Antonio Pagan, Global Sales & Exports Leader for 20+ years, an export manager at Gustav Wolf, shares insights on the importance of exporting for SMEs, strategies for successful market entry, and the significance of understanding cultural differences in international business. He emphasizes the need for trust and relationship-building with distributors, the role of language in negotiations, and the impact of technology and AI on sales processes. Antonio also discusses the challenges of managing distributor relationships and the importance of data and reporting in sales management.
Chapters:
00:00 Introduction to Export Insights and Antonio Pagan
02:48 Strategies for Exponential Growth in Exports
07:06 Cultural Differences in International Business
10:10 Building Trust and Relationships in Sales
13:21 The Importance of Multilingualism in Negotiations
16:11 Entering New Markets: Strategies and Considerations
19:36 Managing Distributor Relationships and Challenges
26:52 Navigating Distributor Relationships
28:22 Cultural Dynamics in Global Business
30:27 Standardizing Sales Processes Across Regions
35:30 Motivating International Sales Teams
39:18 Effective Team Meeting Strategies
45:44 Embracing AI in Sales
49:22 Preparing for Future Disruptive Trends
53:11 Starting the Export Journey
55:36 Key Strategies for Successful Exporting
Keywords: exporting, international sales, market entry, cultural differences, trust, distributors, AI in sales, business strategy, elevator industry, global trade
Hosted by Vasko Karangeleski, linkedin.com/in/vaskokarangeleski
The Exports Insights Podcast is brought to you by ScaleUp2 (dbrulz OU), supported by Brulz.com.
Follow us on Instagram, Facebook
Join our LinkedIn Newsletter
Exports Insights Podcast episode with Katerina Smiljkovic, an expert in intellectual property. Discussion on the importance of intellectual property (IP) for businesses, especially in the context of international growth and exports. Katerina breaks down the different types of IP, including trademarks, patents, and trade secrets, and emphasizes the need for businesses to align their IP strategy with their overall business goals. The conversation covers practical steps for protecting IP in foreign markets, the significance of trademarks, and the role of IP in attracting investors. Katerina also highlights the importance of due diligence and understanding licensing agreements, especially in the software and digital rights space. The episode concludes with advice for small and medium enterprises (SMEs) on how to effectively navigate the complexities of IP as they expand globally.
Chapters:
00:00 Understanding Intellectual Property Basics
05:04 Connecting IP Strategy with Business Goals
08:38 Trademark Protection and Its Importance
12:27 Navigating Patent Protection and Risks
17:02 Software and Digital Rights Protection
22:01 Licensing and Open Source Considerations
26:15 Investor Perspectives on Intellectual Property
28:32 Key IP Clauses in International Agreements
31:48 Franchising and Intellectual Property Requirements
35:57 Essential IP Checklist for SMEs
37:08 Resources for IP Advisory and Education
Keywords: intellectual property, IP strategy, trademarks, patents, copyrights, SMEs, international business, digital rights, licensing, trade secrets
Hosted by Vasko Karangeleski, linkedin.com/in/vaskokarangeleski
The Exports Insights Podcast is brought to you by ScaleUp2 (dbrulz OU), supported by Brulz.com.
Follow us on Instagram, Facebook
Join our LinkedIn Newsletter
Meet Hugo Samengo-Turner from Ortus Studio agency, specializing in signal-based outbound helping B2B growth.
Listen to the shared effective strategies for B2B client acquisition, the importance of targeting niche markets, and the intricacies of cold email outreach. Hugo shares insights on the client onboarding process, success metrics, and the significance of understanding client sales processes, as well as hot to reach business where people already thing about your solution. Most B2B companies waste their best sales talent on prospecting work, but £100k closers shouldn't be doing £20k research -> the key to successful go-to-market isn't creating demand, it's finding companies that already have it. For all B2B business, especially SMEs looking to enter new markets and the importance of aligning sales processes with client expectations.
Chapters
00:00 Export Insights Podcast, with Vasko Karangeleski
00:52 Understanding Ortus Studio's B2B Services
03:10 Client Engagement Process and Market Targeting
05:36 Defining Success Metrics and Client Expectations
08:56 Case Study: Cold Email Strategies in Defense Sector
13:32 Ideal Customer Profile and Sales Alignment
18:29 Understanding Client Needs and Value Drivers
22:34 Crafting Effective Messaging Frameworks
23:55 A/B Testing and Email Strategies
25:29 The Importance of a Clear Sales Process
27:57 Examples of Good and Bad Outreach
32:52 Identifying Ideal Clients and Market Entry Strategies
37:12 Outro Exports Insights Podcast
Keywords: B2B, client acquisition, cold email, sales processes, business growth, email outreach, success metrics, buying signals, ideal customer profile.
Hosted by Vasko Karangeleski. The Exports Insights Podcast is brought to you by ScaleUp2 (dbrulz OU), supported by BRULZ.
http://www.exportsinsights.com
Follow us on Instagram, Facebook, LinkedIn, Youtube @exportsinsights
In this episode of the Exports Insights Podcast, Vasko Karangeleski interviews Floris Jansen from Vectify, a company dedicated to helping print and promotional product businesses acquire new customers.
Floris shares his journey of starting Vectify, the challenges faced by his clients, and the importance of a tailored tech stack. The conversation delves into measuring success through revenue and KPIs, the significance of CRM systems, and the role of AI in enhancing outreach efforts.
Floris also discusses his nomadic lifestyle as an entrepreneur and offers valuable advice for SMEs looking to enter new markets.
In this episode of the Export Insights podcast, Katya Tarapovskaia from Youstellar.com discusses the intricacies of Account-Based Marketing (ABM) and its application in helping SaaS businesses expand into new markets. She explains the importance of targeting in-market accounts, the role of AI in identifying potential clients, and the significance of a personalized approach in marketing strategies. Katya also shares insights on measuring success, the ideal client profile for ABM, and the challenges companies face when entering new markets, particularly in the EMEA region. The conversation emphasizes the need for agility, testing, and the right technology stack to enhance marketing efforts.
Chapters
00:00 Exports Insights, with Vasko Karangeleski
00:20 Introduction to Account-Based Marketing
02:12 Understanding Account-Based Marketing (ABM)
05:02 Measuring Success in ABM
08:34 Identifying Ideal Clients for ABM
10:42 Case Study: ABM in Manufacturing
13:53 Market Entry Strategies and Localization
16:22 Choosing the Right Channels for Outreach
18:55 The Importance of Human Touch in Marketing
22:24 Challenges in Market Expansion
24:47 Differences in EMEA Markets
27:09 Key Advice for Market Expansion
29:02 Tech Stack for Effective ABM
32:04 Outro Exports Insights Podcast Creative.mp4
Keywords
Account-Based Marketing, ABM, SaaS, Market Expansion, Sales Strategies, AI Solutions, In-Market Accounts, Marketing Tactics, Client Collaboration, EMEA Markets
The Exports Insights Podcast is brought to you by ScaleUp2 (dbrulz OU), supported by BRULZ.com
More information available on www.exportsinsights.com