A practical system designed to meet industrial requirements
Far from a traditional theoretical training program, we have designed a pragmatic approach based on guided practice (“learning by doing”) and the integration of existing tools.
1. On-the-Job Training & "Hands-On" Coaching
Scoping and on-site workshops (Saint-Chamond):
- Collaborative development of an ultra-short ( 15- to 20-second) pitch written in layman’s terms for non-textile specialists, focusing on the role of a project partner (co-development, compliance with standards)
- Training on how to handle common objections in this market: "We handle it in-house," "We already have our suppliers"
- "Winning Sample" Workshop: Developing a specific follow-up strategy after sending samples to ensure that the exchange leads to a concrete project and does not go unanswered.
- "Ping-Pong" Practice Session: Our trainer makes real calls live in front of the team, and then each employee takes over to help overcome their fear of talking on the phone.
Long-term intensive coaching:
Individual video coaching sessions several times a week for one month to analyze actual calls, adjust scripts based on market feedback, and embed the sales routine into daily practice.
2. Social Selling Module (LinkedIn)
LinkedIn for the B2B Industry: A day dedicated to optimizing team profiles (sales and technical roles) to establish their position as experts.
Digital Prospecting Routines: Learn how to target and approach the right decision-makers (R&D, Procurement, Product Managers) in the MedTech and defense sectors in a non-intrusive way.
3. Immersion and "Full-Scale" Pilot Test
A Look Inside the ReCom "War Room":
The Berthéas teams came to our Lyon offices to engage in prospecting directly with our business developers. The goal: to take them out of their day-to-day factory routine and immerse them in the discipline and pace of an active prospecting team.
Pilot campaign led by a ReCom expert:
One of our senior business developers tested Berthéas's pitch on a complex target audience (exoskeletons/IoT) for an entire day. This allowed us to validate the pitch in the field and gather concrete data (actual objections, interest rates).
4. Data Structuring and CRM Management (Koban)
Koban Optimization: Configuring the existing CRM to track campaign effectiveness without adding new, complex software.
Campaign-based reporting: Implementation of aggregate (rather than individual) metrics to analyze the profitability of different segments (exoskeletons, orthopedics, reactivation of dormant customers). The goal is to help management make data-driven decisions about where to focus sales efforts.
Target Results
Thanks to this pragmatic approach, Berthéas now has a clear roadmap for its commercial future:
On the human side: A sales team that feels confident, is united around simple methods, and is comfortable with cold calling.
Regarding the approach: A catalog of distinct campaigns (reactivating dormant accounts, sector-specific prospecting in new markets, campaigns tied to trade shows or product launches) with tailored scripts and multichannel sequences (email, LinkedIn, phone).
On the organizational side: Koban CRM is fully leveraged as a strategic tool for managing customer acquisition.
From a financial standpoint: Support eligible for OPCO funding (OPCO 2i / Qualiopi), which helps cover the cost of training.
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