Many books and consultants give expert advice on selling strategies - some are useful, most are “déjà vu”, others do not take into account the specificities of the European market. Being successful at introducing a new company in a foreign market requires special skills. Our methods are simple, proven and work in most cases:
Sales Generation
PAN Consulting
Develop professional company and product presentations using PowerPoint in local language; we use our own video projectors for presentations and bind together hard copies of the presented material when appropriate. It is extremely important to leave a high quality professional image and presentation material and brochures with prospective customers. Our combined general management experience help us a great deal for constructing and giving high quality presentations. For example, if you are able to organize a presentation for a top level executive, you are only given this chance once and you cannot afford to miss it!
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Develop and maintain high level executive relationships with your customers. In Europe, it is not sufficient to offer good products, service and prices and be there at the right time to develop sales! You also need to focus on customer relationships - this is especially true in France where buyers tend to give great importance to the quality of their client relationships. If the potential client does not like you, forget it! We can help you bridge the cultural differences, our business experience combined to a network of industry and government relationships built over many years help us a great deal.
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Produce high quality Value Proposals. This area is very often neglected by technology companies who tend to believe that their products are “soo good” that they should sell by themselves, big mistake! We tend to soften “technology sales” and we emphazise our ability to help customers put in place measurement tools to evaluate the financial benefits resulting from adopting new products or technology. After all, decision makers are executives who look at profits and market share first. We therefore build our sales strategy on financial benefit demonstrations.
Clearly, this is the most important part of our mission...
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Specialists in European Business Development
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