{"id":11473,"date":"2021-07-12T08:07:33","date_gmt":"2021-07-12T08:07:33","guid":{"rendered":"https:\/\/www.factris.com\/?p=11473"},"modified":"2023-01-10T07:19:32","modified_gmt":"2023-01-10T07:19:32","slug":"gabija-zdaneviciene-factris-pardavimu-komandos-vadove","status":"publish","type":"post","link":"https:\/\/www.factris.com\/lt\/naujienos\/factris-is-arciau-atvirai-ir-be-formalumu-gabija-zdaneviciene\/","title":{"rendered":"Factris i\u0161 ar\u010diau: atvirai ir be formalum\u0173! Gabija Zdanevi\u010dien\u0117"},"content":{"rendered":"

[et_pb_section fb_built=”1″ _builder_version=”4.7.6″ _module_preset=”default” custom_padding=”21px|||||”][et_pb_row _builder_version=”4.7.6″ _module_preset=”default” max_width=”700px” custom_padding=”2px||4px|||”][et_pb_column type=”4_4″ _builder_version=”4.7.6″ _module_preset=”default”][et_pb_button button_url=”\/lt\/naujienos\/” button_text=” Gr\u012f\u017eti \u012f naujien\u0173 puslap\u012f” module_class=”btn-back” _builder_version=”4.8.2″ _module_preset=”default” custom_button=”on” button_text_color=”#001194″ button_bg_color=”rgba(0,0,0,0)” button_font=”||||on||||” button_icon=”%%2%%” button_icon_placement=”left” button_on_hover=”off” button_text_color__hover_enabled=”off|hover” custom_padding__hover_enabled=”off|desktop” custom_padding__hover=”|||59px|false|false”][\/et_pb_button][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=”4.7.6″ _module_preset=”default” max_width=”700px”][et_pb_column type=”4_4″ _builder_version=”4.7.6″ _module_preset=”default”][et_pb_text _builder_version=”4.9.4″ _module_preset=”default” header_font_size=”46px” header_line_height=”1.4em” header_2_font=”|700|||||||” header_2_text_color=”#000a54″ header_2_font_size=”27px” header_2_line_height=”1.3em” header_3_font=”|700|||||||” header_3_text_color=”#000a54″ header_3_font_size=”25px” header_3_line_height=”35px” header_4_font=”|700|||||||” header_4_text_color=”#000a54″ header_4_font_size=”21px” header_4_line_height=”29px” hover_enabled=”0″ sticky_enabled=”0″]<\/p>\n

Gabija Zdanevi\u010dien\u0117, \u201eFactris\u201c Pardavim\u0173 komandos vadov\u0117: \u201eGerais laikais neu\u017emigti ant laur\u0173, o sud\u0117tingais prisiminti \u2013 viskas \u012fmanoma\u201c<\/h2>\n

Gabija pasakoja, kad su verslo klient\u0173 finansavimu ir finansini\u0173 paslaug\u0173 pardavimais dirba daugiau nei penkerius metus. Jos pa\u017eintis su verslo klientais prasid\u0117jo studentavimo laikais, kai pagal \u201eErasmus\u201c main\u0173 program\u0105 atliko sta\u017euot\u0119 Maltoje. Teis\u0117s firmoje susipa\u017eino su \u012fmoni\u0173 steigimo dokumentais, speciali\u0173 \u012fmoni\u0173 strukt\u016br\u0173 ir mokestini\u0173 lengvat\u0173 subtilyb\u0117mis.<\/p>\n

\u201eDarbas tiko ir patiko, tad besibaigiant sta\u017euotei gavau darbo pasi\u016blym\u0105 ir likau dirbti Maltoje. Po pusantr\u0173 met\u0173 sala tapo per ank\u0161ta, nor\u0117josi gilinti \u017einias, tad tiesiai i\u0161 Maltos i\u0161vykau \u012f magistrant\u016bros studijas Did\u017eiojoje Britanijoje. Ten \u012fgijau teis\u0117s magistro laipsn\u012f specializuojantis tarptautin\u0117je \u012fmoni\u0173 teis\u0117je, kapital\u0173 rinkose, bank\u0173 reguliavime. Baigdama studijuoti \u017einojau, kad noriu gr\u012f\u017eti \u012f Lietuv\u0105 ir t\u0119sti karjer\u0105 dirbdama su verslo klientais. Kadangi studijos siejosi ir su finans\u0173 rinkomis, bankais, nat\u016bralus karjeros \u017eingsnis buvo darbas banke. Prisijungiau prie vieno did\u017ei\u0173j\u0173 bank\u0173 Lietuvos filialo Verslo klient\u0173 departamento, v\u0117liau t\u0119siau karjer\u0105 alternatyvaus finansavimo sektoriuje\u201c, \u2013 pasakoja Gabija.<\/p>\n

 <\/p>\n

Prisijungimas prie pardavim\u0173 komandos<\/h2>\n

2019 m. kov\u0105 ji nusprend\u0117 prisijungti prie \u201eFactris\u201c<\/a> kolektyvo.<\/p>\n

\u201eTuo metu karjeroje nor\u0117josi poky\u010di\u0173. Svars\u010diau \u012fvairius variantus. Buv\u0119s kolega i\u0161 ankstesn\u0117s darboviet\u0117s dirbo \u201eFactris\u201c ir pakviet\u0117 prisijungti prie pardavim\u0173 komandos. Pasi\u016blym\u0105 nusprend\u017eiau priimti \u2013 imponavo vadovai, \u201ework\u2013life balance\u201c kult\u016bra, jau\u010diau, kad galiu pasidalinti ger\u0105ja praktika, gauti naujos energijos, id\u0117j\u0173. Motyvavo, kad mano \u017einios ir patirtis gali tur\u0117ti realios naudos tolesniems \u012fmon\u0117s rezultatams\u201c, \u2013 karjeros poky\u010dius komentuoja Pardavim\u0173 komandos vadov\u0117.<\/p>\n

 <\/p>\n

B\u016btina perprasti klient\u0173 veiklos specifik\u0105<\/h2>\n

Ji pastebi, kad faktoringas<\/a> kaip finansavimo \u012frankis rinkoje jau yra nemenk\u0105 laik\u0105. Ta\u010diau anks\u010diau faktoringo taikymas praktikoje buvo pasiekiamas tik su pagrindiniais \u0161alies bankais dirbantiems klientams. Ne visi bankai ir kitos finans\u0173 institucijos, pvz., kredito unijos, tur\u0117jo ir gal\u0117jo pasi\u016blyti faktoring\u0105. Platesnis rinkos edukavimas apie faktoring\u0105 pasist\u016bm\u0117jo prie\u0161 penkerius metus kartu su alternatyvios finansavimo rinkos atsiradimu. Kai pirmieji alternatyv\u016bs finansuotojai, tarp j\u0173 \u2013 ir \u201eFactris\u201c, kuris tuo metu veik\u0117 pavadinimu \u201eDebifo\u201c, prad\u0117jo si\u016blyti faktoring\u0105.<\/p>\n

\u201eAnks\u010diau da\u017eniau susidurdavome su situacijomis, kai reik\u0117davo pristatyti pat\u012f faktoringo apibr\u0117\u017eim\u0105, produkto veikimo princip\u0105. Dabar rinka vis labiau edukuota, dar praktikoje nesusid\u016br\u0119 su faktoringu bent jau yra apie j\u012f gird\u0117j\u0119, \u2013 teigia Gabija. \u2013 Vis da\u017eniau klientai atpa\u017e\u012fsta, kad j\u0173 poreikis finansavimui neb\u016btinai turi b\u016bti paskola ar kredito linija, kuriems da\u017eniausia reikia u\u017estato. Finansavimo poreik\u012f gali i\u0161spr\u0119sti faktoringas \u2013 gaunamas ne tik finansavimas, bet ir s\u0105skait\u0173 valdymas bei draudimo apsauga nuo pirk\u0117jo nemokumo.\u201c<\/p>\n

 <\/p>\n

Faktoringas iki COVID-19 ir dabar<\/h2>\n

Anot specialist\u0117s, faktoringo poreikis iki COVID-19 pandemijos banguotai, bet vis augdavo. \u0160iandien pastebima, kad d\u0117l pirk\u0117j\u0173 neatsiskaitymo baim\u0117s, tiek\u0117jai da\u017eniau pra\u0161o i\u0161ankstini\u0173 mok\u0117jim\u0173 ir tik tuomet yra tiekiamos prek\u0117s ar paslaugos. Tod\u0117l i\u0161lieka klausimas: kada ir kaip greitai gr\u012f\u0161ime \u012f \u012fprastines verslo praktikas?<\/p>\n

\u201eM\u016bs\u0173 klient\u0173<\/a> krep\u0161elyje yra \u012fvairi\u0173 klient\u0173 su skirtingomis veiklos specifikomis \u2013 gamybos, statybos, transporto, paslaug\u0173 sektoriaus \u012fmoni\u0173. Vieni parduoda prekes tik Lietuvoje, kiti eksportuoja \u012f kitas Europos \u0161alis, Jungtines Amerikos Valstijas ar Azij\u0105. Vieni smulkesni, kiti \u2013dideli. Dirbdami su klientais norime suprasti j\u0173 veiklos specifik\u0105, kad pasi\u016blytume geriausiai poreikius atitinkan\u010dius finansavimo sprendimus, \u2013 ai\u0161kina Pardavim\u0173 komandos vadov\u0117. \u2013 M\u0117gstu sakyti, kad mums \u2013 \u201eFactris\u201c \u2013 gerai sekasi tol, kol gerai sekasi m\u016bs\u0173 klientams. Tad kiekvien\u0105 syk\u012f norime suteikti klientui tai, ko jam i\u0161ties reikia, ir sukurti prid\u0117tin\u0119 vert\u0119 pagal jo veikl\u0105 bei poreikius. Siekiame b\u016bti finansiniu partneriu, su kuriuo klientas gal\u0117t\u0173 pasitarti, pasikonsultuoti ir tuomet priimti sprendimus.\u201c<\/p>\n

 <\/p>\n

B\u0117gti komandos tempu<\/h2>\n

Anot Gabijos, kadangi su verslo klient\u0173 finansavimu dirbo ir prie\u0161 ateidama \u012f \u201eFactris\u201c, faktoringas buvo gan\u0117tinai gerai pa\u017e\u012fstamas \u012frankis. Tad i\u0161 technin\u0117s pus\u0117s naujoje darboviet\u0117je dideli\u0173 naujovi\u0173 nepatyr\u0117.<\/p>\n

\u201ePagrindin\u0117 naujov\u0117, k\u0105 tur\u0117jau perprasti ir suprasti, buvo daugiau psichologin\u0117. Prie\u0161 prisijungiant prie \u201eFactris\u201c darbas buvo did\u017eioji mano gyvenimo dalis, galvodavau apie darb\u0105 24 val. per par\u0105. Maniau, kad privalau kiekvien\u0105 dien\u0105 \u201esprintuoti\u201c. Prisijungus prie \u201eFactris\u201c supratau, kad, norint pasiekti tvari\u0173 rezultat\u0173, reikia i\u0161mokti nusiteikti maratonui, o ne sprintui. Nes visus 42 km b\u0117gdamas kiek leid\u017eia kojos ir plau\u010diai, klausimas, ar \u012fveiksi maraton\u0105. O jei ir \u012fveiksi, tai, kirt\u0119s fini\u0161o linij\u0105, ar dar tur\u0117si j\u0117g\u0173 tuo d\u017eiaugtis. Teko suprasti, kad yra skirtingi grei\u010diai ir pavaros, tam reikalingi laikai: laikas sprintui ir laikas b\u0117gti komandinius b\u0117gimus, laikas maratonui… Svarbiausia per praktik\u0105 i\u0161mokti pajausti, kuris b\u0117gimo tipas kada reikalingas\u201c, \u2013 patirtimi dalijasi Pardavim\u0173 komandos vadov\u0117.<\/p>\n

Ji akcentuoja, kad pardavimuose dirbama su \u017emon\u0117mis. Nors klientai yra verslo \u012fmon\u0117s, ta\u010diau vis vien darbas pirmiausia yra su \u017emogumi ar \u017emoni\u0173 grupe. O dirbant su \u017emon\u0117mis tenka susidurti su visomis esam\u0173 ir b\u016bsim\u0173 klient\u0173 emocijomis, jas sugeb\u0117ti identifikuoti ir atitinkamai sureaguoti. Anot Gabijos, turb\u016bt visi gebame sureaguoti \u012f teigiamas klient\u0173 emocijas ir atsiliepimus, teigiamas atgalinis ry\u0161is \u201epakyl\u0117ja\u201c. Ta\u010diau b\u016bna situacij\u0173, kai atgalinis ry\u0161ys neb\u016btinai teigiamas. Tokiose situacijose reikia sau priminti, kad klient\u0173 reakcijos yra nukreiptos ne \u012f tave, bet \u012f situacij\u0105, kuri\u0105 gali pad\u0117ti i\u0161spr\u0119sti. Darbas pardavimuose, anot Gabijos, taip pat priver\u010dia \u012fgyti diplomatini\u0173 savybi\u0173, kadangi turi atrasti geriausi\u0105 sprendim\u0105 tarp pasi\u016blymo ir kliento poreiki\u0173.<\/p>\n

 <\/p>\n

Darbas neb\u016bna vienodas, o \u201eatsijungia\u201c gamtoje<\/h2>\n

\u201eVadovaujant pardavimo komandai faktoringo bendrov\u0117je svarbu gerais laikais neu\u017emigti ant laur\u0173, o sud\u0117tingesniais laikais reikia prisiminti, kad viskas yra \u012fmanoma. Tereikia surasti b\u016bdus kaip tai galima \u012fgyvendinti. Manau, kad svarbu nepamesti \u0161ios minties, nes dirbant pardavimuose b\u016bna pakilim\u0173 ir duobi\u0173. Jas visas reikia i\u0161gyventi, \u012f kiekvien\u0105 pa\u017evelgti kaip \u012f galimyb\u0119 suprasti, koki\u0173 veiksm\u0173 buvo imtasi, ar jie atne\u0161\u0117 norim\u0105 naud\u0105. Jei ne \u2013 koreguoti veiksmus, kurti nauj\u0105 hipotez\u0119 bei strategij\u0105 ir testuoti, ar ji pasiteisina, \u2013 patirtimi dalijasi Gabija. \u2013 Darbas niekuomet neb\u016bna monotoni\u0161kas ar nuobodus \u2013 klientai ir situacijos gali b\u016bti pana\u0161ios, bet niekuomet \u2013 vienodos. Tod\u0117l pardav\u0117jai turi b\u016bti ne tik geri diplomatai ir mediatoriai, bet ir psichologai. Geb\u0117ti i\u0161girsti klient\u0105, suprasti ir atitinkamai sureaguoti, atskleisti teikiamos paslaugos ar produkto vert\u0119 ir mok\u0117ti savo entuziazm\u0105 perkelti klientui.\u201c<\/p>\n

Pasak jos, siekti rezultat\u0173 labiausiai \u012fkvepia, kai matai, kad su tavo ar komandos pagalba klientas gal\u0117jo \u012fgyvendinti savo verslo tikslus. Pavyzd\u017eiui, \u012fsigijo ar atsinaujino gamybin\u0119 \u012frang\u0105, patalpas, laiku atsiskait\u0117 su tiek\u0117jais bei darbuotojais.<\/p>\n

\u201eD\u017eiugu, kai \u017einai, kad pad\u0117jai klientui i\u0161spr\u0119sti tam tikr\u0105 finansin\u0119 ar investicin\u0119 situacij\u0105, patenkinai kliento l\u016bkes\u010dius. Labai malonu, kai v\u0117liau klientas paskambina ir pasid\u017eiaugia, kad suteiktas finansavimas ar konsultacija dav\u0117 naudos\u201c, \u2013 pasakoja Pardavim\u0173 komandos vadov\u0117.<\/p>\n

Gabija vasar\u0105 laisvalaik\u012f da\u017eniausia leid\u017eia gamtoje, m\u0117gsta pasivaik\u0161\u010diojimus mi\u0161kuose, kur gali \u201eatsijungti\u201c, pakv\u0117puoti grynu oru, pasim\u0117gauti tyla ir ramybe.<\/p>\n

\u201eNuo pernai pam\u0117gau plaukiojim\u0105 irklente. \u017diem\u0105, kai lauke tiek b\u016bti nesinori, leid\u017eiu sau pasim\u0117gauti savo silpnybe: be galo m\u0117gstu d\u0117liones ir galvos\u016bkius. Kaifuoju ie\u0161kodama sprendim\u0173\u201c, \u2013 prisipa\u017e\u012fsta Gabija.<\/p>\n

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Papasakokite savo verslo istorij\u0105<\/h2>\n

Su faktoringu skol\u0105 paverskite apyvartin\u0117mis l\u0117\u0161omis<\/h3>\n

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Gabija Zdanevi\u010dien\u0117, \u201eFactris\u201c Pardavim\u0173 komandos vadov\u0117: \u201eGerais laikais neu\u017emigti ant laur\u0173, o sud\u0117tingais prisiminti \u2013 viskas \u012fmanoma\u201c Gabija pasakoja, kad su verslo klient\u0173 finansavimu ir finansini\u0173 paslaug\u0173 pardavimais dirba daugiau nei penkerius metus. Jos pa\u017eintis su verslo klientais prasid\u0117jo studentavimo laikais, kai pagal \u201eErasmus\u201c main\u0173 program\u0105 atliko sta\u017euot\u0119 Maltoje. Teis\u0117s firmoje susipa\u017eino su \u012fmoni\u0173 steigimo […]<\/p>\n","protected":false},"author":1,"featured_media":21348,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"\n

Advisory board<\/strong><\/p>\n\n\n\n

Brian Reaves <\/strong>Chief Executive Officer<\/p>\n\n\n\n

Serial entrepreneur and investor in the mobile and payments space. Brian was involved in building 21 prior businesses including 15 mobile networks and 4 payment companies.<\/p>\n\n\n\n

Adam Posma <\/strong>Founder and Chief Product Officer of ClubCollect<\/p>\n\n\n\n

Adam founded ClubCollect in 2013 - a provider of membership fee collection services for sports clubs. He started his career in wealth management at BNP Paribas.<\/p>\n\n\n\n

Dr. Tom F. Lesche <\/strong>Principal at Speedinvest<\/p>\n\n\n\n

Tom started his career in investment banking. Most recently, he was a Vice President at Morgan Stanley in London, advising financial technology companies on a variety of capital markets and M&A transactions. At Speedinvest, he solely focuses on investments in European fintech companies.<\/p>\n\n\n\n

Donatas Juodelis <\/strong>Founder of Debifo<\/p>\n\n\n\n

Donatas started his career as a lawyer but quickly moved to entrepreneurship and investments. Co-founded IT company INNTEC, co-founded factoring company Debifo and a couple of other successful startups. In most of the companies, Donatas was responsible for business and corporate development.<\/p>\n\n\n\n

Faisal Hakki <\/strong>Managing director at AB Ventures<\/p>\n\n\n\n

Faisal is Managing Director at AB Ventures, the FinTech focused, early-stage Venture Capital arm of Arab Bank. Prior to joining AB Ventures, Faisal was CEO at Oasis500 \u2013 the leading seed-stage investment fund and accelerator in Jordan. Faisal has also held senior positions at Accelerator Technology Holdings, Arab Advisors Group and Fastlin.<\/p>\n\n\n\n

Brian Reaves <\/strong>Chief Executive Officer<\/p>\n\n\n\n

Serial entrepreneur and investor in the mobile and payments space. Brian was involved in building 21 prior businesses including 15 mobile networks and 4 payment companies.<\/p>\n\n\n\n

Adam Posma <\/strong>Founder and Chief Product Officer of ClubCollect<\/p>\n\n\n\n

Adam founded ClubCollect in 2013 - a provider of membership fee collection services for sports clubs. He started his career in wealth management at BNP Paribas.<\/p>\n\n\n\n

Dr. Tom F. Lesche <\/strong>Principal at Speedinvest<\/p>\n\n\n\n

Tom started his career in investment banking. Most recently, he was a Vice President at Morgan Stanley in London, advising financial technology companies on a variety of capital markets and M&A transactions. At Speedinvest, he solely focuses on investments in European fintech companies.<\/p>\n\n\n\n

Donatas Juodelis <\/strong>Founder of Debifo<\/p>\n\n\n\n

Donatas started his career as a lawyer but quickly moved to entrepreneurship and investments. Co-founded IT company INNTEC, co-founded factoring company Debifo and a couple of other successful startups. In most of the companies, Donatas was responsible for business and corporate development.<\/p>\n\n\n\n

Faisal Hakki <\/strong>Managing director at AB Ventures<\/p>\n\n\n\n

Faisal is Managing Director at AB Ventures, the FinTech focused, early-stage Venture Capital arm of Arab Bank. Prior to joining AB Ventures, Faisal was CEO at Oasis500 \u2013 the leading seed-stage investment fund and accelerator in Jordan. Faisal has also held senior positions at Accelerator Technology Holdings, Arab Advisors Group and Fastlin.<\/p>\n\n\n\n

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