{"id":6973,"date":"2025-02-13T19:31:48","date_gmt":"2025-02-13T17:31:48","guid":{"rendered":"https:\/\/www.closerocket.com\/?p=6973"},"modified":"2026-03-13T06:43:27","modified_gmt":"2026-03-13T04:43:27","slug":"sales-leader-talks-cesta-do-salesu-ako-sa-rodia-skveli-obchodnici","status":"publish","type":"post","link":"https:\/\/www.closerocket.com\/sk\/sales-leader-talks-cesta-do-salesu-ako-sa-rodia-skveli-obchodnici\/","title":{"rendered":"Sales Leaders Talk: Cesta do salesu – Ako sa rodia skvel\u00ed obchodn\u00edci?"},"content":{"rendered":"\n

V najnov\u0161om dieli Sales Leaders Talk<\/strong> v\u00e1m predstavujeme Tom\u00e1\u0161a Rigasa, CSO z Krosu \u2013 charizmatick\u00e9ho l\u00eddra, ktor\u00fd vedie t\u00edm pln\u00fd skvel\u00fdch obchodn\u00edkov. Tak\u00e1to s\u00fahra nie je samozrejmos\u0165ou. \u010co stoj\u00ed za jeho \u00faspechom?<\/p>\n\n\n\n

1. Ako ste sa dostali k salesu?<\/strong><\/strong><\/h4>\n\n\n\n

Osobne ma ve\u013emi nap\u013a\u0148a pr\u00e1ca s \u013eu\u010fmi, a ak im pri tom m\u00f4\u017eem pom\u00f4c\u0165, je to pre m\u0148a e\u0161te lep\u0161ie. Pre m\u0148a je sales predov\u0161etk\u00fdm o hodnot\u00e1ch, ktor\u00e9 z\u00e1kazn\u00edkovi prin\u00e1\u0161ame. Po\u010d\u00favame ich a zis\u0165ujeme, ako im m\u00f4\u017eeme na\u0161\u00edm produktom pom\u00f4c\u0165 naplni\u0165 ich potreby. Ak sa v\u0161etko spoj\u00ed, te\u0161ia sa obidve strany. K obchodu som sa pribl\u00ed\u017eil u\u017e po\u010das strednej \u0161koly, ke\u010f som si vyberal brig\u00e1dy zameran\u00e9 na komunik\u00e1ciu s \u013eu\u010fmi a predaj. Moje prv\u00e9 sk\u00fasenosti zah\u0155\u0148ali predaj viano\u010dn\u00fdch kaprov a strom\u010dekov. Vtedy som si uvedomil, \u017ee predaj m\u00f4\u017ee by\u0165 aj o tom, \u017ee druh\u00e1 strana sa te\u0161\u00ed z k\u00fapy a \u017ee m\u00f4\u017eem k tomu v\u00fdrazne prispie\u0165.<\/p>\n\n\n\n

2. \u010co v\u00e1s na salese najviac bav\u00ed?<\/strong><\/strong><\/h4>\n\n\n\n

Najviac ma bav\u00ed priame predajn\u00e9 interakcie, kde doch\u00e1dza k v\u00fdmene win\/win medzi spokojn\u00fdmi z\u00e1kazn\u00edkmi, ktor\u00ed sa opakovane vracaj\u00fa a pou\u017e\u00edvaj\u00fa n\u00e1\u0161 produkt, a teda aj spokojn\u00ed obchodn\u00edci. Teraz, ke\u010f riadim obchodn\u00fd t\u00edm, ma te\u0161\u00ed individu\u00e1lny rozvoj obchodn\u00edkov. Sna\u017e\u00edm sa vytvori\u0165 t\u00edm, ktor\u00fd si vz\u00e1jomne pom\u00e1ha a v ktorom sa obchodn\u00edci navz\u00e1jom podporuj\u00fa. Ke\u010f v\u0161etky tieto prvky do seba zapadaj\u00fa, je kr\u00e1sne sledova\u0165, ako obchodn\u00edk rastie, nielen profesion\u00e1lne, ale aj osobnostne.<\/p>\n\n\n\n

3. Pam\u00e4t\u00e1te si na svoj najvtipnej\u0161\u00ed moment v sales kari\u00e9re?<\/strong><\/h4>\n\n\n\n

Pred nieko\u013ek\u00fdmi rokmi nebolo tak\u00e9 jednoduch\u00e9 vysvet\u013eova\u0165 okoliu, \u017ee som predajca softv\u00e9ru; \u010dasto to trvalo dlh\u0161ie, ako by som chcel. Tak som sa rozhodol, \u017ee bude jednoduch\u0161ie poveda\u0165, \u017ee pred\u00e1vam tla\u010diarne, preto\u017ee to v\u017edy sk\u00f4r ch\u00e1pali (pritom som nikdy tla\u010diarne nepred\u00e1val). Je pre m\u0148a \u00fasmevn\u00e9, ke\u010f po dlhom \u010dase stretnem star\u00e9ho zn\u00e1meho a on sa ma op\u00fdta, \u010di st\u00e1le pred\u00e1vam tla\u010diarne.<\/p>\n\n\n\n

4. Ak\u00e9 n\u00e1stroje alebo technol\u00f3gie najviac pou\u017e\u00edvate vo svojej pr\u00e1ci?<\/strong><\/h4>\n\n\n\n

U\u017e nejak\u00fd \u010das pou\u017e\u00edvame PowerBI, kde zhroma\u017e\u010fujeme a vyhodnocujeme v\u0161etky potrebn\u00e9 d\u00e1ta, na z\u00e1klade ktor\u00fdch rob\u00edme rozhodnutia na dennej b\u00e1ze, ale aj rozhodnutia dlhodob\u00e9 a strategick\u00e9. Rovnako sme si vybrali Hubspot na automatiz\u00e1ciu obsluhy z\u00e1kazn\u00edkov, \u010di u\u017e pri predaji n\u00e1\u0161ho portf\u00f3lia, alebo pri starostlivosti o nich. Tie\u017e m\u00e1me r\u00f4zne n\u00e1stroje na zjednodu\u0161enie procesov a jedn\u00fdm z najnov\u0161\u00edch, ktor\u00e9 sme za\u010dali pou\u017e\u00edva\u0165, je AI obchodn\u00e1 asistentka Kl\u00e1ra, ktor\u00e1 n\u00e1m pom\u00e1ha s evidenciou obchodn\u00fdch aktiv\u00edt a interakciami so z\u00e1kazn\u00edkmi priamo v na\u0161om CRM.<\/p>\n\n\n\n

5. Ako dlho pracujete v salese?<\/strong><\/h4>\n\n\n\n

Zhruba 20 rokov sa pohybujem v oblasti salesu. Zmeny, ktor\u00e9 nastali, s\u00fa obrovsk\u00e9. Kedysi sta\u010dilo ma\u0165 dobr\u00fd produkt a schopn\u00e9ho obchodn\u00edka, a veci i\u0161li. V dne\u0161nej r\u00fdchlej dobe mus\u00ed by\u0165 produkt skuto\u010dne v\u00fdnimo\u010dn\u00fd. Z\u00e1kazn\u00edk si m\u00f4\u017ee jednoducho vyh\u013eada\u0165 desiatky podobn\u00fdch produktov na internete a preto mus\u00ed aj obchodn\u00edk ovl\u00e1da\u0165 cel\u00fa \u0161k\u00e1lu zru\u010dnost\u00ed, nielen osobn\u00fd alebo telefonick\u00fd predaj. Dnes je d\u00f4le\u017eit\u00e9, aby bol obchodn\u00edk komplexn\u00fd; mus\u00ed \u010diasto\u010dne fungova\u0165 ako analytik (zhroma\u017e\u010fova\u0165 a vyhodnocova\u0165 d\u00e1ta o z\u00e1kazn\u00edkoch), \u010diasto\u010dne ako market\u00e9r \u2013 jeho oslovenie z\u00e1kazn\u00edka mus\u00ed medzi mno\u017estvom in\u00fdch pon\u00fak nie\u010d\u00edm zauja\u0165 a tie\u017e mus\u00ed by\u0165 dostato\u010dne po\u010d\u00edta\u010dovo zdatn\u00fd, aby vedel vyu\u017e\u00edva\u0165 nov\u00e9 technologick\u00e9 pom\u00f4cky, ktor\u00e9 v dne\u0161nej dobe s\u00fa ur\u010dite konkuren\u010dnou v\u00fdhodou (PoweBI, Hubspot, AI n\u00e1storje,..).<\/p>\n\n\n\n

6. \u010co na salese milujete a \u010do naopak nem\u00f4\u017eete vyst\u00e1\u0165?<\/strong><\/strong><\/h4>\n\n\n\n

Na salese milujem synergiu, ktor\u00e1 vznik\u00e1, ke\u010f sa stretne vhodn\u00fd produkt s potrebou z\u00e1kazn\u00edka. To vedie nielen k obojstrannej pomoci, ale \u010dasto aj k siln\u00fdm medzi\u013eudsk\u00fdm put\u00e1m. Pre m\u0148a je najv\u00e4\u010d\u0161ou v\u00fdzvou n\u00e1js\u0165 pre m\u00f4j produkt adekv\u00e1tneho z\u00e1kazn\u00edka; ak to dok\u00e1\u017eem, vytvor\u00edm t\u00fdm dlhodob\u00fa spolupr\u00e1cu. Na druhej strane, nedok\u00e1\u017eem vyst\u00e1\u0165, ke\u010f obchodn\u00edk pred\u00e1va svoj produkt za ka\u017ed\u00fa cenu, aj ke\u010f vie, \u017ee nie je pre konkr\u00e9tneho z\u00e1kazn\u00edka vhodn\u00fd. Tak\u00fdto pr\u00edstup \u010dasto vedie k sklamaniu, a to m\u00f4\u017ee z\u00e1kazn\u00edkovi naru\u0161i\u0165 d\u00f4veru v obchodn\u00edkov ako tak\u00fdch<\/p>\n\n\n\n

7. Ak\u00e9 vlastnosti pod\u013ea v\u00e1s robia z \u010dloveka v\u00fdnimo\u010dn\u00e9ho obchodn\u00edka?<\/strong><\/strong><\/strong><\/h4>\n\n\n\n

Pre \u00faspe\u0161n\u00e9ho obchodn\u00edka pova\u017eujem za nevyhnutn\u00fa schopnos\u0165 skuto\u010dne po\u010d\u00fava\u0165 a porozumie\u0165 potreb\u00e1m z\u00e1kazn\u00edka. D\u00f4le\u017eit\u00e9 je kl\u00e1s\u0165 spr\u00e1vne ot\u00e1zky, ktor\u00e9 umo\u017enia vytvori\u0165 neodolate\u013en\u00fa ponuku, ktor\u00e1 nielen\u017ee sp\u013a\u0148a aktu\u00e1lne potreby, ale pon\u00faka aj nie\u010do, o \u010dom z\u00e1kazn\u00edk e\u0161te ani nevedel, \u017ee to potrebuje. Ak je obchodn\u00edk f\u00e9rov\u00fd vo\u010di svojim z\u00e1kazn\u00edkom, bud\u00fa ho \u0161\u00edri\u0165 \u010falej vo svojom okol\u00ed, \u010do mu pom\u00f4\u017ee z\u00edska\u0165 nov\u00fdch z\u00e1kazn\u00edkov cez pozit\u00edvne referencie.<\/p>\n\n\n\n

8. Ak\u00fd je v\u00e1\u0161 ob\u013e\u00faben\u00fd typ z\u00e1kazn\u00edka?<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h4>\n\n\n\n

Ve\u013emi oce\u0148ujem z\u00e1kazn\u00edkov, ktor\u00ed s\u00fa otvoren\u00ed a \u00faprimn\u00ed vo svojich potreb\u00e1ch a aktu\u00e1lnych probl\u00e9moch. Tak\u00e1to komunik\u00e1cia n\u00e1m umo\u017e\u0148uje spolo\u010dne vypracova\u0165 rie\u0161enie na mieru a dosiahnu\u0165 nie\u010do, \u010do z\u00e1kazn\u00edk ani ne\u010dakal, \u017ee mu m\u00f4\u017eeme pon\u00faknu\u0165. Ke\u010f sa v\u0161etko spoj\u00ed, st\u00e1va sa z tak\u00e9ho z\u00e1kazn\u00edka ve\u013emi v\u010fa\u010dn\u00fd partner, ktor\u00fd r\u00e1d sl\u00fa\u017ei ako referen\u010dn\u00fd klient pre mojich nov\u00fdch z\u00e1kazn\u00edkov.<\/p>\n\n\n\n

9. Ako zvl\u00e1date odmietnutie alebo n\u00e1ro\u010dn\u00e9 situ\u00e1cie?<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h4>\n\n\n\n

Osobne pova\u017eujem za ve\u013emi d\u00f4le\u017eit\u00e9, aby obchodn\u00edk veril vo svoj produkt. Som presved\u010den\u00fd, \u017ee to, \u010do pred\u00e1vam, m\u00e1 skuto\u010dn\u00fa hodnotu, a dok\u00e1\u017ee pom\u00f4c\u0165 spr\u00e1vnemu z\u00e1kazn\u00edkovi. Ak sa s touto my\u0161lienkou stoto\u017e\u0148ujem, pom\u00e1ha mi to prija\u0165 fakt, \u017ee nie ka\u017ed\u00fd rozhovor mus\u00ed vies\u0165 k predaju. Z\u00e1rove\u0148 ver\u00edm, \u017ee motiv\u00e1cia ka\u017ed\u00e9ho z n\u00e1s je jedine\u010dn\u00e1. Niekto m\u00f4\u017ee by\u0165 motivovan\u00fd prov\u00edziou z predaja, in\u00e9ho m\u00f4\u017ee poh\u00e1\u0148a\u0165 t\u00fa\u017eba by\u0165 najlep\u0161\u00edm predajcom v t\u00edme, a in\u00e9ho zas m\u00f4\u017ee motivova\u0165 chu\u0165 pom\u00f4c\u0165 z\u00e1kazn\u00edkom s ich probl\u00e9mami. Je d\u00f4le\u017eit\u00e9 pozna\u0165 svoju hlavn\u00fa motiv\u00e1ciu a zdie\u013ea\u0165 ju so svoj\u00edm nadriaden\u00fdm. T\u00fdmto sp\u00f4sobom m\u00f4\u017eete spolo\u010dne nastavi\u0165 motiva\u010dn\u00e9 prostredie, v ktorom si nadriaden\u00fd uvedom\u00ed, \u010do je pre v\u00e1s d\u00f4le\u017eit\u00e9 a ako v\u00e1s m\u00f4\u017ee podpori\u0165.<\/p>\n\n\n\n

10. Ak\u00e9 je va\u0161e motto alebo rada pre nov\u00e1\u010dikov v salese?<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h4>\n\n\n\n

Dnes je sales ve\u013emi dynamickou a modernizuj\u00facou sa oblas\u0165ou, a preto je k\u013e\u00fa\u010dov\u00e9 vyu\u017e\u00edva\u0165 modern\u00e9 n\u00e1stroje pri obchodovan\u00ed, ako napr\u00edklad AI \u010di automatiz\u00e1ciu. Z m\u00f4jho poh\u013eadu sa to u\u017e nest\u00e1va iba konkuren\u010dnou v\u00fdhodou, ale nevyhnutn\u00fdm \u0161tandardom, aby obchodn\u00edk mal \u0161ancu dosta\u0165 sa fyzicky k z\u00e1kazn\u00edkovi a uk\u00e1za\u0165  svoje obchodn\u00e9 zru\u010dnosti.<\/p>\n\n\n\n

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

V najnov\u0161om dieli Sales Leaders Talk v\u00e1m predstavujeme Tom\u00e1\u0161a Rigasa, CSO z Krosu \u2013 charizmatick\u00e9ho l\u00eddra, ktor\u00fd vedie t\u00edm pln\u00fd skvel\u00fdch obchodn\u00edkov. Tak\u00e1to s\u00fahra nie je samozrejmos\u0165ou. \u010co stoj\u00ed za jeho \u00faspechom? 1. Ako ste sa dostali k salesu? Osobne ma ve\u013emi nap\u013a\u0148a pr\u00e1ca s \u013eu\u010fmi, a ak im pri tom m\u00f4\u017eem pom\u00f4c\u0165, je to pre […]<\/p>\n","protected":false},"author":7,"featured_media":6966,"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":"","ast-disable-related-posts":"","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-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-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-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-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-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-gradient":""}},"footnotes":""},"categories":[10],"tags":[],"class_list":["post-6973","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized-sk"],"yoast_head":"\nSales Leaders Talk: Cesta do salesu - Ako sa rodia skvel\u00ed obchodn\u00edci? | AI-Powered B2B Sales Platform for Global Teams<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.closerocket.com\/sk\/sales-leader-talks-cesta-do-salesu-ako-sa-rodia-skveli-obchodnici\/\" \/>\n<meta property=\"og:locale\" content=\"sk_SK\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Leaders Talk: Cesta do salesu - Ako sa rodia skvel\u00ed obchodn\u00edci? | AI-Powered B2B Sales Platform for Global Teams\" \/>\n<meta property=\"og:description\" content=\"V najnov\u0161om dieli Sales Leaders Talk v\u00e1m predstavujeme Tom\u00e1\u0161a Rigasa, CSO z Krosu \u2013 charizmatick\u00e9ho l\u00eddra, ktor\u00fd vedie t\u00edm pln\u00fd skvel\u00fdch obchodn\u00edkov. 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