How can small businesses train their sales teams for international success?

We are in an era where people are increasingly inclined to buy from individuals and brands rather than anything else. Be personable; understand the culture of the country you are venturing into, and research the people you are speaking with. What do they like? What do they talk about non-business related topics? Finding common ground can elevate a sales pitch, even if it has nothing to do with the pitch itself. The best business is often conducted by building a solid first impression and, from there, establishing a genuine friendship. It has worked for me and others I have taught.

In my experience, what helps the most is to visit the market you wish to enter: talk to everyone! It is important to get a perspective from all your stakeholders in that market. In addition, ignore your FOMO and stay focused. Many opportunities will show up in markets where you didn’t even plan to enter but you can’t take them all without sacrificing some of them. Be wise on how you spend your time.

In my Personel experience and findings we have noticed that there is ZERO skill set or script etc etc that is perfect however we have found that deploying EMPATHY gives you your best chance of success.

Before sending your sales team abroad, research your potential customers' pain points, preferences, and expectations. Understand their communication, negotiation styles, and decision-making processes. Learn about local cultural norms, values, and etiquette through online tools, local contacts, and market reports, and share these insights with your team for effective engagement.

It's important to develop an understanding of the cultural differences when expanding your sales efforts abroad. Also, take some time to learn a little of their language as well. That goes a long way... I've spent many years working with businesses in Cental and South America. Understanding the way that they negotiate, and their decision-making processes, have been vital to forming successful partnerships. Countries and cultures vary. Do your research on things as simple as local cuisine, local etiquette, and some small phrases in their native language. They'll appreciate the effort. Understand their buying cycle and what's important to them. Form a relationship first before getting into the business side...

Na minha experiência em vendas b2b, o processo de vendas na pratica é diferente de muitos cursos que fiz no passado que tinha como foco oferecer/vender um produto ou serviço sem mesmo entender o que está por traz da necessidade dos clientes. Muitas vezes o problema/necessidade a ser atendida não está tão claro para o próprio cliente, então, neste cenário de incertezas, devemos atuar de maneira mais consultiva. Não me refiro apenas ao ato da sondagem, mas na investigação a fundo de quais problemas o cliente quer resolver e a partir daí customizar a melhor proposta.

Prepare your small business sales teams for global success- Cultural Insight- Educate on target market nuances and business etiquette. Tailored Strategies- Customize sales approaches for local market dynamics and consumer behavior. Language Skills- Promote language training for effective communication in key markets. Regional Expertise- Train teams on market trends, legal regulations, and competition. Localized Product Knowledge- Educate on product adaptations for specific markets. Tech Integration- Utilize technology for global communication and leverage CRM tools. Continuous Learning- Foster a culture of ongoing learning about international markets and evolving sales techniques.

To train small business sales teams for international success: Cultural Training: Educate on cultural nuances and business etiquette of target international markets. Adapt Sales Strategies: Tailor strategies to align with local market dynamics and consumer behavior. Language Skills: Encourage or provide language training for key markets. Market-Specific Knowledge: Train in regional market trends, legal regulations, and competition. Product Localization: Educate on any product adaptations made for local markets. Technology Utilization: Leverage technology for global communication and CRM tools. Continuous Learning: Foster ongoing learning about international markets and sales techniques.

You need to focus on specific niche markets that have a clear need and willingness to pay for your solution. You also need to use lead scoring to prioritize the most qualified and ready-to-buy prospects and connect with the decision-makers who have the authority and budget to buy. Moreover, you need to make your sales pitch exciting, relevant, and compelling and listen to your prospects to understand their needs, goals, and objections. Finally, you need to be deliberate when moving upmarket and adapt your sales process, team structure, product positioning, and pricing to the larger and more complex customers. You can use tools to help you with these steps.

Adaptar a estratégia de vendas para mercados internacionais requer flexibilidade e personalização. É fundamental considerar as nuances culturais, regulamentações e preferências do mercado-alvo. A equipe de vendas deve ser treinada para ajustar abordagens de vendas, comunicação e até mesmo produtos/serviços para atender às demandas específicas de cada mercado. Uma estratégia de vendas adaptada é essencial para conquistar a confiança e o sucesso em mercados internacionais.

We own a high catering operation in Alaska. During the Covid pandemic, events were not happening. Our company pivoted from in person, full service caterings to charcuterie boards & individual charcuterie boxes. We partnered with a local speciality liquor store to offer to go wine pairing dinners. The resident wine expert would select wines for the clients to pick up & our company would provide the single serve charcuterie boxes designed to compliment the wines. Popular w/companies - staff would Zoom their fellow staff members & the wine expert. No driving. Our company started leaving our charcuterie boards @ the liquor store’s secure refrigeration unit for client pickup. Kept clients out of our kitchen. Drove business to the liquor store

Es bueno siempre tener en cuenta hacia donde quieres ir con tu estrategia y definir los puntos a seguir de una forma objetiva, clara y concisa.

Adapting your sales strategy to the local context is crucial for success in a new market. A thorough market research reveals the need for adjustments in various aspects, including tailoring your value proposition, pricing structure, distribution channels, and promotional activities. Beyond the marketing mix, it's essential to delve into the legal landscape, addressing factors like taxes, tariffs, contracts, and compliance. Seeking guidance from experts, legal professionals, and engaging with relevant trade associations becomes invaluable in navigating these complexities, ensuring your business aligns seamlessly with local regulations and minimizes risks.

Market research plays a pivotal role in shaping your sales strategy for new markets. It's essential to adapt your value proposition, pricing, distribution, and promotional efforts to align with the local context. When considering expansion, assess factors like purchasing power; if it's lower, you may need competitive pricing and increased marketing efforts. Conducting a profit and loss analysis is crucial to ensuring that expanding into a new market is a viable move for your company. Make data-driven decisions for successful international expansion.

Small businesses can adapt their sales strategy in several key ways. Firstly, it is important to research and understand the target market's cultural nuances and preferences. This enables the team to tailor their approach and pitch accordingly. Secondly, providing language and cultural training to the sales team will help them build rapport and communicate effectively with international clients. Thirdly, leveraging technology and digital tools can enhance the team's reach and efficiency across different time zones and locations. Lastly, encouraging the sales team to develop strong interpersonal skills, including active listening, empathy, and adaptability, will foster successful relationships with international clients.

You will learn the language & culture as you interact with your customer on a continuous note. Start with open ended questions asking about things you didn't know about their country. It need not be related to your products/services. It helps them open up sharing insights, and the conversation flows. This helps you in return in learning about them & their culture as they elaborate on topics. Without which it is nearly impossible to build rapport & trust.

Quizá el proceso más importante en una etapa de expansión a nuevos mercados, es la adaptación cultural del equipo que estará a cargo de la apertura de nuevos mercados. Sin duda el aprendizaje del idioma es un buen principio para conseguir el éxito.

I think learning the culture helps give you insight into your customer’s value system, and behavior in certain situations. This is a very complex layer of the 7 items listed in this article - religion, family values, socioeconomic status, the position held, and a myriad of other factors play into this. This is far more important than learning the language in my opinion.

He trabajado durante mi carrera con empresas japonesas. Uno de los retos más grandes es explicar que la forma de hacer negocios en México difiere significativamente de la de Japón o Estados Unidos. Dominar el idioma, la cultura local y la etiqueta de negocios es esencial para el éxito del equipo de ventas. Saber comunicarse con respeto e interés genuino para comprender las necesidades del cliente es clave. La comunicación efectiva ayuda a fortalecer la relación con los clientes y abre las puertas. ¡Aprender las formas locales es construir puentes hacia el éxito empresarial!

I think that it is very helpful speaking their language, but finally it is important to find a common language which is mostly english. This can be found out in the first few personal contacts you may have with clients. Interest in their country and language is also appreciated.

Je trouve intéressant de rappeler que l'on peut parler la langue sans parler la même language. C'est là qu'interviennent les codes et la culture. Il faut en être conscient

Small businesses aiming for international success should provide cultural sensitivity training, language courses, and educate the sales team on global business etiquette. Utilizing technology for virtual simulations and real-world scenarios can enhance their cross-cultural communication skills. Regularly updating the team on international market trends is crucial for staying competitive. Additionally, fostering a global mindset and encouraging adaptability will contribute to the team's success in diverse markets.

This one is really important, and I would always encourage taking some inter-cultural competency courses. You'd learn things like (or you can look them up): High context Vs low context cultures Individualist Vs collective cultures Authoritarian Vs egalitarian cultures Power distance It's a really interesting topic, and really eye opening if you've been in business a long time before actually learning about it. (Like I was 🤣!)

Além das tecnologias citadas, também podemos utilizar a inteligência artificial para se aproximar de clientes de diferentes geografias. Hoje temos a disposição ferramentas extremamente avançadas para realizar traduções de conteúdo em qualquer formato, seja em texto, em áudio ou em vídeo. Também é possível l, de forma automática, incluir legendas ou até mesmo criar um avatar com a sua aparência, voz e no idioma que você quiser. A tecnologia está rompendo diversas barreiras e sem dúvidas irá aumentar muito a produtividade das equipes de vendas.

Culture, Culture, Culture Learn as much as you can before entering the market. Dive deep once in the market. American startups have a tendency to blow themselves up quickly by not understanding local culture. Sb

Leverage technology to facilitate virtual communication and collaboration. Video conferencing, project management tools, and CRM systems can enhance communication and coordination among team members spread across different locations.

Listen to learn about what the people wants!!! It’s not about you, it’s about what’s important to your target audience!!! Always show them that you care!

Acercarse a los cliente mediante tecnología es fundamental. Ya no existe excusa presupuestal para estar cerca de los clientes. La tecnología es la respuesta (Muchos de las maneras de comunicar son gratuitas y muy efectivas) Ahora no podemos olvidar el contacto presencial que puede ser con pocas pero efectivas visitas en caso de poderse realizar. Las ferias especializadas en otra manera importante

O uso de tecnologia e ferramentas desempenha um papel crucial na eficácia das estratégias de vendas internacionais. Isso inclui a implementação de sistemas de CRM (Customer Relationship Management) para gerenciar informações de clientes e facilitar o acompanhamento de vendas. Além disso, a automação de marketing e vendas, análise de dados e inteligência artificial podem fornecer insights valiosos para personalizar abordagens de vendas. Plataformas de comércio eletrônico e soluções de pagamento online também são essenciais para facilitar transações em mercados internacionais. Investir em tecnologia apropriada ajuda a melhorar a eficiência e a competitividade da equipe de vendas em nível global.

For small businesses aiming for international success, leveraging technology and tools is crucial. Here's how: CRM Systems: Implement customer relationship management (CRM) software to track interactions, manage customer data, and automate sales processes. This ensures your team stays organized and informed, no matter where they are. Video Conferencing: Use platforms like Zoom or Microsoft Teams for face-to-face meetings with international clients or team training sessions, breaking down geographical barriers. Email Marketing Tools: Platforms like Mailchimp or HubSpot can help tailor your marketing efforts to different international markets, ensuring your messaging resonates across cultures.

While technology and social networks can play an instrumental role in building expanding your business internationally, your actual sales team should also reflect that international vision. Building an international and diverse sales team will not only make your business expand, but it will organically sustain your growth in each location. The prospects and customers globally will be able to relate and connect with the sales team, which will help build a globally scalable and locally relevant business.

In international sales, technology plays a crucial role. Businesses can leverage technology for: Virtual Communication: Use video conferencing tools for effective communication with clients and team members across different time zones. CRM Systems: Implement Customer Relationship Management (CRM) systems to manage and analyze customer interactions, helping enhance relationships and sales strategies. E-commerce Platforms: Utilize online platforms for global sales, providing a seamless buying experience for international customers. Data Analytics: Harness data analytics tools to gain insights into market trends, customer behavior, and performance metrics, aiding in informed decision-making.

Especially in B2B social media winner is Linkedin. So for international success the sales people have to be active and popular on Linkedin. But don’t only rely on tech. tools. Still meeting with people and direct sales are working. Also you tech stack should let you know what is happening with your old clients. You can grow 30% if you sell more to old clients :)

CRM Tools: streamline your sales process. It helps in tracking leads, managing customer data, and optimizing interactions. Video Conferencing: In case time zones and travel don't work out. Email Marketing: Implement campaigns to reach and engage with prospects and customers globally. Personalize content to resonate with diverse audiences. Social Media: Tailor your approach to align with local preferences and behaviors. Translation Software: It aids in clear communication and ensures messages are accurately conveyed. Currency Converters: Keep track of currency exchange rates using converters. Travel Apps: When your sales team travels internationally, travel apps assist with logistics, navigation, and local information.

Como dice el refrán: Hace más quien quiere, que quien puede. Mi nivel de inglés es bajo, pero eso no me ha impedido vender una máquina dispensadora de flores en Australia. Existen traductores. El resto es conocer tu producto, escuchar a tu cliente.

To successfully enter and scale growth in the market, consider the following: Consistently meet customer expectations to establish a solid foundation. Understand customer needs and thoroughly qualify opportunities to ensure strategic entry. Commit to delivering only what can be promised and prioritize quick improvement based on customer feedback. Identify collaboration opportunities with partners possessing unique expertise and resources, enhancing the potential for customer success. Elevate products and services to a world-class level through regular upgrades, keeping offerings at the forefront of industry standards.

Adapting sales strategy is key to success in broader markets. In my experience, doing your homework always pays off. I find like minded individuals or leadership teams are usually willing to share local tips and data when you are new customers or new representatives in an area. Learn everything you can about decision makers and cultural influence to go forward with a sales strategy that will resonate Kate Daniels

In sales, seeking feedback and support is a valuable practice for professional growth. Actively solicit feedback from customers, colleagues, and supervisors to gain insights into your performance and identify areas for improvement. Embrace constructive criticism as it provides opportunities for refining your sales approach. Additionally, seek support from your team and mentors; collaboration enhances collective success. Creating an environment that encourages open communication and mutual support not only fortifies individual skills but also contributes to the overall success of the sales team.

Feedback Contínuo e Ajustes: Estabeleça um sistema de feedback contínuo para avaliar a eficácia das estratégias de vendas internacionais. Esteja disposto a ajustar as abordagens com base no feedback e nas mudanças no mercado.

Todo equipo de ventas debe de tener un buen coucheo y seguimiento a su personal para poder dominar cualquier situación con clientes, y sobre todo tener medición y retroalimentación de sus equipos.

Muitas vezes estamos tão no automático por já fazer tudo que nos é conhecido na rotina do dia a dia que não conseguimos perceber que na verdade estamos estagnados. Quando isso acontece buscar um Feedback da equipe e de nossos superiores pode ser a chave para encontrarmos tesouros valiosos em nossa jornada! Além dos feedbacks internos precisamos levar com muita seriedade todo e qualquer Feedback dos nossos clientes e stakeholders, as vezes a reclamação que levamos apenas como uma crítica infundada, é um farol, que pode nos guiar a caminhos nunca antes percorridos junto ao sucesso. Parar de justificar os erros e as reclamações e analisar os pontos que levaram a elas e podem ser melhoradas pode ser o almejado caminho que buscamos.

I find that feedback is a key to success, whether it is positive or constructive. We all need feedback in order to grow in this industry and to keep relevant, to be better able to engage with our ever changing and expanding clientele. The feedback can also be beneficial not just in a business side of things, but also for growth, as we all want to be bigger and better and learn and grow so we can be better in every aspect of our lives.

1. Engaged trainers with regional/international working experience to share knowledge and skills 2. Having a diverse and multicultural team members 3. Exposure to regional markets to understand the dynamics 4. Put building language skills as requirement

- Encourage your team to reflect themselves to be aware of blind spots - Support your team in its needs to be self-confident - Choose people with different culture, gender, age, point of views and develop your team - Strengthen your team to learn from each other

Key to any success is learning. So many resources to learn from in today's world social media, webinars, blogs, podcasts and online courses.

En el rápido tren de la tecnología, la clave es seguir aprendiendo y mejorando. Cada día surgen nuevas herramientas y métodos, ¡las oportunidades son infinitas si te atreves a sumergirte en este mundo de posibilidades! La lección más valiosa: de los errores se aprende. No hace falta ser un gurú, lo importante es aplicarse y no detenerse. ¿La mejor noticia? Con blogs y podcasts, ahora todos pueden informarse sobre cualquier tema y adaptarlo a sus necesidades. ¡Hay que ajustar nuestra estrategia paso a paso y abrazar el aprendizaje continuo!

Focus on developing effective cross-cultural communication skills. This includes active listening, adapting communication styles. Regular training sessions can provide valuable insights and guidance. Continuous learning and improvement are key to adapting to the evolving global business landscape.

Nos negócios internacionais é fundamental saber regras de compliance por exemplo, que tipo de produto você negocia e como você pode ajudar seu cliente a ser mais competitivo e claro garantindo que sua empresa tenha os recebíveis em dia! Estudar o mercado internacional, tendências e inovações para se manter competitivo é fundamental para quem pensa em uma carreira fora do Brasil. Outro ponto importante é se dedicar a visitar clientes e mercado identificando oportunidades reais para cada tipo de negócio.

The fun part? Innovations don't stop! New tools, new trends, new strategies, new channels - it's never too late to start and it's obviously never too late to learn. Keep yourself up to date by following relevant personas, being subscribed to relevant news feeds and in general be on top of what is happening around you. A certain situation might call for a solution that was not applicable prior so understand also the beauty of past conversations and the potential they bring. Lastly - make sure to track everything that you are doing. This helps to evaluate whether the actions have actually led to improvement.

Todo processo de performance de desenvolvimento está atrelado ao seu aprendizado continuo. Não existe sucesso sem erros e acertos, mais é evidente que uma equipe bem treinada, que possui estratégias de autoconhecimento pessoal e profissional vão performar de formar mais competitiva.

Dynamic and Competitive Field: International sales is dynamic and highly competitive. Continuous learning and improvement are essential to stay ahead. Market Trends and Adaptation: Monitor market trends, changes, and opportunities in your target markets. Adjust your sales strategy accordingly to remain relevant. Learning from Experience: Embrace a culture of learning from both experiences and outcomes. Analyze mistakes and successes to gain valuable insights. Knowledge Sharing: Share these insights with your sales team. Collaboration and shared knowledge contribute to collective growth. Utilize Online Resources: Leverage online resources such as webinars, podcasts, and blogs to stay informed about international sales best practices.

Never Over promise Customers need to have the confidence in both the sales persons promise and deliverables. It will build customer confidence and trust for bigger business will follow

Learning is not static but dynamic. Customer relationship and customer management is the key. Every visit or every conversation with any client, person in the new country can help you to learn something new- learn, unlearn This would mean- doing it the first time, learning to do it better or trying something new- Innovate Quickly creating understanding about customer behavior and improving it- understanding and improvising Create customer impact- 1. Do it differently 2. When he learns something new from you 3. You share something he relates would benefit him

In the pursuit of international success, small businesses must prioritize continuous learning and improvement within their sales teams. Establish a culture of ongoing education, providing resources on global market trends, diverse consumer behaviors, and emerging technologies. Encourage participation in industry conferences and webinars. Foster a collaborative environment where team members share insights and experiences. Implement regular skill development sessions to enhance cross-cultural communication and negotiation abilities. By fostering a commitment to learning, small businesses can ensure their sales teams remain agile and well-equipped for international success.

In my experience, International expansion for small business gives you a competitive advantage to train employee for international market need to emphasis on few strategies like 1.Clear communication & well defined expectations to pursue what to aim for also protecting their time by focusing on activities which are aligned with important goals 2. language requirements, Sales process, Developing onboard training, creating unified team culture, investing right technology & resources 3.International market survey as well creating incentives to keep sales team motivated & productive which provides strong performance metrices to measure success.

In my extensive travel days, I learned a valuable lesson: arrive fresh for meetings. Initially, I'd fly business class and spend a night overcoming jetlag before any serious business. But then, I made a strategic shift. My company started investing in first-class flights, surprisingly many were covered using our AmEx points. This wasn't about luxury; it was about efficiency and being at my best when it mattered most. It’s a testament to thinking creatively about resources and priorities. A fresh, alert mind can make all the difference in those crucial meetings. #BusinessTravel #Efficiency #StrategicThinking

Além dos aspectos já citados, é importante conhecer a legislação de cada país, respeitar questões legais no âmbito social, fiscal, econômico e ambiental bem como seguir a legislação para consolidar a posição de parceiro de negócios. Se não possuir conhecimento ou recursos necessários, vale buscar ajuda nessa jornada!

Small businesses can train their sales teams for international success by providing cultural awareness training, teaching effective communication skills, and offering product knowledge specific to target markets. Additionally, utilizing technology for virtual sales presentations and fostering a global mindset within the team can enhance their ability to navigate international markets successfully.

La flexibilidad es tu mejor aliado. Las pequeñas empresas pueden adaptarse más rápidamente que los gigantes. ¡Aprovecha esa ventaja! No subestimes el poder de las relaciones personales. Construir conexiones sólidas en un mercado extranjero va más allá de las transacciones comerciales. La confianza y la autenticidad son clave. La formación continua es esencial. Mantente al tanto de los cambios en los mercados objetivo y sigue aprendiendo para mantener a tu equipo de ventas en la cima. ¡El conocimiento es poder!

Training the team on cultural differences, sensitivities of each market ; levels of trust and different response timelines is important ; when I used to travel to make presentations to South America to sell real estate in the United States ; I was surprised about the response to action timeline difference from country to country and the different efforts that were needed to establish trust; one thing remained constant : during the sale there has to be a clear understanding of the need involved and how the product or service will resolve this need. The same language helps tremendously

The most important consideration is the gap that your service is going to fill. Unless we don’t know what is the gap our offering is bridging we will keep our messaging focused on our products and who we were and as an SMB you not that known. Second is focus your messaging based on the persona you are targeting. Every single individual we target has certain job roles and unless our solution is going to help him/her to deliver those job responsibilities we won’t get much traction on our messaging.

It's always helpful to Identify the Requirements and target Market. Understand the local Market and import dynamics. The local custom Laws The credit Policy Supply and demand situation

O mercado internacional é muito promissor, mais do que buscar levar sua marca para outros países. Você precisa analisar com critérios os competidores e entender o quanto você está preparado para essa jornada internacional. Competência em custo, logística rápida e eficiente além da qualidade de seus produtos, certificações internacionais podem te ajudar! Se seu negocio está estagnado no mercado interno o mercado externo pode ser um caminho, mas recomendo cautela, para você não ficar em alguma etapa e comprometer o negócio principal!

The job in international sales is very interesting and varied so you never have the same day. There are constant changes, for example at your customers company, politically or maybe also personally. Once again i say - don't try to handle the export market as the german, because in long term i think it will fail.