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SESSION 1 | May 19th, 2021

Virtual and Hybrid Sales

How do we create and implement new sales models where physical and virtual contact mingle and complement each other?

Rodolfo Luzardo, ZS Associates, Kellogg School of Management

A new need has arisen for a flexible, multi-channel, efficient and customer-centric sales organisation; COVID has driven us all to accelerate towards a much more efficient and effective model of engaging with our customers.

Rodolfo Luzardo

Kellogg School of Management

Session description

Pandemic restrictions forced many companies to start selling online. Sales visits were simply not possible. Also, sales through traditional customer outreach channels that required physical presence either ceased altogether or were severely curtailed. Companies and salespeople had to adapt to this situation, but what emerges from rapid adaptation is usually far from ideal. What should an effective hybrid sales model look like? Most studies of customer behaviour tell us that we will not simply return to what was happening prior to the pandemic. Hence the need for every company to develop a new way of selling that matches the new ways of buying.

In this session you will learn about:

The new requirements for sales structures, processes and methods for success in a fast and uncertain world
The hybrid sales model that not only responds to changes in customer behaviour, but is also part of the process of building flexible structures capable of adapting to change
The best practices for technology use in different types of sales that you can adapt to your company's situation.
Increasing revenue and reducing costs at the same time
The innovative management of the sales process right through to completion (action planning, roles, responsibilities).

Stay ahead of trends, increase sales, be a step ahead of the competition!

CYCLE Elite Sales Program

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Rodolfo Luzardo, SPECIAL GUEST

Rodolfo Luzardo SPECIAL GUEST

ZS Associates, Kellogg School of Management

Rodolfo is Managing Principal for ZS’ Priority Industries and global Private Equity lead, with a focus on Commercial Strategy & Transformation. Rodolfo leads clients through complex initiatives focused on delivering impact where it matters most. With 25+ years of professional experience in finance, operations and consulting, Rodolfo has been advising the world's premier companies over the past decade, and has first-hand operating and sales experience. His expertise is in B2B sales and marketing strategy and effectiveness, with a focus on large-scale commercial transformations relating to go-to-market strategy, merger integration, sales and marketing effectiveness, and pricing optimization. .

Witold Jankowski

Witold Jankowski

President of the Board, ICAN Institute

Lecturer and business practitioner, one of the most experienced strategic consultants in Europe. He is the founder and president of ICAN Institute and also the creator of the "ICAN Management Review" magazine and the co-founder of "MIT Sloan Management Review Polska".

As a propagator of spreading knowledge and continuous development, he initiated many groundbreaking meetings with world authorities in the areas of leadership (including Marshall Goldsmith, Dave Ulrich, Heike Bruch, Daniel L. Shapiro), sales (including Neil Rackham, Andy Zoltners, Jeffrey Gitomer) and innovation (including Andrew McAfee, Hal Gregersen, Alex Osterwalder). He cooperates with the best research and training centers in the world . He is an advocate of the concept of evidence-based management, which is management based only on proven management practices supported by research.

Piotr Fąderski

Piotr Fąderski

VP Sales, CEE region, Salesforce

He has almost 20 years of experience in the IT industry, gained in various positions in the area of finance, business operations, and above all, sales and distribution in such companies as HP, CA, VMware, and recently also in Citrix. He has managed and transformed organizations across the EMEA as well as in the DACH and Emerging Markets regions, including Russia / CIS, Eastern Europe, MENA and Africa. One of his main competences is to lead international organizations in high growth regions.

Paula Wąsowska, DBA

Paula Wąsowska, DBA

Expert, ICAN INSTITUTE

She is an experienced lecturer, trainer, public speaker, moderator and participant in panel discussions, consultant and expert on innovation and competitive strategy, as well as a person conducting conferences, congresses and workshops, both in Poland and abroad. She gained professional experience in Poland, Central Europe, emerging markets and the Silicon Valley in California. Previously, she was the CEE market development director within the Internet Business Solutions Group (IBSG) at Cisco Systems, and a co-founder of Internet Technologies Polska. She designed and implemented the e-business model and planned a marketing and sales strategy for Dell Computer Poland, she co-created the marketing and communication strategy at Nokia.

Wojtek Mendyka

Wojtek Mendyka

CEO, Meaning Makers

A Meaning Maker®, an international trainer, an MBA lecturer. In the last 9 years he ran 300 sessions in 21 countries, helping hundreds to present effectively in key mome3nts. Former UPS Sales Trainer in Europe, consultant to international training organizations from UK and US, MBA lecturer and creator of the Meaning-Making method in presenting. Born in Wroclaw, lives in Warsaw. Travels everywhere.

Antoni Pomykała

Antoni Pomykała

EXPERT & MANAGER, TECHNOLOGY SALES

Advisor in the field of digital transformation with international experience in selling the digital products and services, provided by Polish and international technology corporations. Passionate about digital transformation with deep understanding of technology and high communication skills, enthusiast of remote and hybrid work model, with extensive experience and daily practice in virtual sales on Microsoft 365 and Teams.

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