In this episode, Ellis Campbell, Head of Enterprise Sales Selligence sits down with Thomas Sutton, Director of Global Strategic Accounts at NCC Group to talk about the ins and outs of international selling.

Thomas gives us a rundown of his experience having moved to America to head up Global Strategic Accounts, as part of which he sells prodominently across the US. As a brit currently working in the US, and having sold across the globe with NCC Group for more than 10 years, Thomas shares valuables lessons learned and advice.

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TIMESTAMPS

01:30 - Introduction
02:50 - Thomas' experience
04:50 - How do you approach different cultures?
07:50 - The affect of Covid on cultural differences
09:30 - As a Brit, do you find is more difficult or easier selling in the US?
14:20 - Understanding cultural differences years after moving country
16:15 - Find success first and then replicate
18:30 - How did you deal with the difference in working hours selling into the US from the UK?
22:00 - It's your responsibility to understand the cultures you're selling into
23:00 - How do you deal with the legal differences when selling internationally?
26:30 - If you think there will be hurdles, deal with them upfront, or move on entirely
28:15 - When dealing with a company across multiple locations how do you handle the legal side of things?
33:50 - How do you leverage existing relationships to scale internationally?
37:50 - Marketing is crucial, but doing your job well will naturally drive referrals
40:00 - You should always have a long term view with your customers, play the long game
42:10 - How do you manage selling internationally when living in a different country?
43:30 - What advice would you give to your younger self?

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The Sales Syndicate Podcast: https://www.linkedin.com/showcase/the-sales-syndicate-podcast/
Selligence: https://www.linkedin.com/company/selligence
Ellis Campbell: https://www.linkedin.com/in/ellis-campbell-b9973667/
Thomas Suttion: https://www.linkedin.com/in/thomas-sutton-57a17224/