In the fourth episode of Sales Leaders Talk, we’re featuring Marek Frťala, a salesperson who found his passion for sales at a young age and now closes big deals at Refresher. His journey started selling shoes, and over time he moved into strategic campaigns and working with top brands. What does he love most about sales? How does he handle rejection? And which tools help him stay efficient? Read his story and discover what drives his success.
How did you get into sales?
When I was 15, I tried different part-time jobs, from working on construction sites to assembly lines. But it wasn’t until I started selling shoes at a shopping mall in Žilina that I realized sales was something I truly connected with. I wasn’t a fashion expert, but I adapted quickly and hit my targets. Since then, I’ve been fully committed to sales. These days I’m no longer on the shop floor, but at Refresher, where I manage large campaigns, look for new opportunities, and help brands grow.
What do you enjoy most about salsa?
What I enjoy most is the adrenaline rush when closing a deal and knowing I’ve found a solution that works for both sides. Sales isn’t just about selling, it’s about building relationships, spotting opportunities, and thinking strategically. Every day brings new challenges. Every client is different. That’s what motivates me to keep pushing forward and finding new paths to success. The team and work environment matter too. I’m lucky to have great people around me who want to grow. We push and inspire each other. A big role model for me is Martin Honko, our Head of Sales at Refresher. His approach, experience, and strategy are a huge inspiration and show me what’s possible in this field.
Do you remember your funniest moment in your sales career?
It was fun from the very beginning. When I was 19 or 20, I was already working on solid projects. We were building outdoor workout parks not only in Žilina but across Slovakia. When I walked into meetings, I could see the surprise in the clients’ eyes – like, what is this young guy doing here and what does he want from me? At 20, I looked more like 16, but instead of letting that be a disadvantage, I learned how to turn it into a strength. In the end, age didn’t matter. What counted were the results. Thanks to that, I’ve built friendly relationships with many clients that last to this day.
What tools or technologies do you use most in your work?
The tool I use most often is Spark, since email is the biggest part of my workflow. To stay organized, we use Pipedrive to manage deals. And of course, AI helps us a lot – with meeting prep, creating presentations, or summarizing client briefs. It saves time and makes the whole process more efficient.
How long have you been working in salesa?
I’ve been in sales for quite a few years now, about 10 in total. Covid changed things a lot – everything moved online, so I travel less and get a lot done from the office. Still, in-person meetings are the best. You need to meet clients, talk face to face, and build relationships naturally. Online tools are useful, but they’ll never replace the real energy and vibe of live meetings.
What qualities do you think make a person an exceptional salesperson?
For me, relationship-building is the key trait of any great salesperson. A strong connection with the client can move the sales process forward by miles and often makes all the difference in closing a deal.
What is your favourite type of customer?
I love working with clients who are on the same wavelength – when we understand each other not just on a business level, but also personally. What matters is open discussion, even about tough topics, and finding solutions that make sense for both sides. Most of all, I value trust. When a client believes that I’ll deliver what we agreed on, and I know I can count on them too, that’s when long-term partnerships are built.
How do you handle rejection or challenging situations?
I handle it just fine because I never focus on just one deal at a time. I always have more in progress. If one falls through, another will come through. What matters is staying consistent, working on yourself, and letting the momentum build over time like a snowball. The early days in sales can be tough because closing deals takes patience, the right timing, and especially the right strategy.
What is your motto or advice for newcomers to salsa?
Don’t be afraid. That’s the most important thing.
