Helping Irish AND PORTUGUESE tech companies succeed on a global stage

wtfdivi014-url1

The global market is more accessible than ever

wtfdivi014-url2

You know your solutions are ideally suited to a global audience

wtfdivi014-url3

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.

Acquiring and retaining overseas clients can be tough if you’re not prepared

Reaching out to an international market for the first time is never easy. Some people read books, go on training courses and study online to hone their intercultural skills, but still get it wrong. There is no need to get it wrong. With the right guidance, we can all get it right. Here are just some of the situations I’ve come up against that I can help you avoid.

USA/France Flag

 

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.

Irish/German Flag

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.

GB/China Flag

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.

 

It/US/Eu Flag

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.

Acquiring and retaining overseas clients can be tough if you’re not prepared

Reaching out to an international market for the first time is never easy. Some people read books, go on training courses and study online to hone their intercultural skills, but still get it wrong. There is no need to get it wrong. With the right guidance, we can all get it right. Here are just some of the situations I’ve come up against that I can help you avoid.

USA/France Flag

 

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 considered herself well-versed in French culture, when she first started to sell there, her communication failed her desperately. His 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.

Irish/German Flag

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.

GB/China Flag

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.

It/US/Eu Flag

 

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 distrust 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.

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.

Prices from €750

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.

Prices from €240

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.

Prices from €240

What are you waiting for? If you’re serious about success abroad, now’s the time to take action.

A bit about me

A multi-lingual, Irish-born, MBA-qualified consultant, coach, trainer and teacher, my fascination for everything intercultural developed and grew during my 16 years living overseas where I have dealt with cross cultural differences daily.

With experience in a range of business environments, I have witnessed first-hand the potential for misunderstanding, frustration, loss of business opportunities and failure to meet deadlines when people don’t fully connect because of cultural differences. That’s why intercultural excellence is at the core of everything I do.

My personal journey, my MBA, my business coaching training and general business experience, alongside my DISC Personality Profiler status mean that I can transform your intercultural success. This combination of extensive toolkit and experience means I can help you grow and develop in ways you never expected to.

Testimonials

“Taking advantage of Mrs Dehmel’s competences int the business world, we have had the right suggestions about our approach to doing business:  the Anglo-Saxon approach, synthesising and focusing an argument taught us how being incisive even when we speak Italian, thus enhancing our overall abilities.  Our opinion is more than simply positive: talented, communicative, spontaneous and openness make her a precious partner for our job.”

Roberto Coronat, Farmaforniture, Italy.

“Mrs Sharon Dehmel led an informative and stimulating workshop on cultural awareness, the event was valuable, interesting and stimulating.”

Peter J. Stoddart, MBE. Lt Col Chief Training Branch. NATO Communications and Information Agency, NCISS – Training Branch, Italy.

“In every session she has challenged me to step out of my comfort zone and to plan and take the actions I have needed to be able to keep moving forward. Sharon is a fantastic coach and has often offered me the opportunity to work through exercises that have helped instil a great deal of confidence.”

S Hart, UK.

“Thanks a million Sharon for everything. It was such an interesting morning and the attendees we spoke to really enjoyed it, as we did.”

Rosemary Ward, Business Consultant, South East BIC, Ireland.

“Thanks so much, Sharon! It was such a pleasure to meet you! What a brilliant workshop!”

Aisling O’Neill, PhDManager, ArcLabs Research & Innovation Centre
Waterford Institute of Technology West Campus, Ireland.

“Thank you for a wonderful workshop yesterday.  It was really engaging, and I learned a lot – it really was thought provoking.”

Aidan Shine, CEO, South East Business & Innovation Centre Ltd (South East BIC),Ireland

Latest Articles

Resilience short cuts

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...

read more
It’s their fault, or is it?

It’s their fault, or is it?

I became interested in culture as I witnessed and experienced time and time again people pointing the finger of blame at others for their failures to connect, achieve results, perform. Despite the extensive research and advise on overcoming cultural differences we...

read more
Easy way out but not the best one

Easy way out but not the best one

Five months in Lisbon now and I still struggling to speak the language. I understand a lot when I read it but when it comes to talking it’s something else entirely. I pride myself on the fact that I speak Italian and German but I don’t remember them being so hard to...

read more
Who is in control, you or them?

Who is in control, you or them?

Epictetus, one of the great Stoic philosophers taught that although life may be subject to constant change, we as human beings are ultimately responsible for how we interpret and respond to those changes. Having spent 18 years living and working abroad, two different...

read more

Let’s Chat

WhatsApp/FaceTime/Mobile: +39 3386 376220
Telephone: 00 351 926 591 118

Skype: Sharon Dehmel