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DRIVING SALES


An International IT Sales Conference



August 14, 2021

INNOHUB
Kyiv
Vaclav Havel Boulevard, 6z

FOR WHOM


This is just the conference you don’t want to miss!


SALES
MANAGERS


who want to close more deals

PRE-SALE
TEAMS


that are eager to sell more

TOP
MANAGERS


who want to build the right sales strategies

EVERYONE
WHO


wants to increase sales

WE WILL GATHER

 

SPEAKERS


We will bring together leaders in sales and deliver high-quality content from experienced sales specialists. You will get insights from those who closed tons of deals. You will get professional lifehacks from those who won many times in extremely difficult negotiations. Come and get valuable information from Top Sales Specialists, do not miss the opportunity to improve your sales!


Anton Fedulov


Partner, Director of Business Development at Neurons Lab

Illia Reinish


Head of commercial department, co-founder at Laba

Lilia Udovychenko


Head of Sales at MLSDev, Founder of Deal Masters

Elena Lysykh


Mentor, Negotiating Expert

CONFERENCE PROGRAM


This is exactly the conference where you will need a pen and a notebook. A rich program, quality materials, and useful workshops are waiting for you. We guarantee that you will get tons of useful insights during the conference hours, and your notebook will turn into a gold mine of ideas!

9:00 - 9:45

Registration, Coffee, Networking


9:45 - 10:00

Opening Speech


10:00 - 10:50

Andrey Rusan

Head of Sales at Ajax Systems
15 years in sales. Andrey used to manage 6 sales departments in B2B companies. For the last 4 years, he has been developing and managing a sales department in Ajax.During the time of working at Ajax, he has managed to increase sales 10 times.
Topic: “Top principles of B2B sales (Strong things in B2B sales)”
- Where is the money in B2B?
- How did lockdown affect B2B sales?
- People or processes, what is more important?
- Milestone sales are the key to a successful deal.
- How to turn your clients into your brand ambassadors?
- Is the main responsibility of Head of Sales to lead?
- Why do you need such good ones for your product?

10:50 - 11:40

Elena Lysykh

Mentor, Negotiating Expert
Negotiating expert, consultant of IT companies in handling conflict negotiations with clients, building open-team communications on projects, management communications.
She has 12 years of experience in getting top managers and business owners prepared for the most difficult negotiations. She has more than 120 negotiation cases in IT. Among her clients are such companies as Sloboda studio, Megacom, Global Digital Marketing Group,TEAM International, G5 Entertainment. Elena is a negotiation coach at Growth Factory and a Top speaker at the Outsource People conference.
Topic: “How to show the client that you are a business partner, and do not rent out the programmers”
- Why you should never answer the question "Tell something about yourself"
- How to present a company to stand out from the crowd of competitors
- What questions you should ask to turn a lead into your client
- How to talk about high rates without fear of losing a client

11:40 - 12:30

Anton Fedulov

Partner, Director of Business Development at Neurons Lab
Anton is an expert in sales of IT services as well as the author and organizer of the Sales Label in IT community. He has been in sales for 10 years and develops sales strategies with a focus on foreign markets. Has experience in building IT business from scratch: from start-ups to big IT companies.
Topic: “The modern world of IT sales: tools, approaches, costs”
- Appropriate sales team metrics
- Factors that influence the effectiveness of your sales team
- Development stages of a sales department and investment value
- Must-know in lead generation
- Good marketing or fair sales?
- Positioning of your sales department for clients

12:30 - 13:30

LUNCH


13:30 - 14:20

Lilia Udovychenko

Head of Sales at MLSDev, Founder at Deal Masters
10 years of IT sales experience and work with clients from the USA, UK, EU. Lilia has a marketing background. She lived and studied in Frankfurt-am-Main, Germany, for a year. She has experience in building marketing and sales processes from scratch, developing of inbound & outbound strategies.
Topic: “The art of following up”
- Why follow up?
- Types of clients (visual, auditory, kinesthetic, auditory digital)
- Model of following up based on the communication styles of your clients
- Frequency of following up
- Content and tools for following up

14:20 - 15:10

Illia Reinish

Head of commercial department, co-founder at Laba
10 years of experience in sales, expert in cold calling sales techniques, signed contracts with Martell, Bentley, Ulysse Nardin, Rolex, Rixos, Swarovski. Among his clients are such companies as Luxsoft, STB channel, Kyivstar, PocketBook, FONDY, Agrosem.
Topic: “The naked truth about objections”
- The most useful tips on how to handle customer objections efficiently
- The best way to explain how your solution could solve a customer problem
- 5 techniques for handling objections effectively
- How to turn an objection into an opportunity
- A step-by-step guide to handle an objection
- The practical guide to preparing your team for the win

15:10 - 15:40

Coffee, Networking


15:40 - 16:30

Roman Pavlyuk

VP, Head of Technology Office at Intellias
Roman is a VP of Technology at Intellias, one of the leading IT companies in Ukraine. He has nearly 20 years of experience in the industry, having worked in Ukraine and abroad. Roman is passionate about technology and was leading various range of programs, from technology startups to enterprise transformations for Fortune 100. As a thoughtful leader, technologist and consultant, Roman is known for using creative non-standard approaches and solutions for solving hyper complicated challenges.
Topic: “How to catch a big enterprise fish”
- "Don'ts" in selling to enterprise
- The future of sales in technology
- Tips to sell to enterprise accounts

16:30 - 17:20

Maryna Nikitchuk

Director of Sales Development at Very Good Security, BizDeva with 9 years of experience in IT
Maryna builds, leads and scales the team of outbound SDRs. She is a sales community influencer, journaling a popular Telegram channel on sales development (BizDeva) and performing as a business development course author and lecturer (BDSM course, IAMPM).
Her employment history in business development, sales, marketing, and lead generation includes working in such companies as DataArt and Provectus. Maryna has extensive experience in demand generation and event management organizing and coordinating BuildStuff Conference in Ukraine, IT Financial events in London, New York and Munich.
Mother of dragons and consultant with 9 years + experience in IT, Maryna works with the implementation of sales and marketing sales development strategies within the SaaS industry.
Topic: “Advanced Lead Generation in B2B”
- The starting point of sales development
- Sales stages, funnels
- Lead generation indicators
- Outbound & inbound lead generation
- Tools for leads generation
- Leads generation campaign

17:20 - 17:30

Closing Speech


17:30 - 18:00

Q&A, Networking

ORGANIZERS

PHOTOS FROM PREVIOUS EVENTS


QUARANTINE MEASURES


The Driving Sales will take all the necessary measures to insure your safety stay at the conference, namely:

1. As a part of the registration process, each of the visitors will undergo a temperature screening. Visitors with a high temperature will not be admitted to the conference (money for the purchased ticket will be refunded).

2. Each participant of the event will receive a set of masks and gloves if necessary.

3. Visual instructions on basic rules for protecting yourself and others will be available.

4. All lecture halls will be disinfected and ventilated several times a day.

5. The number of participants at the conference will be limited to meet sanitary standards (1 person per 10m2 of total venue).

6. Rows of chairs in lecture halls will be placed at a distance of 1.5 meters from each other.

7. Food distribution will be adapted in accordance with sanitary norms.

We ask you to follow all precautions for the sake of your health and the health of others.

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PARTNERS

 

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INFO PARTNERS

02 practice
02 wtech
02 tech ukraine
02 ihub-2
it_dnipro
02 HUB 4-0
02 unit.city
02 dna.325
02 v_books
02 peopleforce
02 lviv it claster
02 netpeak
02 kharkivit

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