2. Agenda
Why me?
Stereotypes & biases
Can’t choose your
place of origin
Your mental map
Can you believe this?
Road less travelled
Sutton’s Law
See the light
Source: Beach image from
http://www.takeabreak.com.au/photos/3969/Moreton_Island_Sunset.JPG
3. Why me?
$M
12
Over 10 years
10 international sales
experience
8
Managed fast
6
growing international
4
business
Sold solutions in all
2
major markets
0
If I can do
Year Year Year Year Year
1 2 3 4 5
this, anyone can!
4. Stereotypes & biases
We all see things
differently
Many times we see
things based on certain
stereotypes and biases
What do you see in this
picture?
Do you see a younger
woman looking away?
Or, do you see an older
woman looking to the
left? Source: Lady image from http://members.optusnet.com.au/jpluss/selfhelp/images/
5. Can’t choose your place of origin
I grew up in the Mid-
West of America and
lived in a farming
community, much like
this picture
Many of my personal
stereotypes and
biases were centred
around an “American
Gothic” view of the
world
Source: American Gothic image from http://www.nytimes.com/2005/07/10/books/review/10BASSING.html?_r=1&oref=slogin
6. Your mental map
My international
mental map was
formed as young
adult in the
Reagan era in the
US
Not a great start
for an international
operations
executive, for
sure! Source: Map from http://strangemaps.files.wordpress.com/2006/11/800px-reagan-digitised-poster.JPG edited
7. Can you believe this?
But, I’ve made a lot of sales in Russia.
“…a group of key support
staff would frequently go on
sales and demonstration
trips to the remote Siberian
permafrost, returning not
only with contracts but
suitcases full of cash for the
first year’s product licensing
– even if it meant nursing
some staff back to health
after a dust-up with a vodka-
charged miner.”
Source: Suitcase image from
Source: The Australian Financial Review, Monday, 12th November 2007
http://www.tecnobot.com/wp-content/uploads/2007/05/616474_suitcase_full_of_money.j
8. Road less travelled
I shall be telling this with a sigh
Somewhere ages and ages
hence:
Two roads diverged in a wood,
and I – I took the one less
travelled by,
And that has made all the
difference
Robert Frost, The Road Not
Taken
Source: Image of road from http://www.mwcog.org/commuter/Employer%20Awards%202007%20Trees%20image.jpg
9. Sutton’s Law or Willie Sutton
Rule
Accomplished bank
robber US 1930’s
Urban
legend, quoted in
Medical Doctor and
Accountant (ABC)
training
“Go where the
money is …. And
go there often.”
Source: Image and text http://en.wikipedia.org/wiki/Willie_Sutton
10. See the light of market data
When doing international market research you may use
proxy data. For example, if you wish to market to electric
utilities. Have a look at this map – and ...
“go where the money is and go there often!”
