Program of Sales Management 2024

KC City, Prague

Program

Wednesday - 12 / 6 / 2024

08:00-09:00

Registration, breakfast, networking

09:00-11:00

Part A

Moderation:
Tereza Ordóñez , Project Manager, Blue Events
Strategic Management of Sales Teams: From Leadership to Ai-Driven Innovations
Luboš Lukasík
Luboš Lukasík CCO Enterprise, Member of the Board, T-Mobile
09:00-11:00

Strategic Management of Sales Teams: From Leadership to Ai-Driven Innovations

What will it be about?

We will focus in detail on key aspects of sales strategies from the perspective of top management. We will discuss the reasons why effective sales are crucial for a company's success and explore the potential risks of inadequate sales management. We will share proven strategies for effective leadership that ensure the ideal balance between growth and control in the sales process. And we cannot overlook AI - we will focus on the potential impact of new AI technologies on the future direction of sales and consider whether the role of Key Account Managers should be replaced by advanced tools.

Luboš Lukasík

Luboš Lukasík

CCO Enterprise, Member of the Board, T-Mobile
Generation Z Salespeople: How To Engage, Hire And Retain Them
Anna Schwarzová
Anna Schwarzová Founder, Novitim
09:00-11:00

Generation Z Salespeople: How To Engage, Hire And Retain Them

What will it be about?

In this presentation, we will focus on specific aspects of recruiting sales talent from Generation Z. The presentation will provide a comprehensive view of the key differences between Generation Z and older Generations X and Y, and how to respond to these differences in the context of recruitment and retention. We will introduce the characteristic traits of Generation Z, their expectations in the workplace, and the approaches that need to be applied to effectively integrate them into sales teams. We will offer practical tips and proven strategies, and also look at what key factors contribute to the long-term satisfaction and loyalty of Generation Z in a company.

Anna Schwarzová

Anna Schwarzová

Founder, Novitim
The Scented Revolution in Kofola Group: Implementation of a New Category in Sales
Přemysl Neuman
Přemysl Neuman HoReCa Director CZ a SK, Leros
09:00-11:00

The Scented Revolution in Kofola Group: Implementation of a New Category in Sales

What will it be about?

The implementation of an entirely new pillar within the Kofola Group into the existing business model of the non-alcoholic beverage portfolio. Setting up a new team of coffee specialists and the entire structure of a support program as part of direct distribution to the existing customer database.

Přemysl Neuman

Přemysl Neuman

HoReCa Director CZ a SK, Leros
Keynote Speaker
The Most Important Skills of a Negotiator And Common Myths In Negotiation
Adam Dolník
Adam Dolník response consultant, hostage and crisis negotiator
09:00-11:00

The Most Important Skills of a Negotiator And Common Myths In Negotiation

What will it be about?

Skills of professionals engaged in the most intense negotiations involving human lives are directly applicable to any human interaction, including business negotiations and difficult personal conversations. In this lecture, global negotiator Prof. Adam Dolník, PhD, will share the most important characteristics of a good negotiator and also discuss the most common myths about negotiation.

Meet the keynote speaker

Adam Dolník

Adam Dolník

response consultant, hostage and crisis negotiator
11:00-11:30

Coffee break

11:30-13:30

Part B

Moderation:
Tereza Ordóñez , Project Manager, Blue Events
Fireside Chat: Challenges of Sales Management Across Continents
Jana Marlé-Žižková
Jana Marlé-Žižková Co-Founder, Meiro
Fares Měchura
Fares Měchura Partner, Saleshero
11:30-13:30

Fireside Chat: Challenges of Sales Management Across Continents

What will it be about?

In the interview, Jana and Fares, two professionals with rich experience not only in sales, will focus on the complex and challenging world of changes in the fields of sales and sales management. Their discussion reveals that implementing any changes in these areas is not straightforward and requires careful consideration of the current market reality. They will explore the reasons why sales strategies based solely on enthusiastic junior salespeople or solely on corporate seniors have failed, and why a combination of a junior in the role of business development representative and a senior as an account executive, along with personalized communication, has brought success. Additionally, they will touch on the cultural and business differences between Asia, Europe, and the Middle East, reflecting on the unique global impact of their company, Meiro, from the very beginning.

Jana Marlé-Žižková

Jana Marlé-Žižková

Co-Founder, Meiro
Fares Měchura

Fares Měchura

Partner, Saleshero
Virtual Salesperson: Using the Company Blog in Direct Sales
Mikuláš Capko
Mikuláš Capko Content Strategist, Copyselling
11:30-13:30

Virtual Salesperson: Using the Company Blog in Direct Sales

What will it be about?

Forget everything you know about marketing and let's explore the fossils of outdated business practices in our game „Dead Bug." In another activity, "Radical Honesty," we will explore how to eliminate unnecessary waste of time and energy. Finally, we will practically demonstrate how to incorporate these ideas into your marketing strategies and turn them into success. Get ready, it will be educational and fun!

Mikuláš Capko

Mikuláš Capko

Content Strategist, Copyselling
Why your CEO should also be a Linkedin Star
Jan Kyselý
Jan Kyselý Co-founder & CMO, Future Sales
11:30-13:30

Why your CEO should also be a Linkedin Star

What will it be about?

The ace up your sleeve for acquiring new customers via LinkedIn is your CEO's profile. During the lecture, we will explain why profiles of top management are particularly influential, confirm this idea with several practical examples, and most importantly, show how to turn your boss into a modern acquisition tool.

Jan Kyselý

Jan Kyselý

Co-founder & CMO, Future Sales
Salespersons should Sell: Salesforce Einstein for Sales
Jan Moravec
Jan Moravec Senior Account Executive CZ & SK, Salesforce
Michal Grepl
Michal Grepl Chief Business Development Officer, MyQ
Daniel Činátl
Daniel Činátl Owner, Fansfactory
11:30-13:30

Salespersons should Sell: Salesforce Einstein for Sales

What will it be about?

Learn how to prepare for practical, widespread and out-of-the-box use of artificial intelligence for the sales team in your company. We will present a short but very impactful demo, share experience with CRM in the manufacturing sector, and look at visions for future development.

Jan Moravec

Jan Moravec

Senior Account Executive CZ & SK, Salesforce
Michal Grepl

Michal Grepl

Chief Business Development Officer, MyQ
Daniel Činátl

Daniel Činátl

Owner, Fansfactory
Practical Application of Generative AI Tools in Sales
Anna Bohoňek
Anna Bohoňek AI Practical Applications Lecturer, ELAI
11:30-13:30

Practical Application of Generative AI Tools in Sales

What will it be about?

Generative AI has arrived, has seen and stayed. It's a tool, a thick pencil in your case, which means it can also be used in sales, now more than ever. What should you have prepared if you're a salesperson and want to lean on the crutch of generative AI? Where it can help you, and where you might still need to wait, and what you still need to work hard on. Which gadgets and tools are worth trying out. Simply practical tips, nothing more, nothing less.

Anna Bohoňek

Anna Bohoňek

AI Practical Applications Lecturer, ELAI
13:30-14:30

Business lunch, networking

14:15-16:00

Part C

Moderation:
Alexander Raiman , Partner, Saleshero
Panel Discussion: What are the Timeless Principles of B2B Sales?
Milan Bartoš
Milan Bartoš Head of Sales, VAFO Praha
Martin Bednář
Martin Bednář B2B Sales Trainer, SalesKick
Lukáš Glöckl
Lukáš Glöckl B2B Director, Alza
Martin Hošek
Martin Hošek Sales Manager, Imper
Karel Otýs
Karel Otýs Negotiation Expert
14:15-16:00

Panel Discussion: What are the Timeless Principles of B2B Sales?

What will it be about?

Data-driven sales, AI, automation—all are changing rapidly. But are there principles that will endure the next hundred years? This panel discussion features three sales leaders and two experts on sales and negotiation skills diving into the dynamics of sustainable B2B sales strategies. They will discuss several fundamental principles that withstand the test of time—trust and transparency, value over price, customization and flexibility, sustainability and social responsibility, and continual education and innovation. They will explore how these principles weave through the entire sales process, from acquisition to customer care, providing insights into the complex world of B2B sales with a foundation in time-tested rules adapted for the digital age.

Milan Bartoš

Milan Bartoš

Head of Sales, VAFO Praha
Martin Bednář

Martin Bednář

B2B Sales Trainer, SalesKick
Lukáš Glöckl

Lukáš Glöckl

B2B Director, Alza
Martin Hošek

Martin Hošek

Sales Manager, Imper
Karel Otýs

Karel Otýs

Negotiation Expert
16:00-17:00

Networking and cocktail