500 East 4th Street, #561, Austin, TX 78701
500 East 4th Street, #561, Austin, TX 78701
“Nothing happens until a sale is made” was the credo of long-time IBM president Thomas J. Watson Sr. At first glance, this statement seems rather simplistic, but there is no doubting its truth, because ultimately that is what it is all about: generating revenue by making a sale! And to make a sale, a company needs customers. Strategic selling is both skill and science, but distribution is a precisely plannable matter that is subject to local conditions. This is also where most of the problems of international branch offices lie, because setting up a branch office in the U.S. does not mean that anything has been sold. Without customers and without recurring sales revenue, a foreign business in the U.S. will not make it.
Prospects are turned into paying customers by building structured, repeatable systems rather than relying on ad-hoc outreach. It’s imperative to clarify your ideal customer and positioning, then set up lead-generation channels and build a sales funnel and pipeline structure. Other considerations are implementing tools such as CRM and automation setup, creating outreach and follow-up systems, and improving conversion rates. Through metrics, reporting, and optimization, we help you build a scalable system.
AI-driven cold emails are not enough to turn opportunities into sales. By improving focus, process, and execution, we add real measurable value to a company’s sales prospecting. We drive impact by sharpening the ideal customer profile (ICP), building repeatable prospecting systems, and most importantly, upgrading messaging so it is authentic and credible. Beyond just advising, we build systems, improve skills, carry out prospecting, and drive measurable pipeline growth.
Diverse sales channel strategies lead to a multiplier effect, better traction and increased market share. We help clients identify how revenue will be generated, scaled, and sustained, and clarify the right channel strategy and channel partners. This often includes defining channel roles (e.g. direct, partners, and marketplaces) and aligning channels with customer segments and buying behavior.
If you are selling products and services, you must be able to show them to potential buyers. Getting in front of buyers is key to successful selling in the US. We reframe the customer’s problem, tailor the story to the audience, and translate features into business value. By acting more as trusted advisors than sellers, we help create a vision of success by running discovery-driven demos, building business cases in real time, handling objections strategically, and facilitating decision-making. We are capable of handling technical product demonstrations on behalf of foreign clients as well as training up their dealer networks.
You don’t win deals by convincing a single buyer – you win by aligning all the key decision influencers, each with different priorities. It’s less about pitching and more about navigating decision dynamics inside an organization. Mastering strategic selling is vital for technical sales and complex deals, which require a compelling argument around the economic value of products or services. Miller-Heiman techniques address the main buyer roles and emphasize understanding the customer’s needs and decision-making process. We put these techniques to work to ensure our clients are effective in closing sales.
The biggest value isn’t “finding the right price,” but building repeatable pricing capability within the company, which leads to sustained growth. This can be achieved by diagnosing where money is left on the table, by redesigning the pricing structure, such as introducing tiered pricing, bundles, or subscription models, or simplifying overly complex pricing that confuses customers. Data and experimentation can be brought into pricing as well as improved internal execution, such as properly training sales teams to defend pricing and reduce discounting. It is always important to connect pricing to strategy and positioning to reflect how the company competes.
Getting to the negotiating table is key. Often foreign companies struggle to create value and trust with local US buyers. We help our clients shape the right strategy, process and psychology of the deal. We take the lead in developing compelling sales arguments, economic value and most importantly, trust with buyers. Successful negotiations result in building partnerships where both parties win.
The biggest impact comes from aligning strategy, processes, data, and technology – not just one of them. We help clients go beyond just implementing a tool and instead improve how their organization understands, engages, and grows its customers. To make CRM a growth engine and not just a database, we help define customer segments and define personas. The entire customer lifecycle is systematically mapped, areas of revenue loss are identified, and CRM objectives are strategically aligned with key business outcomes, including growth, retention, and lifetime value (LTV).
This is exactly the reason why we tailored our consulting services to focus on sales enablement and deployment. We not only help our clients to set up an entity in the U.S., but also to develop and execute sales and distribution activities. In many cases, we directly represent foreign brands in the U.S. and handle all sales and distribution matters. This includes not only optimizing the business model and its processes, but also thoroughly planning and implementing investments in technology, building out the sales channel network, managing accounts and customer relationships, attending trade shows and conferences, hiring the right sales teams, and taking responsibility for P&L.
We achieve this with a team of senior level consultants who have a background in technical sales and new business development across diverse industries. We are effective in prospecting and lead generation activities, building a pipeline of opportunities, implementing pricing strategies, and handling sales negotiations for our clients.
The best place to start a business in the United States is in Texas. For the last 21 years in a row, Texas has been ranked by Chief Executive Magazine as the Best State for Business. Texas represents a massive economy – the 8th largest in the world. It is truly the best “Scale-Up State” with the most Fortune 500 headquarters at 55 and growing and with the most newly expanded corporate facility projects for the last 13 years in a row. Texas boasts many
Our firm consistently delivers superior results to our clients because our foundation is built on experience, excellence and trust. These values create confidence and reliability among our clients who feel that their expectations will be met or exceeded.
We have an international team of competent advisors across the U.S., Europe and Asia. They bring many years of experience in handling a wide range of bilateral trade, market entry and business development issues. Nearly all have worked across multiple industries, know the key sectors and have valuable contacts in the U.S., Europe and Asia. Thanks to the international focus of our teams, we are able to conduct business across borders and cultures, helping you achieve success with market entry and expansion. Drawing on this experience, we work in a targeted, fast, and performance-oriented manner. For us, the job is only done once we have delivered on our promise.
The common denominator of our success is a consistent pursuit of the highest standards, exceeding ordinary expectations, and delivering superior results. We are committed not only to meeting our clients’ expectations through KPIs and agreed targets, but have also defined excellence in both execution and results as the foundation of our work. Based on this foundation, we have been successfully helping our clients with U.S. trade, market entry and growth strategies in international markets for many years.
All we truly have is our reputation. That is why we firmly believe in integrity, reliability, honesty and resolve. We are committed to this reputation, and therefore your goals are also ours: we succeed only when you succeed. We are in the same boat, steering together in the same direction toward the same goal—your sustainable marktet entry and business success in the U.S.! This does not occur simply once you have landed administratively, rather it becomes real only when your business begins to show the signs of success - when your brand management, market share, revenue, and all other business indicators move in the right direction.