Program of Sales Management 2024

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.

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.

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.

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.

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!

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.

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.

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.

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.