Helping Irish AND PORTUGUESE tech companies succeed on a global stage
The global market is more accessible than ever
You know your solutions are ideally suited to a global audience
But selling abroad isn’t as easy as you’d imagined
Exceptional global opportunities for Irish and Portuguese tech companies
There’s no doubt that from a business point of view the world is getting smaller by the day. Developing tech solutions that appeal to an international market is arguably easier than it has ever been. The opportunities for forward thinking Irish and Portuguese tech companies to sell to overseas right now are mind-blowing.
The doors are open in Northern Europe, North America and China
It’s easy to see why you’re attracted to sell to clients in the likes of Northern Europe, North America and China. Success in any of these markets could take your tech company to a whole new level. You know you have the right product to fit the market need, you’re in no doubt that the price is right, it’s just a question of nurturing the client along their buying journey.
Are you overseas-trade-ready?
When you trade overseas, nurturing the client along their buying journey is a different ball game than it is at home. You’re acutely aware of the need to be culturally correct. You read the right books, attend the right training courses and prepare yourself as well as you can. But when you get face-to-face with your overseas clients, it’s not always plain-sailing.
Being fast thinking conceptually and tech savvy are essential for overseas success but alone they’re not enough. Selling successfully overseas calls for the right approach for the right country. If you want to get it right, you’re in the right place.
Boost your chances for overseas success with a FREE Intercultural Customer Acquisition and Retention Chat.
Selling overseas needn’t be complicated
Most people who struggle with selling overseas get it wrong because they presume it’ll be the same as selling on home ground. That’s completely understandable. After all, your client’s needs are more than likely the same; your solution is more or less the same and the outcome the same. However, the client journey and expectations are usually completely different. When you are selling overseas, being aware of these differences and prepared for them, you’re a whole lot more likely to succeed.
Talent optimisation can be tough if you don’t have the right approach
Getting the most from your people is never easy. It’s not enough to help just one person, the improvement must also contribute to reaching the organisations goals. Done well it creates high-performing, productive and passionate employees who feel proud to work for their organisation.
Jane, an American selling to a French client
Jane is a sales manager in a global financial services company. She’s considered to be a precise, simple and clear communicator on her home ground. However, even though she was well-versed in French culture, when she first started to sell there, her communication failed her desperately. Her direct approach didn’t work with her French client, who needed a more nuanced and layered approach. With the right support, Jane could have navigated the international communication arena a whole lot better and avoided this frustration and disappointment.
Ben, who’s based in Ireland selling to a German client
Ben is COO of a high tech Irish company and is used to his presentations being well received and complimented in his home country. However, when he presented in Germany, he was challenged in a way he didn’t expect. He was left feeling incompetent and unprepared even though he’d invested more than usual to get it (what he thought was) right. This happened because his audience was more used to focusing on theory first and then the benefits. This meant they asked him questions that really threw him. Like Jane before, with the right guidance, Ben could have avoided this pain.
John, an English Engineer selling to a telecom company in China
John is an engineer from England in the telecoms sector and was left feeling confused and lost when his potential client in China didn’t respond directly to his emails. Despite what he thought was a sound and trusted relationship, John’s contact in China never replied to him directly, instead channeling everything through his boss. This made him feel that his reputation as a professional and effective communicator was in question. The negative impact of this experience even infiltrated his local, domestic performance. All of this could have been avoided with the right Cu-IQ guidance and support.
Giani, an Italian IT consultant presenting to Americans and Europeans
Giani is an Italian IT consultant who was called upon to update a mixed cultural team which included Americans and Europeans. His thinking style, like quite a lot of Europeans is deductive. This means he tends to focus on concept and theories. This didn’t go down well with the Americans in the audience because they are wary of theory and generalisations. They consider that approach to be too unrealistic and/or too abstract. They wanted experiences, cases and scenarios. With the right intercultural preparation and planning Giani could have avoided this missed opportunity.
Talent optimisation can be tough if you don’t have the right approach
Getting the most from your people is never easy. It’s not enough to help just one person, the improvement must also contribute to reaching the organisations goals. Done well it creates high-performing, productive and passionate employees who feel proud to work for their organisation.
If you’re determined to succeed abroad, reach out and let me help you.
Solutions
Every journey to success starts by looking closely at where you are now and where you want to be. When we work together, we create a snapshot of your intercultural successes and failures/opportunities and threats. The findings will be your blueprint for the way ahead and it’s you who decides whether you implement the actions alone or whether we work together.
Once you know what you need to do to achieve the results your company wants overseas, I’ll work with your key international players individually or in groups so they’re pitch-perfect for the task ahead. This process typically focuses on awareness, knowledge, strategy and actions and leaves you ready to convert your foreign clients effectively and confidently.
Even with the right preparation, when the time comes to go and pitch abroad, it can be a scary experience. That’s why I provide a remote support service. Knowing you have all the support you need reassures you when you leave. If you find yourself unexpectedly short of courage prior to a presentation or in need of a sounding board after a meeting, I’m here.
What are you waiting for? If you’re serious about success abroad, now’s the time to take action.
A bit about me
Sharon Dehmel - Irish born, multi-lingual - Italian & German, ACII, MBA qualified consultant, coach and trainer with a fascination for intercultural leadership, talent development and optimisation.
With experience in a range of business environments, I have witnessed first-hand the potential for misunderstanding, frustration, loss of business opportunities and failure due to a lack of strategic intent both at individual and organisational level.
What's important for me
- Results
- Flexibility
- Process
- Client-centered
- Accountability
Testimonials
Latest Articles
Uncertainty
What I am really asking you, is how tolerant are you of uncertainty? The reality is that some people perceive the uncertain elements of cross cultural situations as being threatening, ‘not knowing’ makes them uncomfortable. Communicating and collaborating with people...
Negotiating Across Cultures
The process of negotiation with your international client is not always linear, it varies depending on their cultural framework. Often it feels more like a dance where you take one step forward and three steps back. Or the same few steps can be repeated over and over...
Resilience short cuts
One of the key competencies I like to focus on with my clients is the capacity to recover quickly from adversity. There are lots of suggestions out there from exercise to positive self-talk. But which one is the best? Which one is the right one for me? I don’t know...
8 simple steps to help you succeed on a global stage
Get immediate access to my 8 Steps to Overseas Success to help you pinpoint what you need to focus on so you’re sure to play a blinder on the international stage.
We respect your privacy and data. Your contact details will never be shared with any third party and we will only communicate what we believe could be of value to you.
8 simple steps to help you succeed on a global stage
Get immediate access to my 8 Steps to Overseas Success to help you pinpoint what you need to focus on so you’re sure to play a blinder on the international stage.
We respect your privacy and data. Your contact details will never be shared with any third party and we will only communicate what we believe could be of value to you.
Who I've Worked With
Let's Chat
Mobile - Portugal: +351 926 591 118
Mobile - Ireland: +353 087 180 3986
Skype: Sharon Dehmel
