{"id":11414,"date":"2026-04-23T17:16:27","date_gmt":"2026-04-23T15:16:27","guid":{"rendered":"https:\/\/www.closerocket.com\/sales-leaders-talk-preco-je-viac-informacii-menej-zrozumitelnych-pre-vasich-kupujucich\/"},"modified":"2026-04-23T17:34:57","modified_gmt":"2026-04-23T15:34:57","slug":"sales-leaders-talk-preco-je-viac-informacii-menej-zrozumitelnych-pre-vasich-kupujucich","status":"publish","type":"post","link":"https:\/\/www.closerocket.com\/sk\/sales-leaders-talk-preco-je-viac-informacii-menej-zrozumitelnych-pre-vasich-kupujucich\/","title":{"rendered":"Sales Leaders Talk: The Real Value of the Modern Sales Professional"},"content":{"rendered":"\n

Zuzana Kudelov\u00e1<\/a>, zakladate\u013eka spolo\u010dnosti Salesmic<\/a> a l\u00edderka v oblasti predaja so vzdelan\u00edm v oblasti \u0161t\u00fadia terorizmu, pova\u017euje predaj za discipl\u00ednu „\u0161trukt\u00farovanej jasnosti“, ktor\u00e1 m\u00e1 korene v psychologickom vyjedn\u00e1van\u00ed. Na z\u00e1klade paralel medzi anal\u00fdzou strat\u00e9gie a odvetv\u00edm SaaS tvrd\u00ed, \u017ee hodnota predajcu sa posunula od poskytovania inform\u00e1ci\u00ed k pomoci kupuj\u00facim zorientova\u0165 sa v ohromuj\u00facej zlo\u017eitosti a vn\u00fatornom nes\u00falade. Pod\u013ea Zuzany je predaj hlboko \u013eudsk\u00fdm \u00fasil\u00edm o zn\u00ed\u017eenie neistoty v momente rozhodnutia, najm\u00e4 v prostred\u00ed s vysok\u00fdmi st\u00e1vkami, kde umel\u00e1 inteligencia nem\u00f4\u017ee zoh\u013eadni\u0165 politick\u00e9 alebo emocion\u00e1lne nuansy. <\/p>\n\n

<\/p>\n\n

\u010co v\u00e1s p\u00f4vodne pril\u00e1kalo k predaju a \u010do v\u00e1s k nemu dodnes pri\u0165ahuje – aj ke\u010f by ste mohli pracova\u0165 kdeko\u013evek na svete?<\/strong><\/strong><\/strong><\/h4>\n\n

\u0160tudoval som terorizmus, \u010do zah\u0155\u0148alo ve\u013ea vyjedn\u00e1vania a anal\u00fdzy strat\u00e9gie, ako aj psychologick\u00e9 pochopenie „strany“ na druhej strane. V\u017edy existuje nejak\u00fd probl\u00e9m alebo boles\u0165, ktor\u00e9 sa daj\u00fa vyrie\u0161i\u0165 „spr\u00e1vnym“ pr\u00edstupom. Ke\u010f som ukon\u010dil \u0161t\u00fadium a videl som boom SaaS, za\u010dal som vidie\u0165 paralely, ktor\u00e9 ma r\u00fdchlo pritiahli k obchodnej strane. <\/p>\n\n

To, \u010do ma udr\u017eiava v nad\u0161en\u00ed, nie je „pomoc“ vo v\u0161eobecnom zmysle. Je to moment, ke\u010f je nie\u010do nejasn\u00e9, mierne nap\u00e4t\u00e9 alebo zle nastaven\u00e9 – a vy to vid\u00edte sk\u00f4r ako ostatn\u00ed. <\/p>\n\n

Predaj je v najlep\u0161om pr\u00edpade o vstupe do tohto okamihu a o jeho spreh\u013eadnen\u00ed. Niekedy to vyrie\u0161i probl\u00e9m. Niekedy to odhal\u00ed, \u017ee probl\u00e9m bol v prvom rade nespr\u00e1vny. <\/p>\n\n

Kdeko\u013evek na svete je zauj\u00edmav\u00e9 tvrdenie – pova\u017eujem sa za \u010dloveka, ktor\u00fd m\u00e1 obrovsk\u00e9 \u0161\u0165astie, \u017ee je vystaven\u00fd r\u00f4znym kult\u00faram a zauj\u00edma sa o ne, ale v podstate som pochopil, \u017ee z\u00e1kladn\u00e9 pohn\u00fatky alebo \u013eudsk\u00e9 potreby s\u00fa rovnak\u00e9 bez oh\u013eadu na to, kde sa nach\u00e1dzaj\u00fa, tak\u017ee m\u00f4\u017eem by\u0165 doslova kdeko\u013evek a ma\u0165 tak\u00fdto vplyv. V tejto f\u00e1ze svojho \u017eivota som polohov\u00fd agnostik. <\/p>\n\n

Ak by ste mali vysvetli\u0165 skuto\u010dn\u00fa hodnotu predaja niekomu mimo odvetvia, \u010do by ste povedali, \u017ee je skuto\u010dnou \u00falohou predajcu? <\/strong><\/strong><\/strong><\/h4>\n\n

Predaj nie je presvied\u010danie – je to \u0161trukt\u00farovan\u00e1 zrozumite\u013enos\u0165<\/strong>. A great salesperson helps someone: <\/p>\n\n

\u25cf presnej\u0161ie pochopi\u0165 ich probl\u00e9m <\/p>\n\n

\u25cf vidie\u0165 n\u00e1klady na jeho nerie\u0161enie <\/p>\n\n

\u25cf a c\u00edti\u0165 sa sebaisto pri rozhodovan\u00ed <\/p>\n\n

\u00dalohou teda nie je tla\u010di\u0165 – je to zni\u017eovanie neistoty v momente rozhodovania<\/strong>. <\/p>\n\n

In early-stage companies, especially, sales is also how you discover whether your business even makes sense. Nie je to s\u00fa\u010das\u0165 strat\u00e9gie – je <\/em>to strat\u00e9gia. <\/p>\n\n

Sales skills are transferable across industries and geographies. Ak by ste sa zajtra mohli pres\u0165ahova\u0165 kamko\u013evek, ktor\u00fd trh alebo regi\u00f3n by v\u00e1s najviac nadchol a pre\u010do? <\/strong><\/strong><\/h4>\n\n

Z\u00e1merne sa dost\u00e1vam do prostredia, v ktorom nie som jazykovo, kult\u00farne ani kontextovo zdatn\u00fd. Preto\u017ee to odstra\u0148uje skratky. Nem\u00f4\u017eete sa spolieha\u0165 na rozpozn\u00e1vanie vzorov – mus\u00edte skuto\u010dne pochopi\u0165, \u010do sa deje. <\/p>\n\n

V s\u00fa\u010dasnosti by tak\u00fdmto regi\u00f3nom mohla by\u0165 \u00c1zia vo v\u0161eobecnosti. <\/p>\n\n

D\u00f4le\u017eit\u00e9 je tie\u017e poveda\u0165, \u017ee viac ako na samotnej geografii z\u00e1le\u017e\u00ed na ekosyst\u00e9me; vysokej r\u00fdchlosti a vysokej nejednozna\u010dnosti<\/strong>, preto\u017ee pr\u00e1ve tam sa predaj st\u00e1va najzauj\u00edmavej\u0161\u00edm. <\/p>\n\n

Ako sa pod\u013ea v\u00e1s bude vyv\u00edja\u0165 \u00faloha predajcu v nasleduj\u00facich 5 a\u017e 10 rokoch? <\/strong><\/strong><\/h4>\n\n

Predaj prech\u00e1dza od informa\u010dnej v\u00fdhody \u2192 rozhodovacej v\u00fdhody<\/strong>. <\/p>\n\n

V minulosti vyhr\u00e1vali predajcovia, preto\u017ee mali viac inform\u00e1ci\u00ed ako kupuj\u00faci. <\/p>\n\n

V s\u00fa\u010dasnosti s\u00fa kupuj\u00faci \u010dasto lep\u0161ie informovan\u00ed ako kedyko\u013evek predt\u00fdm. Hodnota sa teda pres\u00fava na: <\/p>\n\n

\u25cf pom\u00e1ha im ur\u010di\u0165 priority <\/p>\n\n

\u25cf pomoc pri h\u013eadan\u00ed kompromisov <\/p>\n\n

\u25cf a pom\u00e1ha im zaviaza\u0165 sa <\/p>\n\n

Predajca sa st\u00e1va menej „zdrojom odpoved\u00ed“ a viac kvalitn\u00fdm partnerom pri rozhodovan\u00ed o d\u00f4le\u017eit\u00fdch ot\u00e1zkach<\/strong>. <\/p>\n\n

To si vy\u017eaduje cel\u00fd s\u00fabor vysoko vycibren\u00fdch zru\u010dnost\u00ed, ako je vysok\u00e1 emocion\u00e1lna inteligencia, znalos\u0165 produktu, v pr\u00edpade podnikov\u00e9ho predaja „r\u00fdchlos\u0165“, aby ste pochopili vn\u00fatorn\u00fa hierarchiu kupuj\u00faceho a obchodn\u00e9 skuto\u010dnosti, a komunika\u010dn\u00e9 zru\u010dnosti, aby ste to v\u0161etko dok\u00e1zali predlo\u017ei\u0165 r\u00f4znym zainteresovan\u00fdm stran\u00e1m sp\u00f4sobom, ktor\u00fd s nimi bude rezonova\u0165. <\/p>\n\n

Najv\u00e4\u010d\u0161ou zmenou je, \u017ee \u00fazkym miestom u\u017e nie je pr\u00edstup k inform\u00e1ci\u00e1m. Je to zos\u00faladenie a rozhodovanie vo vn\u00fatri organiz\u00e1cie kupuj\u00faceho. <\/p>\n\n

A v\u00e4\u010d\u0161ina predajn\u00fdch t\u00edmov nie je na to pripraven\u00e1. <\/p>\n\n

Ak\u00e9 zru\u010dnosti bud\u00fa v bud\u00facnosti odli\u0161ova\u0165 \u0161pi\u010dkov\u00fdch predajcov od priemern\u00fdch? <\/strong><\/strong><\/strong><\/h4>\n\n

1. Vytv\u00e1ranie jasnosti <\/strong>Schopnos\u0165 zjednodu\u0161i\u0165 zlo\u017eit\u00e9 situ\u00e1cie na uskuto\u010dnite\u013en\u00e9 rozhodnutia. <\/p>\n\n

2. Obchodn\u00fd \u00fasudok <\/strong>Pochopenie toho, \u010do skuto\u010dne vedie k pr\u00edjmom – nielen k ukazovate\u013eom \u010dinnosti. <\/p>\n\n

3. Emocion\u00e1lna presnos\u0165 <\/strong>\u010c\u00edtanie toho, \u010do sa skuto\u010dne <\/em>deje v miestnosti – neistota, odpor, nespr\u00e1vne nastavenie – a priame rie\u0161enie. <\/p>\n\n

V\u00e4\u010d\u0161ina \u013eud\u00ed si zaobstar\u00e1 lep\u0161ie n\u00e1stroje. Len m\u00e1lokto sa zlep\u0161\u00ed v myslen\u00ed. A e\u0161te menej \u013eud\u00ed bude pohodlne pomenov\u00e1va\u0165, \u010do sa v miestnosti skuto\u010dne deje, ke\u010f je to trochu nepr\u00edjemn\u00e9. <\/p>\n\n

Ktor\u00e9 \u010dasti predaja bud\u00fa pod\u013ea v\u00e1s v\u017edy vy\u017eadova\u0165 \u013eudsk\u00fd pr\u00edstup, ke\u010f\u017ee umel\u00e1 inteligencia automatizuje \u010doraz viac \u010dast\u00ed predajn\u00e9ho procesu? <\/strong><\/strong><\/strong><\/h4>\n\n

Umel\u00e1 inteligencia m\u00f4\u017ee optimalizova\u0165 proces, ale nepreber\u00e1 zodpovednos\u0165 za rozhodnutie. <\/p>\n\n

Po\u010fme si to trochu rozobra\u0165 – umel\u00e1 inteligencia prevezme v\u0161etko, \u010do je mechanick\u00e9, opakovate\u013en\u00e9 a m\u00e1lo rizikov\u00e9<\/strong>. <\/p>\n\n

Nenahrad\u00ed v\u0161ak moment, ke\u010f niekto mus\u00ed urobi\u0165 rozhodnutie, na<\/em> ktorom skuto\u010dne z\u00e1le\u017e\u00ed<\/em>. <\/p>\n\n

Preto\u017ee v\u00e4\u010d\u0161ina d\u00f4le\u017eit\u00fdch n\u00e1kupn\u00fdch rozhodnut\u00ed nie je len racion\u00e1lna: <\/p>\n\n

\u25cf politick\u00e9 <\/p>\n\n

\u25cf emocion\u00e1lne <\/p>\n\n

\u25cf viazan\u00e9 na identitu <\/p>\n\n

\u25cf a \u010dasto mierne nepr\u00edjemn\u00e9 <\/p>\n\n

\u017diadna umel\u00e1 inteligencia nebude sedie\u0165 v miestnosti, kde: <\/p>\n\n

\u25cf zakladate\u013e si nie je ist\u00fd, \u010di je to spr\u00e1vny smer <\/p>\n\n

\u25cf viceprezident sa ob\u00e1va, ako sa toto rozhodnutie odraz\u00ed na \u0148om. <\/p>\n\n

\u25cf alebo je t\u00edm zle nastaven\u00fd, ale nehovor\u00ed to nahlas <\/p>\n\n

Pr\u00e1ve tam sa predaj skuto\u010dne uskuto\u010d\u0148uje. <\/p>\n\n

A to si vy\u017eaduje niekoho, kto to dok\u00e1\u017ee: <\/p>\n\n

\u25cf pre\u010d\u00edtajte si, \u010do sa nehovor\u00ed <\/em> <\/p>\n\n

\u25cf pomenujte ho bez toho, aby ste vytvorili odpor <\/p>\n\n

\u25cf a pom\u00e1ha\u0165 \u013eu\u010fom napredova\u0165 <\/p>\n\n

Mysl\u00edm si, \u017ee predaj je moment, ke\u010f sa neistota men\u00ed na z\u00e1v\u00e4zok <\/strong>, a to je hlboko \u013eudsk\u00e9. <\/p>\n\n

V \u010dom vid\u00edte najv\u00e4\u010d\u0161\u00ed vplyv umelej inteligencie na predaj – v prieskume, personaliz\u00e1cii, predpovedan\u00ed alebo v nie\u010dom inom? <\/strong><\/strong><\/strong><\/strong><\/h4>\n\n

Najv\u00e4\u010d\u0161\u00ed vplyv nem\u00e1 jedna izolovan\u00e1 oblas\u0165 – je to kompresia cel\u00e9ho predajn\u00e9ho cyklu<\/strong>. <\/p>\n\n

Ale ak by som si mal vybra\u0165: <\/p>\n\n

\u25cf Spravodajstvo a synt\u00e9za pred volan\u00edm <\/strong>(okam\u017eit\u00e9 pochopenie \u00fa\u010dtov) <\/p>\n\n

\u25cf \u0160trukt\u00farovanie po hovore <\/strong>(premena rozhovorov na jasn\u00e9 \u010fal\u0161ie kroky) <\/p>\n\n

Umel\u00e1 inteligencia najlep\u0161ie odstra\u0148uje kognit\u00edvnu z\u00e1\u0165a\u017e spojen\u00fa s pr\u00edpravou a sledovan\u00edm<\/strong>. <\/p>\n\n

V\u010faka tomu m\u00f4\u017eu predajcovia tr\u00e1vi\u0165 viac \u010dasu tam, kde skuto\u010dne vytv\u00e1raj\u00fa hodnotu: \u2192 v samotnej konverz\u00e1cii. <\/p>\n\n

Ak to extrapolujem na t\u00edmov\u00fa \u00farove\u0148, v\u00e4\u010d\u0161ina t\u00edmov bude pou\u017e\u00edva\u0165 umel\u00fa inteligenciu na vykon\u00e1vanie v\u00e4\u010d\u0161ieho po\u010dtu \u010dinnost\u00ed. Najlep\u0161ie t\u00edmy ju vyu\u017eij\u00fa na odstr\u00e1nenie nepotrebnej \u010dinnosti. <\/p>\n\n

\u010coraz \u010dastej\u0161ie sa diskutuje o tom, \u017ee umel\u00e1 inteligencia nahrad\u00ed predajn\u00e9 poz\u00edcie. Mysl\u00edte si, \u017ee umel\u00e1 inteligencia nahrad\u00ed predajcov, alebo jednoducho zmen\u00ed to, na \u010do sa zameriavaj\u00fa? <\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h4>\n\n

AI nenahrad\u00ed predajcov, ale nahrad\u00ed nekvalitn\u00fd predaj<\/strong>. <\/p>\n\n

V\u0161etko, \u010do je nap\u00edsan\u00e9, opakuje sa alebo len pres\u00fava inform\u00e1cie z bodu A do bodu B, zmizne. <\/p>\n\n

Zost\u00e1vaj\u00fa situ\u00e1cie, v ktor\u00fdch: <\/p>\n\n

\u25cf probl\u00e9m je st\u00e1le nejasn\u00fd <\/p>\n\n

\u25cf v st\u00e1vke je skuto\u010dn\u00e1 hodnota <\/p>\n\n

\u25cf a \u013eudia nie s\u00fa \u00faplne zos\u00faladen\u00ed – aj ke\u010f hovoria, \u017ee s\u00fa <\/p>\n\n

Tu sa skuto\u010dne realizuje predaj. <\/p>\n\n

Kupuj\u00faci sa nerozhoduj\u00fa dokonale. Robia „dostato\u010dne dobr\u00e9“ rozhodnutia pod tlakom, s ne\u00fapln\u00fdmi inform\u00e1ciami a vn\u00fatorn\u00fdmi obmedzeniami. To vytv\u00e1ra trenie. Umel\u00e1 inteligencia funguje ve\u013emi dobre, ke\u010f je rozhodnutie u\u017e \u0161trukt\u00farovan\u00e9, ale v\u00e4\u010d\u0161ina d\u00f4le\u017eit\u00fdch rozhodnut\u00ed tak\u00e1 nie je. <\/p>\n\n

\u00daloha predajcu sa tak pres\u00fava z vysvet\u013eovania produktu na pomoc \u013eu\u010fom zorientova\u0165 sa v ich situ\u00e1cii. <\/strong> <\/p>\n\n

To znamen\u00e1: <\/p>\n\n

\u25cf objasnenie probl\u00e9mu <\/p>\n\n

\u25cf Nes\u00faosos\u0165 povrchu <\/p>\n\n

\u25cf a pom\u00e1ha\u0165 \u013eu\u010fom dospie\u0165 k rozhodnutiu, za ktor\u00fdm si m\u00f4\u017eu st\u00e1\u0165. <\/p>\n\n

Je to \u00faplne in\u00e1 pr\u00e1ca a nezmizne – len sa posunie na vy\u0161\u0161iu \u00farove\u0148.<\/p>\n\n

Ako pod\u013ea v\u00e1s AI a digit\u00e1lne n\u00e1stroje menia o\u010dak\u00e1vania kupuj\u00facich a ako ich musia predajn\u00e9 t\u00edmy zauja\u0165? <\/strong><\/strong><\/strong><\/strong><\/strong><\/h4>\n\n

V\u00e4\u010d\u0161ina \u013eud\u00ed si mysl\u00ed, \u017ee kupuj\u00faci s\u00fa racion\u00e1lnej\u0161\u00ed, preto\u017ee maj\u00fa viac inform\u00e1ci\u00ed. Opak je pravdou. Maj\u00fa do \u010dinenia s v\u00e4\u010d\u0161ou zlo\u017eitos\u0165ou, ako dok\u00e1\u017eu re\u00e1lne spracova\u0165. Existuje ve\u013ea pr\u00e1c Stevena Pinkera o tom, ako \u013eudia bojuj\u00fa so zlo\u017eitos\u0165ou a abstrakciou – a ako ve\u013emi sa spoliehame na jasn\u00fd jazyk a \u0161trukt\u00faru, aby sme nie\u010do skuto\u010dne pochopili. <\/p>\n\n

Presne to sa dnes deje pri n\u00e1kupe. <\/p>\n\n

Kupuj\u00faci s\u00fa: <\/p>\n\n

\u25cf vystaven\u00fd obrovsk\u00e9mu mno\u017estvu inform\u00e1ci\u00ed <\/p>\n\n

\u25cf ale ch\u00fdba jasn\u00fd sp\u00f4sob, ako ho \u0161trukt\u00farova\u0165 <\/p>\n\n

\u25cf a \u010dasto nie s\u00fa schopn\u00ed vyjadri\u0165, \u010do sa v ich situ\u00e1cii skuto\u010dne deje <\/p>\n\n

Tak\u017ee to, \u010do vyzer\u00e1 ako „informovanej\u0161\u00ed kupuj\u00faci“, je \u010dasto len informovanej\u0161ie, ale menej jasn\u00e9,<\/strong>\u010do vytv\u00e1ra trenie. Nepotrebuj\u00fa viac obsahu. <\/p>\n\n

Potrebuj\u00fa: <\/p>\n\n

\u25cf niekto, kto dok\u00e1\u017ee probl\u00e9m \u0161trukt\u00farova\u0165 <\/p>\n\n

\u25cf zvidite\u013eni\u0165 kompromisy <\/p>\n\n

\u25cf a da\u0165 im jazyk pre to, \u010do u\u017e c\u00edtia, ale nevedia vyjadri\u0165 <\/p>\n\n

Tak\u017ee zmena pre predaj nie je „Dovo\u013ete mi vysvetli\u0165, \u010do rob\u00edme“. Je to „Dovo\u013ete mi, aby som v\u00e1m vysvetlil va\u0161u situ\u00e1ciu dostato\u010dne zrozumite\u013ene, aby ste sa mohli rozhodn\u00fa\u0165. <\/strong> <\/p>\n\n

Skuto\u010dnou hodnotou nie s\u00fa inform\u00e1cie. Ide o to, aby bola zlo\u017eitos\u0165 pou\u017eite\u013en\u00e1 <\/strong>, a v tom v\u00e4\u010d\u0161ina predajn\u00fdch t\u00edmov st\u00e1le zaost\u00e1va. Mnoh\u00fdm kupuj\u00facim inform\u00e1cie nech\u00fdbaj\u00fa. Ch\u00fdba im sp\u00f4sob, ako udr\u017ea\u0165 probl\u00e9m v hlave<\/strong>. <\/p>\n\n

Ak by dnes niekto vstupoval do predaja vo svete riadenom umelou inteligenciou, ak\u00e9 myslenie alebo pr\u00edstup by ste mu odporu\u010dili rozv\u00edja\u0165 ako prv\u00e9?<\/strong><\/strong><\/strong><\/strong><\/h4>\n\n

V\u00e4\u010d\u0161ina \u013eud\u00ed, ktor\u00ed dnes vstupuj\u00fa do predaja, pr\u00edli\u0161 optimalizuje n\u00e1stroje. <\/p>\n\n

To je chyba. Nejde o n\u00e1stroje. Ide o to, ako ich vyu\u017eijete na dosiahnutie v\u00e4\u010d\u0161ej jasnosti a d\u00f4very<\/strong>. <\/p>\n\n

Ak si ned\u00e1te pozor, n\u00e1stroje v\u00e1m pokojne pri\u0165a\u017eia. V\u010faka umelej inteligencii je ve\u013emi jednoduch\u00e9 p\u00f4sobi\u0165 ostro bez toho, aby ste nie\u010domu skuto\u010dne rozumeli. M\u00f4\u017eete vytv\u00e1ra\u0165 lep\u0161ie e-maily, lep\u0161ie zhrnutia, lep\u0161ie rozpr\u00e1vania – ale ak ste sami nerozm\u00fd\u0161\u013eali, len preskupujete slov\u00e1. <\/p>\n\n

Postupom \u010dasu to oslabuje presne to, \u010do v\u00e1s rob\u00ed cenn\u00fdm: \u2192 schopnos\u0165 prem\u00fd\u0161\u013ea\u0165 \u2192 \u0161trukt\u00farova\u0165 chaotick\u00e9 situ\u00e1cie \u2192 a vidie\u0165, \u010do je skuto\u010dne d\u00f4le\u017eit\u00e9 <\/p>\n\n

To je skuto\u010dn\u00e9 riziko, tak\u017ee mus\u00edte by\u0165 z\u00e1mern\u00ed. <\/p>\n\n

Prin\u00fa\u0165te sa k tomu: <\/p>\n\n

\u25cf sk\u00f4r ne\u017e siahnete po n\u00e1stroji, sadnite si k probl\u00e9mu <\/p>\n\n

\u25cf vyjadrite ho vlastn\u00fdmi slovami <\/p>\n\n

\u25cf a jasne ho formulova\u0165 <\/p>\n\n

Preto\u017ee skuto\u010dnou pr\u00e1cou nie je poprava. Skuto\u010dnou \u00falohou je posudzovanie v podmienkach neistoty<\/strong>. Umel\u00e1 inteligencia m\u00f4\u017ee ur\u00fdchli\u0165 v\u00e1\u0161 v\u00fdkon. Nem\u00f4\u017ee vytvori\u0165 v\u00e1\u0161 \u00fasudok. Ak to zad\u00e1te extern\u00e9mu dod\u00e1vate\u013eovi pr\u00edli\u0161 skoro, budete ve\u013emi efekt\u00edvni, ale nie ve\u013emi \u00fa\u010dinn\u00ed. <\/p>\n\n

Pou\u017e\u00edvajte teda n\u00e1stroje – ale nedovo\u013ete im, aby pou\u017e\u00edvali v\u00e1s. Zosta\u0148te bl\u00edzko skuto\u010dn\u00fdch rozhovorov, skuto\u010dn\u00fdch rozhodnut\u00ed a skuto\u010dn\u00fdch d\u00f4sledkov. Pr\u00e1ve tam sa formuje va\u0161e myslenie. <\/p>\n\n

V\u00e4\u010d\u0161ina \u013eud\u00ed bude r\u00fdchlej\u0161ia. Len m\u00e1lo z nich zostane ostr\u00fdch. <\/p>\n\n

Z dlhodob\u00e9ho h\u013eadiska je ostr\u00fd lep\u0161\u00ed ako r\u00fdchly<\/strong>. <\/p>\n\n

<\/p>\n\n

<\/p>\n\n

<\/p>\n\n

<\/p>\n","protected":false},"excerpt":{"rendered":"

Zuzana Kudelov\u00e1, zakladate\u013eka spolo\u010dnosti Salesmic a l\u00edderka v oblasti predaja so vzdelan\u00edm v oblasti \u0161t\u00fadia terorizmu, pova\u017euje predaj za discipl\u00ednu „\u0161trukt\u00farovanej jasnosti“, ktor\u00e1 m\u00e1 korene v psychologickom vyjedn\u00e1van\u00ed. Na z\u00e1klade paralel medzi anal\u00fdzou strat\u00e9gie a odvetv\u00edm SaaS tvrd\u00ed, \u017ee hodnota predajcu sa posunula od poskytovania inform\u00e1ci\u00ed k pomoci kupuj\u00facim zorientova\u0165 sa v ohromuj\u00facej zlo\u017eitosti a […]<\/p>\n","protected":false},"author":7,"featured_media":11413,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[10],"tags":[],"class_list":["post-11414","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized-sk"],"yoast_head":"\nSales Leaders Talk: The Real Value of the Modern Sales Professional | AI-Powered B2B Sales Platform for Global Teams<\/title>\n<meta name=\"description\" content=\"Zuzana Kudelov\u00e1, zakladate\u013eka spolo\u010dnosti Salesmic, vysvet\u013euje, ako sa predaj vyvinul z poskytovania inform\u00e1ci\u00ed na poskytovanie "rozhodovacej v\u00fdhody". 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