The document provides advice for B2B sales in a competitive environment in Ukraine. It outlines 6 rules for sales against competition: 1) Sell for profit, 2) There is no undo button for sales actions, 3) Do not kill the competition, 4) Do what you commit to customers, 5) Customers are not stupid, blind, or deaf, and 6) Hope is not a strategy for sales. The document emphasizes that sales is the most important function for any business and is about personal skills in dealing with people.

1. NEVER KILL COMPETITORS
A view to B2B sales
in a competitive environment in Ukraine

2. WHO I AM AND WHY I AM HERE
• I have been doing B2B sales for 18 years in 15 countries, with
total revenue approximately 1 billion Euro…
• I have worked in various positions, with various titles, but bottom
line I work in Sales
• Came to Ukraine 2 ½ years ago – plan was to stay for 3
months….
• Built an entire sales organization from 0, managed annual sales
growth from 0 to 8 mill Euro within less than 2 years

3. MY UKRAINIAN SALES EXPERIENCE
• Sales process in Ukraine is quite “interesting”:
• Everybody knows everybody!
• Everybody wants to buy from friends, such friendships are very
“tough” to fight against
• Customs, imports, VAT etc are indeed parts of the sales game!!!!
• The iPhone paradox!

4. MY VIEW ON SALES
• Sales is a talent!
• There are techniques, strategies, rules to be taught, but if you do
not have the talent, no way to be successful in sales
• Sales is THE MOST IMPORTANT FUNCTION for any business
• Sales is all about P2P skills

5. B2B SALES AGAINST COMPETITION
Ground Rules

6. RULE 1:
YOU SELL FOR PROFIT!

7. RULE 2:
THERE IS NO UNDO BUTTON!

8. RULE 3:
DON’T KILL THE COMPETITION!

9. RULE 4:
DO WHAT YOU COMMIT!

10. RULE 5:
CUSTOMER IS NOT STUPID, BLIND OR DEAF!

11. RULE 6:
HOPE IS NOT A STRATEGY

12. THANK YOU!