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.
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