The most important success driver for export market development is revenue as it helps fix all the liabilities of being a new company. Sales provides net cash flow, client collateral, market-based evidence, brand equity and risk reduction. But establishing client relationships in a different country is not a trivial task.
This short training module introduces the Strategic Sales Flywheel. The core of this concept is taking a learning approach to making sales with a new product in a new market. The session covers how to make complex B2B sales in Australia, including:
What sales growth and conversion are possible in 3 years
How the right customer value proposition starts the sales flywheel
What options for lead generation need to be designed and tested
Which pipeline metrics make sense for tracking complex sales
How to influence customers to overcome their risk perceptions of new products
What makes the difference between sustained growth and stalling
The webinar is organised by CTA, in collaboration with CapFeather, within the framework of ConnectEO project: “Connecting European Earth Observation to International Markets” (www.connect-eo.eu). ConnectEO is funded by the European Union’s COSME Programme (2014-2020) under the grant agreement No 951124.