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Simon Leitch

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    Agree with Gavin that NZTE is a great place to start, plus I suggest you approach ATEED/ Regional Business Partner Network – they may be able to co-fund consultancy to help you with this. I’m not familiar with your industry sector, but I suggest your criteria should include: total addressable market (known at TAM), competition, disposable income, government regulatory environment (could these be funded, etc), duties/tariffs/etc, sales channels, etc. Good luck

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    The key thing to understand is what problem are you solving for NZers and then look for similar problems in overseas markets. Don’t fall into the mistake of simply thinking it works here so it will work there… take time to truely understand the value you deliver, and then look for markets which have similar dynamics, circumstances, consumers, etc. NZTE should be your first port of call, and can provide you with a range of advice. They also offer courses to help people get ready for export

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    Switching your sales team from face to face (F2F) to phone based takes a shift in mindset and focus. It’s critical that you reset the structures and framework for managing a team who are going to spend a lot more time on zoom or the phones. This relies on: defining the new strategy and tactics, setting expectations and metrics, designing and implementing new sales tools, setting the team up for success, coaching and mentoring. There’s plenty of books on inside selling, which would be a good place to start in terms of pivoting your sales focus.