝐞 𝐜𝐨𝐚𝐜𝐡𝐞𝐝 𝐚𝐧𝐝 𝐦𝐚𝐧𝐚𝐠𝐞𝐝 over a hundred Sales Executives and set up the Telephone (SDR) and Executive Sales Departments from the ground up - created a successful B2B sales process that generated the discipline of realization and continuous growth of the company.

𝐁𝐮𝐭 𝐦𝐨𝐬𝐭 𝐢𝐦𝐩𝐨𝐫𝐭𝐚𝐧𝐭𝐥𝐲, I made 1000+ mistakes!

2021

𝐁𝐚𝐬𝐞𝐝 𝐨𝐧 𝐦𝐲 𝐞𝐱𝐩𝐞𝐫𝐢𝐞𝐧𝐜𝐞 you can see that I don't have to be a NASA scientist to know how some things work and how some things don't work.

By combining group training, 1on1 Coaching and business consulting, I help First-Time entrepreneurs and fast-growing B2B companies in the IT industry to make more sales, increase their base with new satisfied and long-term customers, increase ARPA / U and ultimately build the greatest market power and advantage - the discipline of realization.

No matter how complex B2B sales are, I believe this short definition is the best description of the same:

"Our clients just want reassurance that we know exactly what problems they are in, and what guarantees we offer to solve those problems."

[ 𝐅𝐞𝐞𝐥 𝐟𝐫𝐞𝐞 𝐭𝐨 𝐭𝐚𝐤𝐞 𝐚 𝐥𝐨𝐨𝐤 𝐚𝐭 𝐭𝐡𝐞 LinkedIn 𝐫𝐞𝐜𝐨𝐦𝐦𝐞𝐧𝐝𝐚𝐭𝐢𝐨𝐧𝐬 𝐚𝐬 𝐭𝐡𝐞 𝐛𝐞𝐬𝐭 𝐞𝐱𝐚𝐦𝐩𝐥𝐞 𝐨𝐟 t𝐡𝐞 𝐫𝐞𝐬𝐮𝐥𝐭 𝐨𝐟 𝐦𝐲 𝐰𝐨𝐫𝐤 ]

Client problems that I successfully solve through a combination of Group trainings, 1on1 Coaching & Consulting:

80% of sales are realized by only 20% of salespeople

Sales results and sales team revenue resemble "Roller Coaster"

Poorly trained salespeople not only do not bring new customers/revenue to the employer but produce disappointment, frustration and complaints from customers

Salespeople continuously have a larger "excuse base" than the base of potential negotiations for the current month.

They have not developed their authenticity, they spend too much time on unqualified potential clients. they conclude the sales a little. They are stuck in a comfort zone, saying that current knowledge is enough and there are always blame others for the lack of planned results

Difficult to arrange meetings and find new sales opportunities

Very low ratio of closed sales opportunities to the amount of open negotiations/leads - how much does the sales team actually cost in the numbers of leads that do not close ...?

Continuous loss of sales opportunities on 5-6 of the same complaints (excuses-lies) of customers

Sales teams struggle to sell when they are not the cheapest

Sales poorly managed system (CRM) notes on communication with customers, and the most valuable assets of the company are missing - negotiation base and sales planning strategy

No clear goals and rules have been set - what are the rewards when the set plan is met, and what happens when the set monthly and quarterly plans and goals are not met.

There is no clear strategy for customer retention - Churn. How to successfully migrate a client from the Hunter department to the Farmer department. Acquisition sales are becoming congested with inquiries from existing customers, and they have less and less time to look for new customers.

Increasingly long sales processes that reduce efficiency. Sales results are built on the strategy of granting discounts as the main trigger for closing the sale ...

The best seller in the company is the sales manager or the owner of the company.