Doing business in Australia

The most important success driver for export market development is revenue as it helps fix all the liabilities of being a new company. Sales provides net cash flow, client collateral, market-based evidence, brand equity and risk reduction. But establishing client relationships in a different country is not a trivial task.

This short training module introduces the Strategic Sales Flywheel. The core of this concept is taking a learning approach to making sales with a new product in a new market. The session covers how to make complex B2B sales in Australia, including:

• What sales growth and conversion are possible in 3 years
• How the right customer value proposition starts the sales flywheel
• What options for lead generation need to be designed and tested
• Which pipeline metrics make sense for tracking complex sales
• How to influence customers to overcome their risk perceptions of new products
• What makes the difference between sustained growth and stalling

The webinar is organised by CTA, in collaboration with CapFeather, within the framework of ConnectEO project: “Connecting European Earth Observation to International Markets” (www.connect-eo.eu). ConnectEO is funded by the European Union’s COSME Programme (2014-2020) under the grant agreement No 951124