4 ms·
So what is the correct thing to do here? Do the selling yourself or go along to sales meetings?
by garagemc2 9y ago
So what is the correct thing to do here? Do the selling yourself or go along to sales meetings?
- danieltillett 9y agoYou can’t sell remotely from Australia via a US sales team. You either sell directly from Australia (with all the downsides this involves) or you move the management team to the USA.
- sharkdesk 9y agoThe third option is to acquire a US competitor, let them sell your product into the US market, and make sure they have the same executive decision making power as the team in Australia
- danieltillett 9y agoYes - I am actually considering doing this right now. The difficulty is the massive mismatch in valuation between Australian and US companies makes this difficult.
- brongondwana 9y agoYeah, that sounds about right...
- jwilliams 9y agoReally depends on your business, but getting on a plane is the easy solution. It's relatively cheap to fly AU-US nowadays. If it's a bigger deal, you can probably justify it. Or you stack smaller deals in to one 2-4 week trip. Sounds inefficient, but you can pack a lot in - plus you'd be surprised how convincing getting on a plane and flying around the world to a customer is. "I'm coming in from Australia" is also a great door-opener. Doesn't work in all businesses - but for a lot of B2B it is effective.