The program was developed based on the results of a preliminary survey conducted among regional teams. The most requested areas were building an ideal customer profile and positioning regions against competing countries, both highlighted by 77% of respondents. A further 69% identified objection handling and deal-closing techniques as key priorities. These practical areas formed the core focus of the training.
Russ Yapparov introduced participants to practical tools for market analysis, identifying potential customers, building a sustainable sales pipeline, handling objections, and closing deals. Particular attention was given to effectively presenting the competitive advantages of each region, including its talent pool, infrastructure, and business opportunities.
The training featured interactive exercises, teamwork, practical case studies, and simulations of real-life business situations. This format enabled participants to apply the acquired knowledge in practice, exchange experience, and develop new approaches to engaging with potential partners.
Special emphasis was placed on developing a results-oriented approach to regional promotion, strengthening cooperation between regional branches, and positioning Uzbekistan’s regions as promising destinations for IT companies, outsourcing businesses, and investors.
A key outcome of the training was the establishment of individual performance targets for each participating region. Representatives of the regional branches set specific KPIs for the number of foreign companies they aim to attract to their respective regions.
Over the next 90 days, Russ Yapparov will continue mentoring the participants, supporting regional teams in applying the new tools, implementing sales strategies, building relationships with potential partners, and achieving their established targets.
The initiative will contribute to creating a more systematic regional sales model, strengthening cooperation among IT Park Uzbekistan’s branches, and expanding the presence of foreign IT and service companies across the country.
