LinkedIn, and attending conferences, will be good for outreach, but it is important to remember that they need to be just a couple tools in a much larger marketing toolbox.
Rick mentions that the tech industry is used to outsourcing sales activity, and therefore your company will probably be familiar with it, if you decide to go down that route.
Rick mentions that your team might only do the qualification research once, or maybe a few times at most, in their lives, but there are some who do it regularly.
Rick addresses the question, “Will my sales stars back home be my sales stars abroad,” and mentions that the answer to that question may depend on the financial commitment your customer is making.
Don’t let the hotness of the market in a country blind you to the competitive presence there. Map out where your competition is, and don’t be afraid to target a secondary market.
Make sure those verticals exist in your target market, too. It might sound obvious, but maybe they don’t, maybe an unexpected dynamic is at work, you’d be surprised.
It is important to understand how you reached those verticals in your home country. The approach may be different elsewhere, but you need to understand how you reached them in your home country anyway.
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