SALES
The GloBAS Group is an expert in international sales and communications. Our key specialisation is to develop sales in new regions, whether it is channel sales, direct sales or any combination of sales approaches required by a particular product type and market.
Let’s discuss your project in a 1 hour free consultation.
CHANNEL SALES
For the manufacturers of ready-to-go products we recommend channel sales in new regions. Using resellers, dealers, distributors, OEM partners - time-to-market will be much faster, easier and smoother. How to find and recruit qualified, pro-active, motivated sales partners internationally? This has been our job for over 10 years and we will be glad to help you with our proven, well-tested know-how and methodology.
DIRECT SALES
For highly customised projects, products or services, which requires localisation, installations and complicated negotiations, we are glad to act as a direct sales representatives and perform both sales and account management. Direct sales can also benefit a channel partners scheme: it helps partners to be supported and motivated, and allows them to stay in direct contact with key account customers.
Channel sales
Building up international sales
We have developed an approach that harnesses years of experience in global B2B sales:
- Analysis and selection of the sales approach in the chosen regions;
- Identification of suitable sales partners;
- Building-up new distribution channels;
- Testing of the new sales approach and optimisation;
- Coordination and coaching of the news sales partners;
- And much more.
International sales channel program
To get all the benefits from an international channel sales network it should be properly structured, documented and coordinated. Our services include working out a comprehensive channel development roadmap which works effectively for channel sales all over the world. Just take it, implement it and get positive results:
- An international channels sales program description book;
- Partner’s manual and sales guidance;
- Forecast reporting forms and rules;
- Deal protection approach;
- Partner recruitment checklists and much more.
International sales partners search
How to find a qualified reseller in a new region? And if you don’t speak the local language? Taking into account the current economic conditions, when travelling and exhibitions are restricted? That’s a challenge, but not for the GloBAS Group. We are helping our clients to find local partners via manual local searches, according to your preferred partner’s profile. We guarantee that we will find and provide you with a long list of potential sales partners in the chosen country, which contains 99% of all the companies working in the target sector. How does it works:
- We hold a discussion with you in order to create the profile of potential a successful sales partner;
- Our local project managers do a manual search and create an XLS database of potential partners;
- We contact all the partners on your company’s behalf , introduce your company to their top management and agree on detailed negotiations at an online or face-to-face meeting;
- From a whole variety of prospective partners in the market – you choose the best one for your company .
International sales partners coordination
Recruiting the right sales partners is just beginning of the long journey of business development in a new region. In all honesty, partners working completely unaided, with no additional support, motivation or negotiations required, sounds like a fairytale.This is where some form of participation from input manufacturers and vendors is really appreciated. We can orchestrate and manage sales locally on your behalf:
- Sales partners coordination and support in the local language;
- Deal protection to avoid any conflicts between the partners;
- Forecasting and sales planning to provide you with regional sales pipelines;
- Key account management – personal contacts with key end customers and users;
- Face-to-face meetings in the country, when required;
- Any marketing, PR, certification tasks for regional business development.
3 STEPS TO SET UP INTERNATIONAL SALES
Estimated length of the step: 1 month;
- Market volume and market trends estimation;
- Competitors’ presence in the region;
- Regional pricing policy of competitors;
- Potential certification needs and legal procedures;
- Target marketing events, exhibitions & fairs;
- Other questions about the region depending on your requirements.
Estimated length of the step: 2 months;
- Discussion and creating profiles of potential successful sales partners;
- Manually searching and creating an XLS database of potential partners;
- Ranking potential partners based on compatibility;
Introduction to potential partners:
- Creating a telephone discussion scenario;
- Follow up materials;
- Contacting potential sales partners on behalf of the client and introducing an offer of cooperation;
- Recording the feedback of each potential partner in an XLS database;
Scheduling and assistance in b2b meetings in Russia:
- Scheduling b2b meetings with the most promising potential sales partners;
- Personal assistance during the client's visit to potential partners and offering support during the subsequent meetings.
Estimated number of hours - from 30 hours/month;
TEAM:
- Dedicated project manager for daily communications (cold calling, simple tasks, reporting, localisation, etc);
- Senior project manager for project coordination, management and control. For key accounts negotiations (including face-to-face meetings);
- Vertical specialists available on request for working with marketing, PR, logistics, accounting, legal issues;
DAILY WORK:
- Personal communications with key accounts, including B2B meetings and project coordination;
- Lead Searching, cold calling prospective partners, proper follow upsin order to close a deal;
- Recruiting, controlling and motivating sales partners in the region, keeping in constant contact
with each partner, the support and coordination of their activities, assistance in daily operations; - Localisation, adaptation, production, and distribution of marketing materials.
Newsletters to customers and prospective partners. Participation in exhibitions and fairs etc. - Communication to local press, the writing and distribution of articles & press releases.
- Advertising
coordination, incl. Google Ads. Arranging local road-shows, training, demonstrations; - Providing weekly reports about the local situation and activities in the region.
Also including :
- Local business address
- Direct company phone line
- Shelf for marketing materials
Direct sales
Generating new customers
We can offer you the service of customer lead generation in a new region. This can be especially helpful when:
- Your projects are too complicated to be distributed via sales channels;
- You need to understand the feedback from the market, using a direct approach to end-users;
- You want to help your resellers with prospective leads
In this case, after a short training period, we may act as a part of your company for:
- Contacting potential new clients;
- Identification of regional business opportunities;
- Arranging meetings for detailed technical discussions;
- Coordinating sales processes and closing deals
With our help you’ll have direct access to projects, tenders and potential new clients in the region where we operate.
Representing your company
Often, in new regions, tasks are not only limited to searching for new clients, you also need to accomplish a lot of other tasks to really start developing sales. However the market might still be too unstable to establish a local legal entity and to recruit full-time staff. After a short training period, we can provide:
- A dedicated project manager for representing your company interests in the region;
- A senior manager for project coordination and control, as well as for key account management;
- A dedicated direct phone lineexclusively for your company;
- A shelf for marketing materials, local production and distribution of marketing materials;
- Covering all the daily communications with your prospective partners, established partners, customers, sub-contractors;
- Proactive approach tochanges in the local market.
Our dedicated project manager and senior manager will become part of your corporate team.
We work on an hourly basis, with the minimum recommended hours per month being 30.
Subsidiary outsourcing
This includes all the options from the ‘representing your company’ offer, but with subsidiary outsourcing, we will also take care of the legal entity of your company in the chosen country. We are able fulfil the following potential requirements:
- A local full-functioning legal entity;
- Local stock and deliveries;
- Local quality control and management;
- Arranging internal logistics and customs clearance;
- Arranging internal invoices and official financial documents;
We believe that the risks and costs of the above are too high to do it 100% on your own, with no support.
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