Our clients are small and medium sized tech companies desiring to market their products internationally. The challenge; to economize on a limited budget, with limited resources or experience, conducting business in unchartered territory. Globeaction offers a fast track for SME's to increase sales by expanding their reach to new markets and by using a measured and customer focused approach towards their customers.
Globeaction can help you expand to new markets
It is easy to get lost in an unfamiliar business culture, operating in a market with completely different infrastructure and commercial conditions than those our clients are normally used to dealing with. Instead of making long term investments in their own marketing and sales organisation, our clients can subscribe for long or short periods, from a Globeaction consultant possessing the experience it takes years to acquire.
Our competence is focused on business development, marketing, sales and management of customer projects related to the supply of technology. Globeaction has genuine experience from conducting business in most parts of the world and is providing a global contact network, which we make available to our clients through consulting or via hosting arrangements.
Business Development - We take responsibility for the process of developing business plans together with the client's own staff combined with qualified research tailored for the client's business.
We provide suggestions for changes and improvements and take part in the implementation of strategies. It may be a development of the existing business as well as identifying new and emerging business opportunities.
Marketing - We manage the development of marketing plans, take part in the creation of marketing material together with the product owner and participate in exhibitions and conferences as the client's representative.
Sales - We bring a solid understanding of what is required to successfully approach foreign markets and how to address potential customers in the business and government sectors. This, in combination with our experience from both successful and less successful business negotiations, gives our clients the opportunity to come well prepared to meet their customers, wherever they decide to go.
Customer Project Management - We provide experienced project managers to coordinate the supply and implementation of technical products and solutions. Our consultants will liaise with our client's organisation, our client's customers, 3rd party suppliers and local government agencies, making sure that the technology sold is delivered and implemented as ordered by the end customer.
“Hosted Company" service - The scope of service is tailored in each case to achieve targets specified by the client. The service typically includes our managing the client's company under its own name, catering the supply of human resources, and providing suitable premises. Additionally, we manage the external contacts with government agencies, suppliers and customers.
It can be quite a revelation to understand what must be done to adapt to a customer focused sales approach. What it means is that you must validate your offer to the market/customer by putting yourself in the customer's shoes.
Professionals who have been working with sales for some time knows that you can't maintain a high success rate if you rely on an "add hoc" sales approach and you can't treat sales as an independent activity detached from other activities and departments in the company. Sales is however often treated in a simplified way also in fairly large companies providing advanced technology.
Address the customers on their terms
Most companies like to think that they know what their customers need and spend a lot of time trying to make them understand just that. In reality most suppliers have a vague idea about their customers needs. Furthermore, as in all situations when people are involved, purchase decisions have personal implications for the people making them.
Our experience is that it pays off to put some effort into trying to understand the customers environment and the dynamics within the customers organisation. Globeaction provides a structured approach to deal with sales based on three fundamental principles.
- Customers buy benefits and value, not features
- Understand who will influence purchase decissions
- Involve the whole company in your sales process
If you are in the process to start up a new sales project we recommend that you spend two or three days on a workshop facilitated by Globeaction in order to get your account team customer focused and on the same page. The result might surprise you.