Tips for Generating Technology Sales in Europe

[Michael Kelly]

Tips for Generating Technology Sales in Europe

Ridge Consulting Newsletter: February 2008

European Technology Markets Are Growing, But....

How Can You Sell to Them?

While North American Markets are significantly slowing, those in
Europe continue to grow, many at a rapid pace. As a specialist
consulting company focused on helping technology companies
increase their global sales, Ridge Consulting brings you the
following "tips" to help you increase your pace of sales
throughout Europe.





Tip 1: Think Local



The greatest challenge in selling to Europe is just how
heterogenous the marketplace is. Europe is a smorgasbord of
cultures and languages, and each market must have a marketing
campaign developed specifically for itself. Many technology
companies choose to partner with local resellers to get the most
out of their marketing results.  This brings us to our next tip.



Tip 2: Partner Locally

The failure rate on sales and marketing campaigns increases
dramatically when campaigns or sales efforts ar run from a
single source. Local marketing partners and resellers understand
the culture and have the local contacts. Use them.



Tip 3: Integrate Your Campaigns

The most effective sales and marketing campaigns combine multiple
tactics, such as direct mail, telemarketing and email marketing.
Over time this creates strong brand awareness and builds trust
with prospective accounts. It is important that these campaigns
are not "one-off", but are part of a relationship marketing
campaign.

Tip 4: Relationship Marketing is Key

European technology buyers are often overwhelmed with single
messages fom technology companies who they never hear from again
. They key to successful technology sales in Europe is to build a
relationship with propsepvtive customers over time through
structured, consistent marketing tactics in their local
languages.

Thank You !

We hope you enjoyed this newsletter. If you would like to discuss
how we can help your company increase your technology sales
globally please email us at:

[consulting at ridgebusiness.com]

www.ridge-consulting.com
[http://www.ridge-consulting.com/]


About Us

Ridge Consulting specializes in helping technology companies
increase their business-to-business sales worldwide.

>From major blue chip technology companies, to fast growth niche
oriented software companies, we provide solutions that help them
accelerate their sales.

Our services range from sales consulting, sales process
improvement, telesales, market research, email marketing,
direct mail, channel support and direct sales.

Contact us today and learn about how we can help you increase
your sales tomorrow.


Ridge Consulting, Technology & Business Centre, GMIT, Dublin Road
, Galway, Ireland.

Email:  [consulting at ridgebusiness.com]   Web:  www.ridge
-consulting.com [http://www.ridge-consulting.com/]

Telephone: +353 91 444124.



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