Бизнес [Zhenya Rozinskiy] Sales to a US Client. Steps. Expectations. Recommendations. [RU]

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Автор: Zhenya Rozinskiy
Название: Sales to a US Client. Steps. Expectations. Recommendations. [RU]

Ведущий тренинга - Женя Розинский.
Ключевые моменты карьеры:
Principal Consultant at Mirigos, Inc., Author
в IT бизнесе более 20 лет:
Обеспечение первичного руководства и управления командой.
Построение, управление и развитие глобальных команд мирового класса.
Мотивация команды для достижения высоких целей путем наставничества, обучения и стремления к совершенству.
Настройка функционала успешных команд в международных структурах.
Увеличение гибкости разработки и структурирование процессов.

Подробная программа:

Sales to a US Client. Steps. Expectations. Recommendations.
US corporate Market:

Describe a typical US large corporation
Decision making in corporation
Worries and concerns of outsourcing
Insider’s view in how US IT companies work
Difference between technology and non technology companies
Difference between startups, medium and large corporations
Problems of Russian Speaking employees for russian speaking companies

Diversification is important:

How to choose right clients
Don’t be afraid to say no
Drop your bottom clients

Getting leads:

Presenting your company in the right light
Promo Materials: web site, portfolio, business cards, brochures
What should and shouldn’t be on your presentation material
Real life critique of participants material
Who is the right sales person for you
Realistic expectations from a Sales Person
Where to find customer: Emails
What is the best day of the week
What is the best time of the day
LinkedIn
Conference
Connections
How are your leads

Converting Lead to a Client

Turning maybe into a yes
Navigating the sales process
Contract negotiations
Expectations
Real business cases of outsource sales
What not to do when negotiating
Engagement types
Cost models
Proper pricing
Types of engagements. Many solutions - one goal

Pixel Perfect - why it’s important:

How to build teams
How to retain
How engineering teams operate in agile
How not to overprice yourself
Interactions between local (US) teams and remote partners

Bonus track:

Leadership in teams
How to hold you & client’s offshore team
without growing their salaries

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