1. Sales
tigers
18/01/2013
training at AIESEC by Inese Manguse

2. VS

3. Market Export
Intelligence: Intelligence:
Export partner
Understanding attraction, export
the market, Sales management
Intelligence
International Market Development

4. In short
GatewayBaltic is the leading Market and Export Intelligence
provider in the Baltic states.
We add intelligence to our clients and help them to grow and
develop into international markets.
Markets:
Baltic states: Latvia, Lithuania, Estonia
Nordics: Sweden, Norway, Finland, Denmark
EU: Germany, Austria, France, UK, Spain and other
EU
Eastern Europe: Poland, Czech Republic and other
CEE
CIS: Russia and Belarus
We have served over 300 clients in their international
market development.
Partners:

5. Finnish market
expert
Market competences
Scandinavian market Baltic
expert team
United Kingdom and Russian and
Ireland market Belarusian market
expert expert
GatewayBaltic has
developed a network of Dutch market expert
Eastern Europe
local market consultants market expert
supporting our clients
with market German and Ukrainian market
intelligence, market Austrian market expert
expert
entry and market
French market
expansion services expert
Spanish market
Portuguese market expert
expert

6. Clients
A wide range of Market Intelligence projects for Export Intelligence clients are companies interested
companies interested in the Nordic, Baltic in new markets. The service range from partner
states, Germany and Russia. attraction projects and export sales management to
other action-oriented export activities.

7. Client: Emils Gustavs Chocolate
Sweden/Finland/Denmark| Chocolate producer
Task: Identify potential partners for sales of exclusive chocolate
Defining the partners: PARTNER Identification RESULT
- Importers of chocolate products Identified 17 companies in Four day visit to Swedish market
Sweden. was organised in May 2009 to
• Exclusive chocolate producers
After communication with these meet with 8 companies.
• Advertising agencies companies, 8 companies showed GatewayBaltic assisted during
interest in the meeting in the visit.
Sweden and further In August, the company received
communication. the first order and now Sweden
is their largest export country.
In June 2010, Emils Gustavs
went to Finnish market to meet
6 potential partners, and in
September 2010 they have
delivered the first order to
Finland.

8. Client: VOKE III
Norway| Kitchen, bathroom furniture
Task: To attract potential partners in Norwegian market
Defining the partners
-Housing developers Partner search Result
- Construction companies Overall 22 companies were Trade mission to Norway was
selected in Norwegian market. organized to meet 8 potential
- Loghouse and panel house cooperation partners and
builders After communication, 8
companies have expressed discuss the possible
willingness to meet with the collaboration in the near
representatives. future.
As a result of the project Voke
III has done the first delivery
to Norwegian market.
Feedback from client:
”We really appreciate our cooperation and
in our opinion Your company is in much
higher league than other consultant
services. The business meeting in Norway
was very useful; companies are willing to
cooperate with us in the future.”

9. Calling tips
out of GatewayBaltic experience

11. Prepare
• Make a list of potential partners (clients?)
• Read and learn about the company - how
can AIESEC product benefit them?
• Prepare letter template, proposal
• Take a list in front of you and go!
But do not forget to organize
your work and time!

12. First Call
Once a person exists, it it POSSIBLE and you
CAN reach him!
Just a small thing such as a GateKeeper.
1) Make friendship
2) Be assertive
3) Drip
4) mix the last number,
5 try different time
6 find out the contact person from other companies

13. First Call

14. I have to do... I choose to do....
I have to finish until.. When can I start?
It's a huge work.... I can divide my work in many
smaller processes
I have to be perfect IDraft is a good option in order to
understand, what should be
improved
I don't have a time for relax I have to plan my breaks better
No one is waiting for I make HR manager's
my call life easier

15. How would you describe an ideal first
call?
After which would follow INTEREST +
MEETING
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16. First Call
Just like "impossible", "cold call" is not in our
dictionary
It's your FIRST DATE

17. Cold calling principles
1. Call person in his/her name
2. Refer to something - history, past event, publication.
Explain how did you came to them
3. Show your knowledge about the company you are
calling to
4. Only here you can start introducing yourself
5. The key proposal - sell the meeting!
6. Summary

18. First power questions:
HR
- Do you offer internships?
- Do you have trainees from abroad?
Marketing
- Are students one of your target auditorium?
- Does x supports external events/ CSR
activities?
Mandatory set of questions:
- Make sure you can record Name, Surname and Position
- Can I call back after 3 days to get to know your thoughts?
- May I ask for your direct phone
(you have to give a try)!

19. And then:
Work with CRM
Follow up after 3 - 5 days
Do not forget your promised follow-up
http://www.youtube.com/watch?v=Pnph3rzi-Wo

20. Second Call
"Ohhh... it's a piece of cake"
You are selling a MEETING! But by the way - real sales starts when you receive
"NO". Any other cases are just lucky coincidences and doesn't bring as much
pleasure as if you have had real NEGOTIATION.

21. Second power questions
- Would this product/ event fit to your strategy?
- How can AIESEC become your partner?
Out of GatewayBaltic experience...
- "X" is having a business trip to Sweden after a month. I
propose to schedule a meeting with him/ her, what would
you think?

22. Sales is nothing more than
a number game

23. ?