For whatever reasons, many North American companies seem to believe that their partner’s sales staff can sell complex products based only on reading flyers. Yet they invest heavily in training their own sales teams.
The best partners or distributors will demand sophisticated partner sales tools, portals or regular marketing in international markets. They won’t sell something they don’t understand or is not supported. Period.
One of the top reasons why companies fail at selling through international partners is a lack of trust, a lack of support and a lack of transparency. At a minimum, you should have ALL of your international partners listed front and centre on your website for lead generation!
Be sure to build out sales training capabilities and marketing for every new market you enter. Exportspark can perform a review of your current sales and marketing and even do surveys or communicate with partners to determine issues that are preventing sales and how to optimize your international sales.
Contact Exportspark today to set up a discussion on your international partner program!