This lecture, Business Development: how to know who you’re selling to (and why people ignore you after 2–3 messages), focuses on the real challenges startups face when entering the market. The problem is rarely the product itself—most young companies struggle because they don’t know exactly who their customer is, they send generic messages that sound like everyone else’s, and they don’t have a clear process to move from first contact to a signed deal. As a result, there’s interest but no real results.
During the session, you’ll learn how to define your ideal customer profile, understand their pain points, and identify the right moment when they’re ready to buy. You’ll practice writing messages that actually get responses and walk through the entire sales flow step by step—from the first outreach to closing the deal. The lecture emphasizes that the issue isn’t about tools, but about clarity: why should someone buy from you instead of anyone else?
To illustrate this, we’ll look at a real case study from TechMe, and you’re welcome to bring your own ideas to test live. We’ll use the Icanpreneur tool as support, giving you a framework you can later apply to your own business. The format is highly interactive: no generic advice, only practical examples tailored to real situations. You’ll be encouraged to share your case, experiment with approaches, and get immediate feedback.
About the Lecturer
Marko Ljupković is the Co‑Founder & CEO of TechMe, a travel‑tech startup helping travel agencies scale sales faster and create personalized offers through technology and AI. He has over 10 years of experience in the travel and tech industries, with a strong focus on scaling businesses and expanding into international markets through innovative methods. To date, he has signed contracts worth more than €25 million. He has been a member of JCI since 2018 and is recognized for his hands‑on approach to business growth and operations.
This program will be in Serbian language.
