Executive S ales &M arketing workshop :

1. Executive Sales&Marketing workshop: Effective Lead Generation - a Key to a Successful Sales

2. Introduction to the event Mrs. MałgorzataKrukowska, Director WelcomeBIZ Mr. BlažMertelj, Director Atol Business Solutions

3. 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.

4. … 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?

5. 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 strategiesand 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

6. 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)

7. 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. andAnna 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)

8. Organizing team Mrs. Małgorzata Krukowska, Director WelcomeBIZ Mr. Blaž Mertelj, Director & Senior International Consultant atAtol Business Solutions Mr. Dragan Simeunović, International Business Development Lead & Senior International Consultant at Atol Business Solutions

9. Introduction to the workshop Mr. BlažMertelj, Director Atol Business Solutions

10. First Keynote Session Mr. Boštjan Leban, CEO ETI-Polam

11. Workshop Part 1. Mr. Blaž Mertelj, Director Atol Business Solutions

12. 4.1. Structured Speed Networking Mrs. Małgorzata Krukowska, Director WelcomeBIZ Mr. Blaž Mertelj, Director Atol Business Solutions

13. 5.Break

14. 6. Slovenian Wine Presentation and Tasting Mrs. Urška Leban, Director VINO-VITA

15. 7. Workshop Part 2. Mr. Blaž Mertelj, Director Atol Business Solutions

16. 8. Second Keynote Session Mr. Tomasz Taff, Head of Strategy Advisory Baker Tilly Poland

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

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