RIGA
OCTOBER 25th 2023
Big Fish
How to sell to key clients?
FEATURING RENOWNED FINNISH SALES PROFESSOR PETRI PARVINEN
How to sell to key clients?
Diving into the art of securing deals with industry giants, we unravel the secrets of masterful salesmanship to capture the attention of those monumental "big fish."
At our upcoming sales conference, we delve into a series of crucial topics that form the bedrock of successful interactions with key customers:
Navigating the sales cycle. The patience and finesse required to navigate the sales cycle of a major client are often overlooked.
Mastery in Procurement. We will discuss the ethical and strategic pathways to assert your influence in shaping procurement conditions.
For whom & why
How to find the right decision makers. Especially in export sales, finding the right decision makers can often be one of the biggest stumbling block.
ESG and other requirements. How to communicate the company's compliance with ESG requirements.
Marketing to a key client. How marketing can contribute and facilitate success in sales. Examples of ABM (account based marketing).
To whom?
For top, sales and marketing managers
Keynote speaker: Petri Parvinen, the renowned Nordic sales professor
Petri Parvinen is a professor of sales at Helsinki and Aalto universities, under whose leadership research on sales innovation and efficiency in the Nordic countries has been organized for the past ten years.
Professor Parvinen has collected and analyzed sales practices in industrial, service and start-up companies, and now brings the best examples and new scientific research to the sales people of Latvia.
Petri is an excellent performer -- a mixture of rock star, salesman and lecturer who knows how to convey important thoughts.
TO BE UPDATED
Programm
08:30
Greetings & morning coffee
09:00
How to sell to key clients?
Professor Parvinen tells how legally and
ethically influence tenders before they are published. Among other things, the following will be discussed:
-
How to map the decision-making process, decision-makers and decision-influencers of a major client
-
How to influence decision makers?
-
Emotional vs. Rational Decisions
-
Business relationships: friendship or just business?
-
How to influence procurement conditions
12:00
Lunch & Champagne
13:00
Procurements, legal aspects
How to win tenders? How to ethically influence procurement conditions? When is it worth contesting the result?
13:30
Everything one needs to know on ESG requirements
On November 28, 2022, a new ESG act called the Sustainability Reporting Directive was adopted, which aims to bring companies closer to achieving the goals of the European Green Deal.
14:00
View from above: how we buy?
Most sales trainings teach us to sell. Let's reverse the approach this time and talk about how large customers
are buying. We hear from three top managers how purchase decisions are made, what influence brand/advertising has and how many people in their organisation influence decision making. A little psychoanalysis, if you may.
15:00
Goodbyes & Thank yous
Tickets
299€
349€
UNTIL OCTOBER
ZERO VAT APPLIES
Venue: To be Updated
CoinsPaid on Tallinnas asuv krüptoraha töötlemisettevõte, mis on hetkel maailmas oma valdkonna liider.
CoinsPaidil on üle maailma 800 kauplejast klienti ning hinnanguliselt 10 miljonit kasutajat. Meeskonda kuulub üle 200 professionaali, kes tegutsevad 32 riigis.
CoinsPaid võõrustab meid oma uues kontoris aadressil Kai tänav 4.
Fotol asutaja Max Krupyshev
