Who Actually Decides Whether Your U.S. Deal Happens?
One contact is not a relationship. Find out who decides at a U.S. buyer, on what basis, and who loses if you win, before your next follow-up.
What Should Your First U.S. Hire Do?
Titles are nouns. Jobs are verbs. Write the verbs first. Read the job description your board just approved. Ten-plus years in the industry. Proven track record. Established network. Executive presence. Every line describes what the person should be. Not one line says what they will do in week one. Now picture the hire that description […]
You’re Not Selling to the U.S. Market. You’re Selling to One Person.
People do business with people – even across 340 million of them. Henrik has a booth. Paid for, aisle spot, next quarter, the biggest show in his industry. His product wins in Europe – cleaner numbers than anything the Americans run. His board wants to know why the U.S. pipeline is flat. And nobody has […]
Making Trade Shows Work for You: A Strategic Approach to Building Relationships in the U.S.
The hum of conversations, the shuffle of shoes on a packed expo floor, the hurried glances at name badges as people weave through the crowd. Trade shows are full of energy. Surrounded by all this activity, one question kept running through my mind at MD&M West in Anaheim: Is all this activity actually leading to […]