Selling in a Pandemic through a Trusted Network (Globinar Recap)

Posted by: Doug Bruhnke - Global Chamber on Friday, October 9, 2020

Global Chamber® featured 4 extraordinary members of the global tribe in a roundtable globinar that addressed how to be more effective and proactive with selling across metros and borders within a pandemic.

These leaders have been using successful strategies to connect to new business over the past 6 months. What are their secrets to success? How are they using their trusted networks to close deals? 

Watch the discussion HERE.

What sub-optimal behaviors does our panel see people making? It's a new day out here for better and for worse, and either way it's a new reality, and so let's share ideas to leverage virtual opportunities.

In addition Global Chamber® has a growing trusted network of over 40 million people around the world. As a member what are tips and techniques to leverage our trusted network to multiply success?

Expert Speakers

  • Lucie Newcomb - CEO/founder at NewComm Global Group
  • Larry Harte - Executive Director at Global Chamber® Cincinnati
  • Carolina Mello - Regional Alliance Manager at Safeguard Global
  • Cesar Trabanco - VP of Business Services at Global Chamber®

It was really educational and fun to hear each of the speakers contribute their tips and ideas, and there was significant agreement between them on the value of having and leverage a trusted network.

Lucie Newcomb talked about a higher bar for ROI these days and how to overcome that. She's a deeply connected expert on the global business side of things, and so she updated us on key factors in those markets. She also noted...

  1. Now is the time (during the pandemic) to nurture and go deeper with customers, prospects and partners - customer intimacy development, as it was once known. Good opportunities here.
  2. It is also the time to activate and re-energize trusted networks, forwarding brief, value-added opportunities and solutions and making key introductions on request (even though inundated). Counter-intuitively, it's also a good time to lean in a little bit as well for specific needs.
  3. Sales cycles are (much) longer now, as many customers are working from home and juggling kids with distance learning and other pandemic effects. As such, the bar for ROI is even higher than usual; likewise for business efficiencies.
  4. Relationship-building, nurturing and selling is an advanced selling level, not a path for dismissing sales metrics and skills. On the contrary, it's a time to sharpen skills and intent with augmented levels of sincerity, empathy etc.
  5. Attention, always challenged by the noise, is at an all-time scarce level. So being clear and patient, as gentle repetition, preferably accompanied by a value-added resource, may often be required. For example, "Here's an article on that technology you were researching, just in case you missed it. And, by the way, have you had a chance to review our proposal yet?"

Larry Harte talked about some of the key techniques that he and his team use.

  1. Emotion vs. logic. Build a relationship with clients and prospective clients to encourage their use of the heart to decide to move forward, defended and supplemented by logic... not the other way around.
  2. Qualify hard, close easier. Pick your prospects up front who are more likely to 'get it', and that makes closing much easier, too.
  3. Pick the right person. Be aware of who you need to speak with AND pick the right ones to make the decisions needed.
  4. Use a CRM system. Capture key information in the system and have a process to follow-up. He talked about how they rank opportunities as a 'top 40' and then follow-up with 10 every week.

Carolina Mello of Safeguard Global like our other speakers is deeply connected and she positions herself as a global business resource to her clients and prospects. That goes a long way to explaining her success in a tough market (Bay Area).

Carolina also uses a variety of network to stay engaged and active with her target market.

Finally Cesar Trabanco talked about the Global Chamber® and how we connect our global tribe to new clients, opportunities and resources. He talked about successes and tips to stay 'in the way' to attract new opportunities.

This week we also chatted more generally in a blog post about the value of a trusted network and how to leverage ours to help grow your firm. Read more here.

 

 

 

 

 

 

 

 

 

 

 

 

Speaker Bios

Lucie Newcomb - President and CEO/CMO at The NewComm Global Group. Lucie is President and CEO/CMO of The NewComm Global Group, Inc., a Silicon Valley-based international management consulting firm, specializing in Global Business success  and a founding Collaboration Partner of the Global Chamber of San Francisco. Focusing on the B2B Technology and Services sectors, Lucie builds client brands and revenue streams worldwide, including Emerging Markets. A former resident of both the UK and South Africa, she specializes in the EMEA and ASEAN regions, working with leaders, such as Cisco, IBM, Johnson & Johnson and the U.S. State Department, as well as startups and governments.

In addition to her role at NewCommGlobal, Lucie has been on the Advisory Board of Brand2Global, a leading global marketing and international brands conference, and is an active member of the Silicon Valley ecosystem with memberships in the Churchill Club, Women in International Trade and the United Nations Association. She has served as a mentor and advocate with the U.S. Department of State’s Global Science, Innovation and Technology program (GIST), TechWomen, 3Plus International and has advised accelerators in Malaysia and Kyrgyzstan. Lucie is a frequent public speaker, including SXSW, on Global Leadership, Marketing, Public Diplomacy and Global Business. She has been selected as a Women of Influence Honoree by the Silicon Valley Business Journal; a member of the U.S. delegation to the 2017 Global Entrepreneurship Summit; and an expert presenter for the esteemed U.S. Department of State’s Speaker Program. 

Larry Harte - Executive Director at Global Chamber® Cincinnati

Larry Harte graduated from Vanderbilt University with a degree in Civil Engineering.  He worked for companies ranging from engineering to sales and marketing and banking before entering the world of politics. After being elected to the Glendale, CO city council in 2002, Larry was mayor for eight years until he was term limited and returned to the private sector.  He continued to work in the community as the CEO of the chamber of commerce and to lead economic development efforts for the city.  Noteworthy projects included new land use and redevelopment, decommissioning a wastewater treatment plant, integrating fire departments, creating a city center, and building a rugby stadium.  These experiences helped place him into a variety of consulting roles - most recently as the COO of a construction company.  He is well known for his collaborative leadership style and his results oriented approach to solving problems. There are not many people with Larry’s experience in government, non-profit management, and for-profit business.  It’s this collective experience combined with his passion for building relationships and helping companies thrive that fuels his interest in Global Chamber.

Larry served on the Boards of the Denver Metro Mayors Caucus, YMCA, Livewell Colorado, the Kaiser Permanente Colfax Marathon, the Four Mile Historic Park, and the Better Business Bureau, as well as the Symmes Township Finance Committee. Architecture, music, health, soccer, and bike riding are among his interests.  Larry and his wife Heather met in 7th grade. They have two high school children.

Carolina Mello - Regional Alliance Manager at Safeguard Global. Carol is the Regional Alliance Manager for Safeguard Global based out of San Francisco Bay Area. She works with all size companies in all industry verticals expanding globally and sourcing international talent. Advising and getting their global contractor workforce compliant and providing education and mentorship on developing go to market strategy for foreign markets. Carol has worked in the global cross-border field throughout her entire career. She has extensive experience in doing paralegal work for US work visas, opening foreign entities, managing international vendor sourcing and vetting, global mobility, tax equalization, account management, international payroll/HR operations and global compliance. She has been guiding companies on common pitfalls while establishing international operations and how to avoid costly mistakes and liability while entering foreign markets. On her spare time, she enjoys long distance running and traveling around the globe.

Cesar Trabanco - Vice President of Business Services at Global Chamber®. With over a decade of administrative, operational and leadership experience in different types of environments that range from international non-profit organizations to private corporations, Cesar has focused on international business and trade with significant input to the service sector. Specifically, he has worked on market development and service management for Latin America and Europe. Cesar's work with Global Chamber® has allowed him to interact a lot more with markets like Asia, Africa and North America as collectively the team is in process to build the first truly global business community. Back in Puerto Rico, his main goal is to put the island on the map of global business and to open more opportunities for the improvement of the economy there during the years to come.

Moderator: Doug Bruhnke - Founder/CEO of Global Chamber®. Doug is a global entrepreneur dedicated to helping members of Global Chamber® reach new markets across metros and borders. He is a two-time expat with Dupont in Tokyo and Singapore with over 30 years of global business experience in nearly all countries and segments. Doug is a regional advisor for U.S. Global Leadership Coalition and a member of collaborating international groups including the Arizona District Export Council. He has a B.S. in Chemical Engineering from University of Utah and an EMBA from Michigan State University.

 

 

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