Selling Overseas

Sales. It’s simple but it’s not easy. Regardless of industry, the principle and process is always the same: Discover what problem a business faces, clarify how your product/service solves the problem and then pitch the value to a decision maker with purchasing power. With international expansion, understand that the problems faced by prospective clients from…

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Honesty => Rewards

You learnt it when you grew up: tell the truth. Surely most sales professionals were told the same? How is it, then, that sales people have such a brash reputation – they are almost ‘expected’ to tinker with the truth? To some extent we are all selling – whether it’s on a personal level or…

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Performing Well in a Downturn

Norwegian company Dwellop specialise in supplying well intervention systems (mobile drilling rigs) for the oil & gas industry. Since the slump in oil prices the company have, counter-intuitively, started performing better as a result of their low cost solution which has become more interesting and commercially feasible for budget-minded clients – while all around Dwellop,…

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The ‘New Market’ Choice

Clients looking to expand into new markets essentially have three options: 1. Travel to the new market, stay in hotels for a few days on each trip, and do as much sales work as one can. This is a common way to start, and also a common way to fail. Why? Because it is extremely time-consuming, expensive…

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