Drugi jezik na kojem je dostupan ovaj članak: Bosnian
By: Ekrem Dupanović
Photo: ESAS team (Vedran Sorić – middle)
The first regional sales summit ESAS will be held from 18 to 20 October in Novigrad, Croatia, organized by two companies, Sorbel Group d.o.o. and Factor B d.o.o.
We talked with Vedran Sorić, one of the lecturers at the event, to learn more about the significance of this event, its goals and values for the participants.
Media Marketing: ESAS is the first regional Sales Summit. From where did the idea come, and what are the goals you want to achieve with this event?
For some time now there is a desire and need to organize something like this, because we are chronically lacking quality sales material, and in the West it is the mainstream for years now, and professional sales are seen as a concrete, separate niche. The aim of the Summit is of course the development of the sales profession, based on the exchange of experience and sales tools in accordance with the latest world business knowledge, market demands and trends. ESAS will be held in Novigrad, in the Aminess Hotel Maestral, where a dozen top experts from the field of sales strategy, sales promotion, public performance and market communications will hold lectures.
Media Marketing: For whom is the Summit intended? Who do you expect to see in Novigrad?
Vedran Sorić: ESAS is intended for top management people, executive directors, sales and marketing managers, but also HR managers, managers for training, education, sales representatives, professional salesmen and others who build their careers in sales.
Media Marketing: What are the values and benefits that the registered participants can expect?
Vedran Sorić: I can certainly announce a modern summit with the focus on breaking out from the set frameworks, and transferring both conventional and unconventional knowledge and tools. Therefore, I personally recommend that you come with an open mind and a great desire for acquiring new knowledge and skills. Also, I would like to mention that the fee is “all inclusive”, entailing the three-day participation at the Summit, Summit materials, Summit sponsorship gift package, two half-board overnight stays in the Aminess Hotel Maestral, lunch during the Summit, use of the wellness and spa oasis of the hotel, organized afternoon activities and access to the unique open bar party of the Summit, with the fitting title “Sale”, as one of the Summits’ main goals is concrete regional networking.
Media Marketing: I suppose that negotiations with speakers are still ongoing. Is there someone whom you can already announce?
Vedran Sorić: Summit carriers were defined even before the summer, and are led by Kevin Abdulrahman, a motivational speaker listed on top of the top 25 best speakers in 2017, based on 27,000 votes at the reputable speaking.com website. You can find other lecturers on the official website of the summit: www.salesadria.com. We are also preparing several surprises and a very exciting round table with renowned business people on the topic “The Importance of Investing in Continuous Sales Education”
Media Marketing: What are the conditions for participation at the Summit? How much does the registration fee cost?
Vedran Sorić: The “Late Summer” registration fees which are available by 1 September at www.salesadria.com currently cost HRK4,990 + VAT. For last minute registration and payment from 02 September to 19 October, the all-inclusive fee will cost HRK5,590 + VAT, so don’t wait with your registration and save money. All those applying with the key phrase “Media Marketing – 10% discount” are entitled to a 10% discount. The key phrase should be entered in the note area.
Media Marketing: Many sales experts claim that successful sales are only conditioned by product, market, company or competition. You claim that successful sale is heavily influenced by the salesman, meaning the person who conducts the sale. Could you elaborate?
Vedran Sorić: It would be my pleasure. The seller’s goal is to implement his personal sales brand in an everyday, demanding and stressful business life, which is the guiding principle for creating a successful and sustainable career in professional B2B sales. Research shows – and my experience confirms – that buyers in the coming years would rather be treated as family members than as kings. The so-called “Emotional Mathematics”, often infused in a quality professional personal brand, will be the best bet for sales success – the safest way to make a customer “for a lifetime”. After all, the buyer is buying because of me! Now, creating a personal sales brand comes from all forms of professional, organized communication of an individual in all areas of life. The main goal is to successfully position the individual, and through this the company they work for, in the perception of the environment. Capitalism of the modern age, surrounded by the negative outcomes of globalization, needs flexible people who have to constantly promote, affirm and position themselves anew. Today’s business environment is brutal, and the seller needs to control it to be successful. Controlling a business environment does not work on someone else’s turf, but on your own turf, allowing the control over the time and space in which the salesman works. After all, if sales are conditioned only by product, market, company or competition, how do you explain that some sellers of the same product in the same market from the same company with the same competition are more successful, and some are less?
Media Marketing: You are an experienced and successful man in sales. Is there an experience you would gladly share with the readers of Media Marketing?
Vedran Sorić: Sales are the bloodstream, the heart and the soul of business. Facts speak, but emotions sell (and buy). A successful salesman excites the emotions of joy and happiness, ie. good vibrations.
What are figures, sales and profits without a loyal customer? Based on experience I would advise everyone in sales to be true to themselves, because very few sellers consciously use the power of a personal sales brand in the sales process. In any case, don’t miss the ESAS, the first regional sales summit, the venue for acquiring new knowledge, sharing experiences and socializing with your colleagues. We’ll see you in Novigrad, from 18 to 20 October, and until then you can follow us at www.salesadria.com and www.facebook.com/esas2017.