Executive Sales&Marketing workshop:

Effective Lead Generation - a Key to a Successful Sales

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

1. Introduction to the event

Mrs. Małgorzata Krukowska, Director WelcomeBIZMr. Blaž Mertelj, Director Atol Business Solutions

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

Common challenges of CEOs, CFOs, Sales Directors, Business Development &Sales Executives and many more…. There are not adequate number of qualified

opportunities in the pipeline to deliver expected financial results;

Sales people (channels) sell to existing customers rather than looking for new customers, which continually decreases sales margins on the long-run;

An adequate sales management system is not put in place, so it is difficult to plan future cash flow streams;

High value added offerings require special sales approaches to ensure increase of market share;

Sales people are involved in the projects as well and don't have enough time for new customers acquisition.

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

… And every sales begins with Lead Generation

Common challenges: Can you ensure your company a long-term stability or

growth without an effective Lead Generation process? Have you already defined your own Lead Nurturing

process? What % of your sales price is worth a validated lead? Do we rely too much on our existing customers, so the

competitors are getting to prospects before us? Do we know the values of all KPIs from our sales

process, which begins with Lead Generation and ends up in signed deal?

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

Goals of the event

To discuss before mentioned challenges specific to your sales situation

To gain practical knowledge and perform exercises opening your hidden management sales potential

To give and exchange ideas about your Lead Generation strategies and required tools

To hear and discuss topics with our keynote speakers To know more about Slovenia and Slovenian wines To provide you with possibility to book 1 hour sales

perfomance consultancy for free

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

Our today‘s agenda

1. Introduction to the event (Mrs. Małgorzata Krukowska, Director WelcomeBIZ)

2. Introduction to the workshop (Mr. Blaž Mertelj, Director Atol Business Solutions)

3. First keynote session (Mr. Boštjan Leban, CEO ETI-Polam)

4. Workshop 1/2 (Mr. Blaž Mertelj, Director Atol Business Solutions)

5. Break

6. Slovenian wine presenation and tasting (Mrs. Urška Leban, Director VINO-VITA)

7. Workshop 2/2 (Mr. Blaž Mertelj, Director Atol Business Solutions)

8. Second keynote session (Mr. Tomasz Taff, Head of Strategy Advisory Baker Tilly Poland)

9. Workshop conclusion (Mr. Blaž Mertelj, Director Atol Business Solutions)

10. Conclusion of the event (Mrs. Małgorzata Krukowska, Director WelcomeBIZ)

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

Special thanks to …

You all the participants to have come The management and staff of Pure Sky Club for hosting

this event Our sponsors & partners: Extor S.A. and Anna Gibson

Photography Our guests: Mrs. Urška Leban, Director VINO-VITA Mr. Boštjan Leban, CEO ETI-Polam Mr. Tomasz Taff, Head of Strategy Advisory at Baker Tilly

Poland)

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

Organizing team

Mrs. Małgorzata Krukowska, Director WelcomeBIZ Mr. Blaž Mertelj, Director & Senior International

Consultant at Atol Business Solutions Mr. Dragan Simeunović, International Business

Development Lead & Senior International Consultant at Atol Business Solutions

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

2. Introduction to the workshop

Mr. Blaž Mertelj, Director Atol Business Solutions

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

3. First Keynote Session

Mr. Boštjan Leban, CEO ETI-Polam

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

4. Workshop Part 1.

Mr. Blaž Mertelj, Director Atol Business Solutions

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

4.1. Structured Speed Networking

Mrs. Małgorzata Krukowska, Director WelcomeBIZMr. Blaž Mertelj, Director Atol Business Solutions

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

5. Break

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

6. Slovenian Wine Presentation and Tasting

Mrs. Urška Leban, Director VINO-VITA

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

7. Workshop Part 2.

Mr. Blaž Mertelj, Director Atol Business Solutions

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

8. Second Keynote Session

Mr. Tomasz Taff, Head of Strategy Advisory Baker Tilly Poland

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

9. Workshop conclusion

Mr. Blaž Mertelj, Director Atol Business Solutions

‘Effective Lead Generation – a Key to a Successful Sales’At Pure Sky Club in Warsaw, on 08.09.2014

10. Conclusion of the event

Mrs. Małgorzata Krukowska, Director WelcomeBIZ