What We Do
From New York to LA, people are different.
The US is a big country, a mixing pot of different people and cultures. New Yorkers are famously brash, Mid-Westerners helpful, and Californians entrepreneurial.
Europe is not a federation (maybe one day), and her people are even more diverse, often with long and deep histories of which they are proud. To consider a Frenchman the same as a Brit would probably make Napoleon turn in his grave.
The dimensions of culture and how they affect our ways of interacting with one another have long been studied, and most often applied in the context of management consulting. How can a a French manager come to the US and lead his or her team effectively? How can a company in New Jersey establish a good rapport with their Hong Kong based suppliers?
We at the European Sales Agency have developed a framework specifically for salespeople selling internationally, mapping cultural differences across Europe and the US to help boost sales effectiveness.
We train on:
Org Values
How do people work in this culture? What do they expect from you?
Negotiation
What do people expect when talking price and contracts?
Rapport Building
How is trust built when doing business and how can you leverage this?
Decision Making
How important is hierarchy and who can influence deals?
Interest Signals
What kind of language or body language will someone use to react negatively / positively?
Closing
When is a commitment a commitment?
Persuasion Style
What reasoning style do people have andwhat information is needed to de-risk a purchase?
and more…
FAQs
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We start with a consultation session to discuss the target markets you’d like to get more business from. It’s important to bear in mind that Germany alone has over 80 million people - so we recommend trying to choose 2 or 3 countries max to start with.
Our workshops are then split into two parts:
Awareness Training. We train your team on where culture can affect the sales cycle, and get them thinking.
Specific Market Training. We bring our research to the table and train on specific steps your team can take to improve their results.
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Initial consultations are always run online. For the main training, we offer a choice between in person and online training.
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Depending on your target markets and the amount of time we will need to execute training, we will create a custom offer for you.
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Not yet!
If you wish to incorporate a business in Europe and launch a team on the continent, we can refer you to our partners. We currently do not cover the bureaucratic side of European GTM - tax compliance etc.
