At a glance
Friday & Saturday, 15–16 January 2027
09:00–17:00
Spaces
Uraniastrasse 31, Zurich
Max. 20 participants
Limited seats
This event is co-organized by Sales Academy, CMEx by Proxymm Science AG, a proud premium member of Swiss Startup Association.
The training
Selling is a skill – not a talent.
For start-up founders, first sales hires, SME owners and professionals who see the crucial importance of sales and want to improve their skills.
Many founders build excellent products but were never shown how to sell them. In two intensive days, you work hands-on through every stage of the sales process : from overcoming the fear of rejection and building your pipeline to creating a competitive pitch and negotiating your first deal.
No theory for theory's sake: We give you the tools, you work on your own accounts, your own pitch and your own deals, and you leave with concrete tools you can use straight away.
What you take home
Concrete tools for your next sales conversation.
01
Your sales story & pipeline plan
Day 1: a personal sales story and a strategic plan for your pipeline – from suspects to key accounts.
02
Your pitch & negotiation plan
Day 2: a competitive pitch built on your unique value factors and a clear plan for your next negotiation.
Programme
Two days, from mindset to signed deal.
Friday & Saturday, 15–16 January 2027
09:00–17:00 · Spaces, Zurich
Day 1 · Friday, 15 January
Morning · 09:00–12:30
Proactive Sales Mindset & Sales Fundamentals
Why founders avoid selling: overcoming the fear of rejection and reframing rejection as data
The sales fundamentals and your personal sales story
Afternoon · 13:30–17:00
Stakeholder Engagement, Initial Outreach & Pipeline Development
Making pipeline management more strategic – from suspects to key accounts
Strategic account and pipeline thinking: the window of opportunity
Effective suspect and prospect outreach
You leave with: your personal sales story and a pipeline plan
Day 2 · Saturday, 16 January
Morning · 09:00–12:30
Consultative Selling & Value Creation
Lead activation: a consultative questioning framework
Handling "no" and knowing when to persist
Value creation: the laws of value and your unique value factors
Creating your competitive pitch
Afternoon · 13:30–17:00
Strategic Negotiation & Relationship Growth
Your negotiation style and meeting preparation
Winning the first sale and growing the relationship
Building trust in sales
You leave with: your competitive pitch and a negotiation plan