Ever talk to a lead from another country, and suddenly you realize… prospecting is definitely not the same across the globe!
Should you be formal or relaxed? What are the local laws on cold emailing? Which engagement technique works best? How do they react to salespeople in X country?
We talked to CEOs, VP Sales and CMOs for the answers to these questions and more in 5 key countries: France, Germany, Italy, the U.S. and the U.K.
Building Your Startup's Sales Foundation🏀 Zach Barney
This guidebook help's SaaS founders know where it makes sense to go cheap, and where it makes sense to invest in doing it right the first time. We walk through the top software platforms every startup should be using, and what habits are essential to build from the get-go.
First step in starting a startup: finding the right idea. How to generate organic ideas starting from problems.
Results of La Busta project (You just receives your first 5€ seed investment. Now you have a week to invest it and make some money, what would you do? )
All contents are inspired by resources available on Y Combinator website.
Slides presented during Entrepreneurship class at Università Cà Foscari from Venice.
10 CMOs Who Are Kicking Ass (And What You Can Learn From Them)Uberflip
Want to take your brand to the top? Here’s a list, in no particular order, of 10 CMOs at the top of their game and their key insights on how to be a kick-ass marketer.
http://uberflip.com
Building Your Startup's Sales Foundation🏀 Zach Barney
This guidebook help's SaaS founders know where it makes sense to go cheap, and where it makes sense to invest in doing it right the first time. We walk through the top software platforms every startup should be using, and what habits are essential to build from the get-go.
First step in starting a startup: finding the right idea. How to generate organic ideas starting from problems.
Results of La Busta project (You just receives your first 5€ seed investment. Now you have a week to invest it and make some money, what would you do? )
All contents are inspired by resources available on Y Combinator website.
Slides presented during Entrepreneurship class at Università Cà Foscari from Venice.
10 CMOs Who Are Kicking Ass (And What You Can Learn From Them)Uberflip
Want to take your brand to the top? Here’s a list, in no particular order, of 10 CMOs at the top of their game and their key insights on how to be a kick-ass marketer.
http://uberflip.com
This is a slide show I presented to a group of Accountants and Book-Keepers. It shares with them some important marketing concepts as well as some practical, easy to implement ideas.
How to Enable Resellers and Partners with Automated Demo VideosConsensus
Resellers and partners are a great idea in theory. But what happens when they aren't pulling their weight? And how can you ensure consistent messaging? Automated demo videos will give you these insights.
Slot marketing career path - as demonstrated by a bandnluy
Note: This is to help you understand in a simple way on how you could potentially join our slot marketing team. This is an over simplification of what a potential career path in slot marketing may be, your experience may differ from this illustration.
How to... improve average order value and conversion rate simultaneouslyLee Hackett
"One way we can help our clients is by sharing our own experiences the good, the bad and the ugly.
Every business that expands will normally experience an increase in pipeline, but a decrease in conversion rates. And we’re no different. But we’ve been on a pretty steep learning curve over the past six months that’s paid off.
Check out this slide deck which covers all the key things you need to know about growing pipeline AND conversion. "
Que nous disent 500 000 emails de prospection envoyés à 80 000 décideurs. Quels sont les mots 'magiques' ? quels sont les décideurs les plus démarchés ? comment répondent-ils à cette prospection ?
L'automatiser de la prospection peut permettre de multiplier par x10 son flux de leads sans passer un seul coup de fil.
Deux éléments clés: un outil d'automatisation marketing (type Marketo, Hubspot
Instructions and examples of how a sales rep can create urgency in order to speed up a buying process and prevent the client to enter a procrastination mode.
Les signatures des emails de prospectionIKO System
Une bonne signature peut augmenter de 60% votre taux de réponse. Quelles signatures utiliser ? Quelles erreurs éviter ? Quelle photo choisir ?
Découvrez toutes nos vidéos sur les emails de prospection :
http://www.iko-system.com/fr/emails-de-prospection/
Slides de la conférence sur la Qualification des Prospects.
Pourquoi la qualification des prospects est le rouage essentiel des machines de guerre commerciales ?
Pour voir la vidéo (30min) > http://www.iko-system.com/fr/qualification-des-prospects-live/
"L’acte d’achat est toujours anxiogène. La plupart des prospects ont besoin de sentir l’urgence pour signer. Des techniques simples existent pour closer sans brutalité."
Cette web-conférence de 30 minutes répond aux questions suivantes :
- Pourquoi votre prospect achèterait maintenant ?
- Comment préparer une pression constructive au closing?
- 6 techniques pour aider le prospect à passer à l’acte ?
This is a slide show I presented to a group of Accountants and Book-Keepers. It shares with them some important marketing concepts as well as some practical, easy to implement ideas.
How to Enable Resellers and Partners with Automated Demo VideosConsensus
Resellers and partners are a great idea in theory. But what happens when they aren't pulling their weight? And how can you ensure consistent messaging? Automated demo videos will give you these insights.
Slot marketing career path - as demonstrated by a bandnluy
Note: This is to help you understand in a simple way on how you could potentially join our slot marketing team. This is an over simplification of what a potential career path in slot marketing may be, your experience may differ from this illustration.
How to... improve average order value and conversion rate simultaneouslyLee Hackett
"One way we can help our clients is by sharing our own experiences the good, the bad and the ugly.
Every business that expands will normally experience an increase in pipeline, but a decrease in conversion rates. And we’re no different. But we’ve been on a pretty steep learning curve over the past six months that’s paid off.
Check out this slide deck which covers all the key things you need to know about growing pipeline AND conversion. "
Que nous disent 500 000 emails de prospection envoyés à 80 000 décideurs. Quels sont les mots 'magiques' ? quels sont les décideurs les plus démarchés ? comment répondent-ils à cette prospection ?
L'automatiser de la prospection peut permettre de multiplier par x10 son flux de leads sans passer un seul coup de fil.
Deux éléments clés: un outil d'automatisation marketing (type Marketo, Hubspot
Instructions and examples of how a sales rep can create urgency in order to speed up a buying process and prevent the client to enter a procrastination mode.
Les signatures des emails de prospectionIKO System
Une bonne signature peut augmenter de 60% votre taux de réponse. Quelles signatures utiliser ? Quelles erreurs éviter ? Quelle photo choisir ?
Découvrez toutes nos vidéos sur les emails de prospection :
http://www.iko-system.com/fr/emails-de-prospection/
Slides de la conférence sur la Qualification des Prospects.
Pourquoi la qualification des prospects est le rouage essentiel des machines de guerre commerciales ?
Pour voir la vidéo (30min) > http://www.iko-system.com/fr/qualification-des-prospects-live/
"L’acte d’achat est toujours anxiogène. La plupart des prospects ont besoin de sentir l’urgence pour signer. Des techniques simples existent pour closer sans brutalité."
Cette web-conférence de 30 minutes répond aux questions suivantes :
- Pourquoi votre prospect achèterait maintenant ?
- Comment préparer une pression constructive au closing?
- 6 techniques pour aider le prospect à passer à l’acte ?
« Savoir parler à son prospect », c’est surtout identifier ses points de douleur et concevoir une proposition de valeur claire.
Voir l'ensemble des vidéos sur les emails de prospection > http://www.iko-system.com/fr/emails-de-prospection/
Realización de una matriz foda de acuerdo con los datos recolectados de la empresa Mail Boxes etc, para la Materia de Gestión Empresarial de la Universidad Fermin Toro.
Por quê a Grécia é o berço da civilização ocidental? Por quê a Filosofia nasceu por lá? Há diversas causas para esse fenômeno chamado de "milagre grego" que ocorreu na Grécia. O professor Humberto Zanardo Petrelli selecionou quatro causas que vamos expor nesta apresentação.
(
Entrepreneurial
Marketing
ID:
50V101228000228753
Entrepreneurial flair when combined with effective marketing skill is a rare and powerful combination
in
business
. Developing products that customers want, and being bold with marketing investment,
are vital factors in achieving long-term
success.
)
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Entrepreneurial
Marketing
) (
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1
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SOURCE
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2004-2010, 50 Lessons Ltd.
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CATEGORY
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Business and Economics
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Entrepreneurship and Small Business
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SPEAKER
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Michael Jackson
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Consumer Products, Financial, Technology
This lesson is about how Sage started, and how this particular case combined someone who had great marketing skills but also was a great entrepreneur: a very rare occurrence, particularly in the technology sector, and something which turned out to be a massive success story.
The Sage story - which has been told before but I think is worth telling again - is about David Goldman, a guy who had a printing works in Newcastle and who took on a visiting professor under a DTI scheme to do some technology work for him.
In this particular case it was to do a costing and estimating package for the print industry, based on software. As anyone in the printing industry will realize, it’s quite a complex process to cost and estimate a printing job, which could have various different colors and different lengths etc.
They produced this product and started to sell it, and then subsequently produced an accounting product, which was OK. I raised venture capital for them, as is my style: I invested my fee back into the company and became involved.
In this particular case, Amstrad launched the PCW, which was the first low-cost PC in the UK, at £500: within six weeks, David Goldman had produced a £99 accounts package to go onto the Amstrad. It was the beginning of low-cost software in the UK market, and the business just took off.
But where David was outstanding was that he understood marketing. He wasn’t hung up about the product per se. So for example, when people phoned up and said: “How do we buy invoices to work with your accounting product?”, instead of shrugging his shoulders, he said: “We’ll produce them!”, because he was a printer of course.
So he produced invoices and payslips, and when people said: “Well, how do we make this thing work?” not just: “How do we turn the computer on?” but: “How do we do the
month-end routines? How do we do some of the accounting functions that go with the software package?”, we started to advise them - and, significantly, to charge them for it.
In those days back in the early 1980s, it was unusual for software companies to charge for their telephone support. We did. And, of course, it’s become a massively important part of the Sage business, and a massively important reason why people bought, and still continue to buy, the product.
Then sales started to take off; so the bold decision to g ...
In the age of globalisation, trading in foreign markets has increased significantly. Entering a new market can present many business opportunities and growth but can also be overwhelming. The language barriers and cultural anomalies of trading internationally poses many risks for any company trading overseas and can lead to unexpected gains or losses.
Break Into the US Market: Speedinvest US Expansion Guide for FoundersSpeedinvest
The US is the land of opportunity. But how do you break into the massive market? We’ve got you covered.
If you’re a tech startup, the US is probably on your radar. But you’ll need to be prepared before taking the plunge. Winning in your home market doesn’t guarantee success in the States. You’ll need to:
• Know (and beat) your competition
• Time your move to ensure success
• Prepare for business culture shock
• Avoid legal pitfalls (there are a lot!)
• Apply for visas and much more!
Our Silicon Valley-based US Business Development team has been helping our founders make the big move for a decade. Now you can benefit from our experience.
Speaking at the International Trade Expo in Liverpool on June 11th, Axonn Media managing director discussed how content marketing can help British businesses expand into international markets.
He argued content marketing is the most effective way in which businesses thinking about exporting their products and services can tap into new markets.
In this presentation, Alan discusses:
- The case for content marketing
- The problems British companies often experience in beginning to export or in growing their export markets
- Why the opportunities online offers makes it worth overcoming those obstacles
- How content marketing approaches can make it, if not easy, then at least clear what needs to be done
- Examples from Axonn Media’s experience in selling our services abroad and in providing content marketing services for businesses in the UK selling overseas, and for overseas businesses selling in the UK and in third countries.
He also explains why it is important to:
- Partner locally to transcreate, not translate
- Restrict the number of markets you enter at once
- Test the waters, adapt
- Not be afraid to communicate
Additional reading:
How far does your content reach? Interactive infographic: http://www.newsreach.co.uk/how-far-does-your-content-reach/
Whitepaper: A Christmas Story: Content Marketing for eCommerce Success in a Multicultural World http://www.newsreach.co.uk/knowledge-centre/whitepapers/christmas-story-content-marketing/
New guide to developing buyer personas out 15/06/2014 on axonn.co.uk [Subscribe to newsletter for updates]
BrandsLab Market Intelligence Session 3 | How to Optimize Your Media Spend Ab...Ebiquity-NA
While expanding into international markets is an exciting time for a brand, emerging international markets to secure future stability, uncertainties arise investing in the endeavor to introduce a brand or product into uncharted territories. This session will provide an overview of expanding your media strategies to a global audience, as well as key steps to stay relevant in new markets.
La majorité des entreprises B2B vendent aux PME, mais ce marché n'est pas simple à "craquer". Pour éviter les symptômes de croissance lente ou d'essoufflement marketing/commercial... il existe 5 règles d'or à exécuter parfaitement.
L’enjeu de la motivation des équipes est toujours urgent. Comment faire pour qu’ils se donnent à fond, pour signer de nouveaux clients ?
Cette présentation apporte des retours d’expérience, aux questions essentielles :
Quel ROI pour les challenges commerciaux et la gamification ?
Faut-il jouer la concurrence ou l’entraide ?
Quelles idées de challenges peut-on lancer tout de suite ?
Pour voir la vidéo de la conférence > https://www.iko-system.com/fr/challenges-commerciaux/
Le site dont nous parlons à la fin > https://challengecommercial.fr
Nous avons analysé ce qui marche (ou pas) sur la plus grande base d'interactions commerciales en France : 3 millions de demandes de rendez-vous, auprès de 300 000 décideurs dans tous les secteurs
Comment mettre la demande de recommandation au coeur de sa prospection et de sa croissance. Statistiques, taux de conversion, limites et techniques de vente.
La prévisibilité des ventes et la mécanique commerciale B2BIKO System
Les commerciaux maîtrisent l'art divinatoire ? Difficile d'anticiper sereinement les ventes du trimestre ou de l'année ? C'est souvent juste un enjeu d'organisation et de techniques.
Découvrez comment structurer facilement vos équipes, pour prévoir vos ventes avec fiabilité :
cibler un marché et s'y renforcer ;
une stratégie marketing simple et efficace ;
une prospection systématique et plus facile ;
des métriques de rendez-vous et de conversions .
Comment attaquer de nouveaux marches (rapidement!)IKO System
Comment attaquer un nouveau persona ? secteurs/industries ? lancer de nouveaux produits ? partir à l'international ? Regardez ce séminaire (dispo en vidéo sur https://www.iko-system.com/fr/attaquer-un-nouveau-marche-prospection/)
Les quotas des prospecteurs, les tactiques de formation, le funnel de vente, les pièges à éviter : découvrez la conférence vidéo sur les équipes de prospection (diffusée le 17 oct18) > https://www.iko-system.com/fr/construire-une-equipe-de-prospection-en-2019/
Slides stats prospection 2018 1.5m emailsIKO System
Nous avons analysé ce qui marchait (ou pas) sur la plus grande base d'interactions commerciale en France : 1.5M de demandes de rdv, auprès de 220 000 décideurs dans tous les secteurs.
Le DSI est soumis à un feu nourri : mis sous pression par les métiers, contourné par le Shadow IT, et en friction dans sa propre équipe, où il doit accélérer les processus de time-to-market. Il doit aussi assurer la cohérence et la sécurité d’un SI gargantuesque et insaisissable.
Face à un tel profil, comment avoir une communication et une prospection efficaces ?
Comment prospecter les DRH -buyer persona- iko systemIKO System
Les DRH sont les décideurs les plus démarchés. Pour les prospecter, il faut vraiment plonger dans leur quotidien et comprendre où sont leurs priorités.
Pour en savoir plus > http://www.iko-system.com/fr/prospecter-les-drh/
Quand on parle "conquête commerciale", on pense "prospection". Mais le point commun entre les entreprises en forte croissance, c'est plutôt leur côté mécanique : leur process marketing-vente, et des revenus prévisibles.
Les directions générales (PDG, DG, comités de direction, board...) savent décider vite et trouver les budgets nécessaires, si on sait articuler notre offre pour répondre à leurs angoisses ou leurs urgences stratégiques.
Quelles techniques de prospection marchent bien avec les directions générales ? Quels résultats attendre ? Quelle est la bonne manière de les pitcher ? De déclencher leur intérêt ?
Comment prospecter les directions marketing IKO System
Les directions marketing ont des budgets importants pour acheter des prestations et des solutions. Mais elles sont aussi particulièrement sollicitées. Quels sont les types de directeurs marketing ? Quels leviers psychologiques utiliser ? Statistiques et exemples. Voir la vidéo en slide 2.
Tactiques inbound : du webinar aux clientsIKO System
Tactiques et conversions des webinars B2B. Statistiques sur audience de 29k personnes. Du contenu marketing au rendez-vous commercial : comment multiplier par x20 ses rdv avec les leads passifs?
We’ve analysed 800k sales emails, sent by sales reps to more than 80k decision makers across the UK, Nordics and Benelux.
See the live webinar here > http://www.iko-system.com/stats-sales-emails-register/
Les Nouvelles Équipes de Prospection (8 mars 2017)IKO System
Extrait du webinar "Les Nouvelles Equipes de Prospection". Comment construire une équipe dédiée à la prospection ? Quels résultats attendre ? Quelles sont les types d’organisation (LG/SDR/BDR/ADR) les plus efficaces ? Quel est le rôle du manager ? Quels profils pour quels salaires ?
La technique du 'cliffhanger' dans la prospectionIKO System
La technique du 'cliffhanger' est une méthode très puissante dans une démarche de prospection. Comment utiliser la puissance du storytelling des séries TV pour déclencher l'intérêt du prospect ?
IKO System cross-border prospecting webinar September 2016
1. CROSS-BORDER
PROSPECTING:
A C R A S H C O U R S E F O R T H E G L O B A L S A L E S P E R S O N .
Tuesday, Sept. 20 at 10:30am UK Time
Presented by: Robin Nichols - Head of EMEA Marketing Content
F R A N C E - G E R M A N Y - I T A L Y - U . S . - U . K .
2. www.iko-system.com
For inbound or outbound leads, engagement automation
helps sales reps achieve 5x more meetings.
Helping over 200 international clients automate their prospecting.
3. Why this webinar?
Source: http://www.forbes.com/sites/rawnshah/2014/10/06/the-culture-map-shows-us-how-we-work-worldwide/#61805e236e4f
Like it or not, cultural awareness across nations is becoming
a must for all, managers and employees alike.”
- Rawn Shah, Forbes.com, 2014
4. …it’s all too common to rely on clichés, stereotyping
people from different cultures…This can lead to
oversimplified and erroneous assumptions….”
- Erin Meyer, Harvard Business Review, May 2014
Thank you:
Sources: https://hbr.org/2014/05/navigating-the-cultural-minefield/ar/1?referral=00134
9. Start off formal (Dear Mr./Mrs….)
Avoid overly salesy words, i.e. value, great, best, !!!
Bottom-up approach less effective?
Nadia Crobeddu, Global Account Manager
TIP: Put boss in copy
Depends on industry
French “no” is often invitation to debate
France
10. Chris Stock, President & CEO
France
“As salespeople, we have been taught to ask
impactful business questions and listen. When
selling in France, it is important to spend even
more time listening to the client because of the
cultural difference. We must encourage the
customer to talk more, with an aim to have them
relax and feel comfortable. French customers do
not like to be pushed into making a decision.”
11. France
Source: The Culture Map, Erin Meyer, 2014
These 8 Scales Reveal Everything You Should Know About Different Cultures, Business Insider 2015
14. Jean-Baptiste Roux, VP Sales
Try calling between 1:30 and 2:00pm, Friday afternoon
In big cities, work starts later (9am – 10am) & ends later
May has many long weekends
Check vacation zones
France
15. GERMANY
F R A N C E - I T A L Y - G E R M A N Y - U . S . - U . K .
17. Be direct and data-driven (ROI, case studies…)
“Germans tend to measure a lot of numbers and KPIs (we come from an
engineering and production history) and therefore I recommend to show
clear ROIs.”
- Uwe Goethert, Founder and CEO
Germany
18. “Cold emailing laws in Germany are strict and complex - double opt-in with
an easy unsubscribe button is certainly recommended, if not required. Given
these restrictions, prospectors tend to reach out first using cold calling
instead of cold emailing to new prospects.”
- Erin McBrayer, Social Media and Marketing Manager
Very regulated (cold emailing/calling):
The Legal Situation for Email Marketing in Germany, Austria and Switzerland, CSA
Best Practice: Prepare! Target appropriately. High MAP threshold.
“In Germany, preparation is key. Get straight to the point, and make sure you are
targeting appropriately, whether by phone, email etc. We set our MAP thresholds
higher for the German market than say, for the U.S., to make sure we talk to the right
person at the right time instead of making them feel bombarded by emails.”
- Jean-Baptiste Roux, VP Sales
“For the Dutch market, build relationships with conference or event organizers, for
example, who have access to opt-in lists. You need to know a group that has
authorization to be in touch.”
- Jordy Brazier, Senior Director of Sales Operations
Germany
20. Germany
Be punctual
Source: The Culture Map, Erin Meyer, 2014
These 8 Scales Reveal Everything You Should Know About Different Cultures, Business Insider 2015
21. ITALY
F R A N C E - I T A L Y - G E R M A N Y - U . S . - U . K .
22. Interdependent: many involved in decision-making process
Build relationships: Check LinkedIn, name drop…
If using IKO: 1 hour to personalize 1st email
ITALY
25. Try calling at around 10am or 7pm
Lunch break between noon and 3pm (depends on region)
Off period: August, 2 weeks for Christmas, week off for Easter
Italy
27. United States
“In
the
U.S.
you
can
be
very
conversa+onal,
like
“
Hey,
I
just
thought
I’d
drop
you
a
line.”
In
Germany,
the
UK
and
especially
France,
it’s
much
more
formal.
In
the
U.S.
you
can
take
more
liber+es,
grab
someone’s
aGen+on
by
being
fun
or
playful.”
- Jordy Brazier, Senior Director of Sales Operations
28. U.S.
Source: The Culture Map, Erin Meyer, 2014
These 8 Scales Reveal Everything You Should Know About Different Cultures, Business Insider 2015
29. U.S.
“American business culture is very pragmatic and value-
minded. It’s all about how relevant your message is. If you have
a good elevator pitch for the first 10 or 20 seconds, an
American will listen to you no matter if they’re commuting, at
work or at home. But if you’re not clear, nothing will happen.
But in Europe, you need to introduce yourself, make small talk,
warm people up – and the first 30 seconds are spent doing
this.”
- Jean Baptiste Roux, VP Sales
30.
31. Risk oriented = Prefer rapid decision-making and quick results
Easier to make a deal without physical meeting
U.S.
Bottom-up approach could be useful
32. “Be ready to deal with more rejection and non-answers than usual if you try
to cold call in the U.S. The U.S. is incredibly oversaturated and overexposed
to cold calling tactics, so getting sent to voicemail is much more common.
Targeted emails, in my experience, are a more effective tactic.”
Roel Jansen, Chief Commercial Officer
U.S.
33. UNITED KINGDOM
F R A N C E - I T A L Y - G E R M A N Y - U . S . - U . K .
35. United Kingdom
Source: NewVoiceMedia blog, The real cost of poor prospecting to US & UK businesses (GIFOGRAPHIC), 2015
41
65
68
50
79
11
34
54
86
64
86
24
0
20
40
60
80
100
Would
open
emails
from
a
sender
they
don’t
recognize
(%)
Would
answer
a
call
with
a
local
area
code
(%)
Say
calls
with
relevant
informa+on
make
the
difference
(%)
Frustrated
by
sales
reps
that
doesn’t
recall
info
previously
offered
(%)
More
likely
to
make
a
purchase
if
the
caller
showed
evidence
of
5
minutes
of
research
(%)
%
Respondents
completely
dissa+sfied
with
sales
approaches
they’ve
received
(%)
U.S.
U.K.
36. Cross-Border Prospecting
Be prepared to build relationships in France and Italy
Be especially aware of cold emailing regulations in Germany
The American market is saturated with cold outreach – try
being fun, direct and attempting many touches
Think about investing in native speakers (sales reps) – train in
English first
Source:
www.fla+con.com
37. www.iko-system.com
Let’s be in touch!
contact@iko-system.com
robin@iko-system.com
Helping over 200 international clients automate their prospecting.