A Sales Masterclass for startup teams in important stages of development — from product validation and working with pilot clients to establishing stable sales processes and long-term commercial partnerships — was held at the Science and Technology Park Niš on June 10 and 11.
The two-day program was led by Katrin Kiviselg, a consultant with more than 20 years of experience in sales, sales process development, and working with startups and technology companies across Europe.
Through interactive sessions and practical work, during the first day participants focused on how to define their sales processes more clearly — from identifying the right customers and qualifying sales opportunities to setting up pilot projects with the potential to grow into long-term and paid collaborations.
The second day was dedicated to sales metrics and pipeline management. Startups worked on understanding key performance indicators, analyzing the sales process, and identifying points where delays or losses of potential opportunities occur. Special attention was given to metrics that help teams make better decisions and build a more predictable growth model.
In addition to joint workshops, participants had the opportunity to work with Katrin through individual 1:1 sessions on the specific challenges of their companies — from product positioning and customer approach to improving the overall sales process.
The program brought together startup teams and members of STP Niš that are already in contact with the market and ready to improve their commercial activities.
The Sales Masterclass is another in a series of STP Niš activities aimed at supporting the development of the startup ecosystem, strengthening team capacities, and connecting innovative companies with the knowledge and experience of industry experts.
