Kansainvälisessä myynnissä alkuun

Liiketoiminnan kansainvälistämisessä on usein viisasta edetä askel askeleelta. Myynnin aloittaminen uudessa maassa tai alueella on aina haastavaa. Hyvän markkinointiviestinnän perustyön lisäksi tarvitaan myyntivoimaa, mutta maakonttorin avaaminen tuntuu aika isolta askeleelta – voisiko tässä edetä ketterämmin? Kyllä voi. Pyysimme Export Discoveryn Stanislovas Globista kertomaan ketterästä myynnin ulkoistamisesta lisää.

Uudessa maassa tai alueella toiminnan aloittamiseen liittyy usein erilaisia koemarkkinointi- ja muita ponnistuksia, kuten markkinatutkimusta. Näiden tietojen pohjalta on hyvä lähteä rakentamaan myyntiä uudessa markkinassa. Varsinaisen myyntityön aloittaminen on usein kuitenkin haastavaa sen vaatimien aika- ja henkilöstöresurssien vuoksi.

Kumppanimme Export Discovery on kansainvälisen myynnin ulkoistuskumppani. Heidän ketterä toimintamallinsa täydentää hyvin H&V:n tarjoamaa näkyvyyttä kansainvälisellä markkinalla. Annetaan Stanislovaksen kertoa lisää:

I need someone to find new international B2B customers for my business. Do I really have to hire someone as an employee?

If you need accounting work to be done for your company, you don’t need to hire an accountant internally. There are plenty of accounting companies happy to do that work for you. You can outsource accounting this way, right? If you need someone to take care of IT & communications of your company, you can outsource it too. Logistics? Outsource. Cleaning? Outsource. Lawyer? You don’t hire one full-time internally. You outsource.

How about international sales? Can you outsource entire export department? Is it possible that people not from your company would do a same good job in selling your products as internal people, or even better? Well, yes. That is exactly what 15 people team of Export Discovery is doing every day on behalf of more than 20 businesses in Finland and Baltic States.

We believe that everyone should focus on what they can do best. Everyone should focus on things that are the true passion. If your passion is to produce things, keep it there. Is your passion to develop new items or brands? Stay with it.

Our passion is sales. We can do this job for you in a super fluent process, so you can focus on activities you feel the strongest at.

How does it work?

1. We create international sales strategy together
2. We train our people very deeply about your industry, your company and your products
3. We look for new potential customers on behalf of you, we talk to them, we present your products, we have meetings with them (invite you to participate as well), we do all the follow up after meeting, we close the deal (by sending you the contract to sign with new customers) and we look after orders coming in making sure everything is smooth and highest service quality is assured.
4. We help your business grow internationally by bringing more and more customers
5. We provide a clear and solid way of doing business – contacting decision makers personally in different companies and talking to them regarding doing business together

Is it worth it? Why choose remote export team instead of internal one

• You don’t need to search for and hire new people
• You don’t need to train them about sales. Although you have to spend some time with us training about your product. We have to be experts in what we sell. But when it comes to what to say, how to arrange a meeting and how to be persistent in follow-up – you don’t have to worry about that. We have already done it hundreds of times.
• You don’t need to look for ways to motivate sales people. We already have a few incentive programs that boosts our people to the moon
• You don’t need to create a sales system of measuring KPI’s or having daily stand-up meetings with sales people (yes, a Sales Person and a Team Leader have a 10min meeting every single morning in Export Discovery)
• You can focus exceptionally on running your business while knowing that someone takes full care of international sales.

Hiring international sales people internally is not the only option anymore. Consider this. Remote team might definitely be not for everyone. But those who understand the benefit of being free from managing small everyday activities of sales people can use it as a superb tool to grow their businesses.

This is how Export Discovery changes the way sales are made.


Stanislovas Globis
Export Discovery

H&V Globaali tarjoaa kansainvälistyville yrityksille kokonaisvaltaisen palvelutarjoaman vastaamaan tarpeisiin, joita laajentuminen väistämättä vaatii. Eri alojen asiantuntijat vuosien kokemuksella varmistavat, että kansainvälistyminen sujuu mahdollisimman sujuvasti ja tuloksekkaasti.

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Tietoja kirjoittajasta

Mikko Sillanpää
Toimitusjohtaja
050 - 331 5279
mikko.sillanpaa@harkonsalovesa.fi

Mikko on kokenut viestintäkonsultti. Antiikin kulttuurihistoria ja retoriikan teoria yhdessä yli 20-vuotisen markkinoinnin ja viestinnän kokemuksen kanssa antaa erinomaisen pohjan tutkia, analysoida ja ratkaista käytännön tasolla viestinnän ja markkinoinnin haasteita. Mikon motto on: "Viam aut inveniam aut faciam!"