Painel Empresas da Jornada Imersiva Firjan IEL: Estratégias de Vendas como Diferencial Competitivo

Organized by Casa Firjan, the panel with companies was part of the Firjan IEL Immersive Journey: Sales Strategies as a Competitive Advantage and presented real-world experiences on commercial strategy, value creation, and decision-making in complex markets. Participants included: Eduardo Lapa | Executive Director of SEEL Engenharia and advisory board member, with experience at Chrysler, Mercedes-Benz, PwC, and WeDo/Sonae. He is a consultant, author of four books on Market Intelligence, Knowledge Management, and Innovation, and a university professor. Marcelo Pacheco | Veterinarian, Master's and PhD from UFF, with a specialization in Management from FGV. He is a managing partner of Mineração Serra do Brito, a Firjan board member, and has experience as a professor, university manager, MEC evaluator, and former vice-president of CRMV-RJ. In this edition, the panel discussed challenges, lessons learned, and practices of companies seeking to increase competitiveness through more structured commercial strategies, greater clarity in decision-making, and value creation in complex negotiation environments.