FROM LOCAL TO GLOBAL

Winning sales organisations excel at these five essential capabilities

- WillpoWer Harris

Technology and education are playing a dual role in influencing the Indian CEO to look further than mother India for an ever-increasing pool of global clientele ready to purchase services and products from the world’s largest democracy.

In order to build a global business, a CEO must embrace the philosophy of ‘some’ and not ‘all’. There is a niche audience each business must seek out when capturing a global market share. All global clients are not beneficial to your business model. The procurement process may be too long. The deal size may be too small. The trust factor, on both sides, maybe established too little and too late.

Despite these obstacles, a growing number of entrepreneurs and CEOs are navigating their way past the obstacles and through barriers obtaining huge financial rewards.

I am going to share key insights on how to go from local to global based on the Get USA Clients programme my company initiated this year for Indian CEOs.

EXTENDING OR STARTING BUSINESS IN THE US

There are three ways to extend or start a business in the USA: Go there, be there, or get there.

The ‘Go There’ strategy entails visiting the US and attending events such as trade shows. This requires identifying the right trade shows where the list of attendees is shared ahead of time to prospective vendors. After receiving the list, a targeted approach of email or direct calls results in scheduled appointment times at the event. This process is expensive and requires prior experience locally in order to have any hope of significant success globally during trade show events.