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A: We use a 4-step process we call Q.P.E.C.
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- 1 – Qualify
- 2 – Plan
- 3 – Engage
- 4 – Closing & Reporting
Qualify.
This is where we make sure that your products or services have a market in the targeted territory. We also verify that your quality and pricing is competitive, you have realistic 12 month sales goals, and that you have the necessary budget and time to expand into your new territory. In our experience, a good volume of sales into a new territory takes a minimum of 6 to 12 months to crystallize from a “cold” start.
Plan:Including OKRs Plan, ICP Analyses, Recruiting (if required) and Training
Here we start to build your Ideal Clients Profile (ICP) and we make sure it’s very well defined. Our clients get to know their newmarket better than most because we pride ourselves on our depth of analysis. We focus on targeting potential clients who are ready to buy, ensuring we’re not wasting ours and your time on those who don’t need your products or services, or aren’t yet able to purchase them. An ICP Analysis is included in all packages.
If you buy our 360 Sales Package we add an OKRs Plan, which outlines the Objectives and Key Results for your project. This is a cutting-edge sales management methodology used by leading world companies like HP, Google, Microsoft and now SalesMENA to
manage projects and make sure the objectives and KPIs are set and clear to our entire team and to you, the client. This works as a living action plan that you can follow up and measure with ease. We believe that short term plans that are measured frequently work best. We keep our OKRs plan limited to one quarter (3 months) and we keep it short and to the point (2 pages at max). Every plan has clear objectives, quantifiable key results and time bound responsibilities.
After this is complete you will deliver any necessary technical training to your dedicated sales team. There will usually be a minimum of 3 people working on your account: a lead generation expert, a dedicated Call Center operator, and a Sales Account manager on the ground. Technical training about your product and services is required to make sure our team has the product knowledge to handle the prospects’ questions and objections.
Engage: (Lead generation & Set up Meetings Process)
a. Using the agreed ICP we utilise all our resources and extensive networks to identify leads for your products or services. We involve you closely in this process, so you’ll always be sure we’re all on the same page with your expectations.
b. We start calling and qualifying these leads and we will set up meetings with decision makers who have shown interest in your products or services.
c. We follow up on these meetings and keep the momentum going on throughout the closing process.
Closing & Reporting
This is the most important – and the most challenging – part of the sales process. This is because the prior parts of the process a remore of a science, whereas closing a deal is more of an art.
From the last 13 years spent successfully selling in MEA we know that closing a deal here requires a thorough knowledge of the local culture, language and buying behaviour – as well as the nuances of cultural differences. It’s very difficult to find one person who has the necessary lead-generation techniques married with the perfect closing skills. This is why we use multi-member teams, each with their core strengths, to maximize our success. We also know that what works in the USA, EU, UK, Canada, Australia, Asia, Russia and other countries rarely applies here. At SalesMENA we speak the Arabic language and we instinctively understand the culture.Most of our clients are from outside the Middle East & Africa and we have also developed a deep understanding of how they work and their expectations. This allows us to narrow the gap between the two worlds and achieve the desired results.
Reporting is one of the most underestimated part of the sales process, and it’s usually despised by most salespeople! Because successful salespeople are personable and outgoing, this doesn’t lend itself to the skills needed to give effective and useful performance reports.
At SalesMENA we know the value of regular, comprehensive reporting to you, the client – we take this aspect of our work most seriously. To make this easy, transparent and immediate, we will create a WhatsApp and/or Slack group to which you will be added.This will give you instant updates on every single meeting, quotation, and closed deal on a daily basis. We also hold either weekly, bi-weekly, or monthly comprehensive sales meetings depending on the package you select. The meetings will be between you and our– now your – sales team. We will discuss the OKR progress and direction of our actions. We will also examine how we may improve, what challenges we are facing, and our success stories. You can advise us where necessary and help us to learn about your products and services quickly and efficiently.
Outside of regularly scheduled meetings, you can reach your SalesMENA team any time you wish from 08:30 a.m. to 5:30 p.m.Sunday to Thursday. Although Friday and Saturday is the Middle Eastern weekend you’ll find we go the extra mile and we’re available for you then as well!
CLIENT’S TESTIMONIAL
” Ecoprocess engaged with SalesMENA to provide introduction services in Qatar. We managed to see ten potential clients in a four day period, 90% of the introductions were interested in the product and we are hopeful of orders in the near future. The service provided by salesMENA was professional especially the local guide, Mohammed Ashraf. “
” The teams professional and personalized approach was appreciated, along with their ability to execute a successful campaign above and beyond what was expected. “
” Just want to say a big thank you to the SalesMENA team for the reception you arranged for us in Abu Dhabi. Please pass on my gratitude to everyone from SalesMENA team for looking after us, and working so hard to deliver a great reception. We will be back next year, so hopefully, will work with you again on this event. Thank you. “
” SALESMENA did a good job. I liked all the meetings they had set, and I met good companies in Qatar. “
” I would just like to say thanks for all the hard work you put into making the appointments for my visit to Qatar. I had a positive response from all the contacts I met and believe this has opened new opportunities for the company. “
” We are a stone fabrication company based in east regions of North Wales and we have been making slate table wares for a number of years now. What I was looking to do was to take that tableware closer to the end users and show them the supply chains to be able to offer a product at a better price or competitive price to end customers, hotels and restaurants around the world. With that aim, I looked at hotel and restaurant markets who are particularly active and Dubai, the UAE and the whole Gulf region falls very much into that category. We selected SALESMENA and luckily, they are based locally in DUBAI and that makes a big difference, they are here full time and they understand the industry and the market. We arranged 11 meetings in total, and we absolutely met people who we really think we can do business with. All in all, a great experience, so thanks to everybody in SALESMENA for your help. “
” As an Irish company we sell our products globally, and we saw the Middle East as a market with great opportunity. We engaged SalesMENA to help us enter the Middle East Market. SalesMENA has a proven track record in assisting Irish & European companies entering the region, and we found SalesMENA to be very professional. We recommend their development services to any company wishing to enter the Middle East Market. “
“From the Automechanika Dubai2019 team, thank you for the timeand effort you put into this project. It was a successful show and we are happy with the results.”
” We are specialist in facility management. In relation to the sales and marketing of our product, we had problems to sell the product outside the UAE because we did not have the experience so we got help from SALESMENA and they arrange meetings for us with the right potential clients through the trade mission to Qatar Sponsored by Abu Dhabi Chamber of Commerce and organised by SALESMENA. And we closed deals in Qatar worth of AED20 million. For sure we are looking for the Saudi market to expand there through Salesmena in the near future. “
“We faced so many challenges and we decided to hire professional sales company. SALESMENA helped us to analyse, plan and manage our sales and marketing. The partnership with SALESMENA proved to be successful and we got two big projects: the first project was 4000 cars with Al Reem Island and the second project is cleaning GASCO cars and their employees cars.”
“SALESMENA service had been exemplary. Initially we looked at 25 companies and set up 12 meetings for myself as potential delegates to move forward. From this, I can strongly recommend SALESMENA as an export partner and set up meeting for anybody who has interest into this line of work.”
“We specialize using security risk management methodology. In seeking new markets in UAE, we were introduced by the Welsh Government Trade and Investment team to the services of SALESMENA. SALESMENA acted very quickly upon the information and discussion and were able to contact and arrange a number of companies within the UAE to establish meetings on behalf of Design Security Ltd. We are now looking into opportunities with these companies to provide security designs services. Design Security will communicate with those companies that SALESMENA found for us and we hope to then establish projects in this region.”
“We really wanted to have a presence in the UAE. The reason for my visit was to see if we could find a partnership or collaboration with the UAE businesses to provide a support service in English language. We were introduced to Salesmena through trade mission in Abu Dhabi and we were fortunate enough to acquire their services. They have assisted us in providing market research and more importantly business to business appointments. These meetings were very professional, very well-organized. The meetings were confirmed more than once and people were expecting us when we arrived and they already had an understanding of what’s the purpose of the meeting. It was really facilitated and made it easy for us to stick for a specific agenda on the meeting. As a result, I am happy to say that we have found 2-3 very real prospects for collaborations whom we will be going to send proposals for the provision of our services. They also provided us with a very comprehensive market research report. I would highly recommend Salesmena to any business looking to come to the UAE.”
” We are a national factory 100% established 2004, covering all type of finish Arabic and European perfumes. Considered to be the only perfume factory in Abu Dhabi and it’s supported by the government especially KHALIFA FUND. This is the first project for us with SALESMENA and thorough this project we succeed in meeting clients and traders in the same industry. This project was fruitful and we have achieved AED 1.5 Million worth of Sales. “
” We would like to thank SalesMena regarding your kind support at our Heritage ME event which has been held between 30 September- 02 October 2019 at Abu Dhabi for the first time.
With the services, you have provided before the show and on-site, we are pleased to be in cooperation with you as a supplier.
We hope our partnership will be more fruitful than we expect in the long run.
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” Thank you very much to you and your team for all the hardwork that your team did, we are really really happy with the service. You were fantastic to work with, the girls were really good on site. Very happy with how everything went. “
” We had such an impressive experience at Automechanika Dubai. We would like their help to expand in the Middle East market using their experience and connections in the region to find the right partners. We are currently planning a second visit to the UAE to discuss further on partnership with SalesMENA. “
” We identify that UAE is a really important region for us with a lot of construction, oil and gas, government based tenders, civil defence, etc. We talked with the Welsh Government and as part of their program they have identified consultants who specialize in territories we wanted to go into. They came back to us with 3 proposals and we chose SALESMENA was for me the obvious one because of what they offer. Their proposal highlights a lot of details than what we actually ask for. One of the reasons why we chose Salesmena was because they provided support and assistance throughout the whole trip. They also provided a driver and for me as a first time visitor to the region this is very important. They also provided a local phone. I was also accompanied by a representative who is my support in the country. She helps in setting the meetings, check with them and rescheduling meetings. It just made the whole process really smooth and more efficient use of my time. “
” In these three days, I achieved more results than I did in 6 years in the region, and met the right decision makers.
I was really surprised how the meetings were organized, we met big list of important decision makers such as(GMs, Board Members, Purchasing Directors etc.). These decision makers were ready for us and know why we are meeting.
It is very amazing to go to different cities and in few hours you meet all decision makers, with full support of local representatives, cars and drivers, local telephone number, and someone taking notes during the meetings, that kept me very happy. I highly recommend both big companies and SMEs to participate in this program “
” Everything is well organized. The meetings were with the leaders of the potential buyers. You’ve exceeded our expectations. I did not expect that many companies will be interested in our products, out of the meetings 10 companies want samples and quotations and we are very satisfied with this exceptional trip. “
” The Appointment Setting Program is totally different from all other export programs we participate in before. Really professional high level B2B meetings organized. I was amazed of what we have achieved in three days. I recommend this program for Croatian companies and other European Union companies, From my side I will recommend this program and the three partners behind this program to work with. This program is totally different from ther export programs. The Appointment Setting team knows what we want from this market and arranged high quality B2B meetings in Dubai and Abu Dhabi accordingly. I am positive out of these meetings we have 3-4 strong businesses in the UAE.”
” The communication and updates was excellent and we had quality meetings and were happy with it. Thank you. Thank you! “
” It was well organized and the meetings were an extra channel for potential business which is good and I would recommend SalesMENAs’ service any day. “
IF YOU HAVE A GREAT PRODUCT OR SERVICE, THEN WE HAVE THE BEST PROCESSES & TEAM TO MARKET & SELL IT.
FOUNDER & CEO – ALAA ISMAIL
CONTACT
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Office Address: Office 404, Building B, Al Saaha Offices, Souk Al Bahar Old Town Island, Burj Khalifa District, P.O.Box 487177, Dubai, UAE