Unlocking Sales Success

Sales is often treated as an art practiced by naturally gifted talkers. In reality, companies that grow predictably do so because they have built a structure: a clear understanding of what they sell and why customers buy, a sales motion that matches their product and price point, and a team designed around that motion. This module makes that structure explicit and gives participants the frameworks and tools to design it deliberately, rather than discover it by trial and error.

The session works through the full chain – from the fundamentals of product, customer and buying process, to selecting a sales motion from no-touch to high-touch, designing inbound and outbound processes, and setting up the team through specialization, hiring and compensation. It closes with execution: the metrics, operating cadence and tools that keep a sales organization on target, and a candid look at where AI is genuinely changing how sales teams work. Concepts are grounded in real examples of what worked – and what did not – in scaling B2B sales organizations, so participants leave with a practical view they can apply to their own context.

Jānis Pranēvičs is a senior sales leader who loves building and scaling high-performing B2B sales organizations that win complex, high-ticket deals in industries like financial services, e-commerce and real estate. Throughout his career, he's repeatedly taken sales functions from early-stage to mature, operationally excellent revenue-producing engines.

He was the first commercial hire at the investment platform Mintos, and grew its ARR 25-fold from €400k to €10M by developing repeatable enterprise sales and customer success processes and assembling a team of top performers. At Printful, he led 35 inside-sales professionals serving high-volume merchants and doubled revenue from an already large 8-figure base while rebuilding structure, incentives, and team cohesion.

Jānis holds a Bachelor's degree from the Stockholm School of Economics in Riga and an MBA degree from Riga Business School.

Current and future sales leaders who want to improve their ability to hit the sales targets by building a predictable sales engine.

Professionals who work closely with sales leaders (e.g., marketing, customer support, Etc.).

1) Fundamentals of Sales (Product, Customer, Buying Process)

2) Sales Motion (From no Touch to High Touch)

3) Sales Process (Inbound & Outbound, Hunting & Farming)

4) Team setup (Specialization, Hiring, Compensation)

5) Execution (Metrics, Operating Cadence, Tools)

6) AI in Sales

This module will equip the executives with frameworks, tools and actionable techniques for building sales motions and sales teams that deliver repeatable sales success.

The quality of a company's sales motion can make or break its commercial success. This module will equip the participants with proven frameworks, tools and concepts that enable driving predictable revenue.

EUR 250 + PVN