Program of Sales Management 2025

A critical factor where many CRM implementations stumble sooner or later is user adoption – both from the salespeople’s and management’s point of view. So how should you approach adoption to ensure the CRM system brings real value to both users and the company itself? Is there even a universal strategy to make that happen? Let’s critically examine the most common mistakes, objections, and dead ends – and how to avoid them.

Is your sales team meeting this year’s targets? Many salespeople struggle with obstacles unrelated to their skills – spending more time in the CRM than with customers, lacking time for quality outbound efforts, working with inaccurate data, and focusing only on “A-tier” clients while ignoring the rest. This talk outlines four common problems and how to overcome them with smart automation and AI.

AI can save salespeople hours every week, help them communicate better and faster, and even understand what the client wants before they say it. You’ll learn how to create personalized outreach, target the right people, and ditch time-wasting routines – quickly, clearly, and without unnecessary tech jargon.

What will the future of B2B sales look like? The way sales teams decide, prepare for meetings, and approach customers is changing. Technology and data will let us spot opportunities before we even realize they exist.

We trained over 130 models and made mistakes worth €144,000. So where do avatars actually deliver value? From multilingual communication to global product specialist training.

SPIN, MEDDIC, Sandler… There are many sales techniques, but none of them will win the deal for you – they’re just a map. True success in B2B sales depends on the ability to ask deep questions and lead a meaningful dialogue with the customer. And that’s impossible without knowing your field, industry, context, and client realities. Often we apply complex processes where it would be enough to understand what the customer really needs. This talk will show you how to break free from autopilot and start selling through genuine expertise.

Jirka has long focused on LinkedIn as a tool for business growth and influence building. He leads a data team specializing in data collection and analysis from the platform, helping companies maximize their activity. In this session, he’ll reveal what drives success for the most influential leaders and creators, based on real data and analysis – and how to turn online influence into real business results.

Body language is one of the keys to influence – even in sales. But how much control do we actually have over our own body language? How can we read it in others? And how can we train ourselves to succeed using body language? Tips, tricks, and just a pinch of theory.

Those who master feedback strengthen not only their relationships but also their influence. They can motivate others better, solve issues in time, and lead open dialogue. Feedback isn’t just about saying something – it’s about what it can create. Together, we’ll look at feedback as a tool for mature, constructive communication that builds trust and collaboration – and delivers results.

Revenue Operations (RevOps) is an approach that connects marketing, sales, and customer care using data, technology, and processes. Its goal is to boost growth, profitability, and team alignment. In the US, market leaders and tech startups already use RevOps – and in the Czech Republic, it’s gaining ground thanks to real results. This talk briefly introduces the methodology and focuses on a case study of 3D Fitness, which increased its revenue from CZK 55 to 67 million and profitability from 10% to 15% in a year. You’ll learn concrete steps and changes that led to success.

How to set sales targets, scale teams and processes, enter new markets, and still stay close to your customer? What does international expansion involve, and how to handle cultural and regional differences? And how to find the balance between data, technology, and sales intuition? This panel brings insights from leaders across industries and tech and shows why sales is more than just closing deals – it’s a strategy that drives the company forward.