Episode with Russell Dalgleish, an international business advisor, entrepreneur, and Scottish Business Network co-founder, about practical ways SMEs can build export relationships and enter new markets. Dalgleish explains how to simplify B2B messaging, use diaspora networks, test partnerships, focus on delivery, and make a specific ask that others can act on.

Dalgleish describes his work as simplifying complex B2B propositions, making introductions, and helping companies navigate international markets. He recommends explaining the outcome for customers, such as reducing manufacturers’ energy costs, rather than leading with technical details. International partnerships depend on trust, shared goals, consistent follow-up, background checks, and noticing inconsistencies or discomfort. For SMEs facing multiple market options, he suggests focusing on one priority country and one backup, with delivery quality as the real test of readiness. A drinks company in Aberdeen adapted after Brexit by using one Rotterdam-based distributor for the EU; Dalgleish says the new model became five times more profitable. Diaspora communities can connect exporters to local knowledge and trusted introductions; Dalgleish describes a Scottish-affinity network with about 3,000 people across the US. He suggests finding diaspora contacts through university searches on LinkedIn, then asking for advice about specific companies seeking to export. Companies should build operational maturity before international travel: the business should be able to run for a couple of weeks without its founder. Dalgleish’s book The Ask centers on making requests specific, such as naming a target company, role, and problem to solve. His closing advice is to keep going, use coaches or advisors for support, and make time for a conversation that could lead somewhere.

keywords: international trade, exporting, SME internationalization, B2B partnerships, diaspora networks, export strategy, business development, Brulz.com, The Ask, Russell Dalgleish

Chapters

00:00 Dalgleish’s role: simplifying international business complexity

04:31 Make B2B messaging clear from the buyer’s perspective

06:51 Purpose, authenticity, and becoming a connector

08:48 What travel reveals about trust across markets

11:08 AI, compliance research, and business responsibility

13:04 Why international growth often begins opportunistically

16:05 Focus on one market and prove delivery before expanding

18:26 Adapting an export model after Brexit

22:47 Partnerships require common goals and ongoing effort

25:41 How to assess trust and spot partnership red flags

29:42 Diaspora networks as an underused export advantage

33:20 Using LinkedIn to reach diaspora contacts

36:29 How to tell if a company is ready to go global

41:49 The Ask: make requests specific and actionable

45:59 Simplify the hook and ask the people with a stake

50:45 Keep going, and invite the next conversation

Hosted by Vasko Karangeleski, http://linkedin.com/in/vaskokarangeleski
The Exports Insights Podcast is brought to you by ScaleUp2 (dbrulz OU), supported by https://brulz.com

https://www.exportsinsights.com

The conversation with Alexander Mardian covers topics related to international trade, market entry, export management, and the impact of technology on the food industry. It also delves into the challenges and opportunities in the European and global markets, with a focus on sustainability and innovation. The conversation covers topics related to food innovation, cultural impact on business, cross-border cooperation, strategies for startups, leveraging public institutions, talent gap, barriers to export growth, and key trends in food export and production. Alexander Märdian shares insights on the impact of cultural differences, the importance of curiosity in business, and the need for long-term relationships in export sales. He also discusses strategies for cross-border cooperation, leveraging public institutions, and the significance of building trust. Additionally, he emphasizes the importance of understanding cultural differences and the impact of curiosity on building trust in international business relationships.

Takeaways

• Regulatory Blind Spots
• Support for High-Tech Startups
• International Scalability
• Market Entry Challenges
• Sustainability Solutions Cultural differences impact business
• Curiosity and long-term relationships are crucial in export sales

Chapters

• 00:00 International Trade and Market Entry
• 05:18 Challenges in Food Tech and Market Entry
• 12:26 Global Supply Chains and Sustainability
• 40:12 Starting a Business and Measuring Success

Antonio Pagan, Global Sales & Exports Leader for 20+ years, an export manager at Gustav Wolf, shares insights on the importance of exporting for SMEs, strategies for successful market entry, and the significance of understanding cultural differences in international business. He emphasizes the need for trust and relationship-building with distributors, the role of language in negotiations, and the impact of technology and AI on sales processes. Antonio also discusses the challenges of managing distributor relationships and the importance of data and reporting in sales management.

Chapters:

00:00 Introduction to Export Insights and Antonio Pagan

02:48 Strategies for Exponential Growth in Exports

07:06 Cultural Differences in International Business

10:10 Building Trust and Relationships in Sales

13:21 The Importance of Multilingualism in Negotiations

16:11 Entering New Markets: Strategies and Considerations

19:36 Managing Distributor Relationships and Challenges

26:52 Navigating Distributor Relationships

28:22 Cultural Dynamics in Global Business

30:27 Standardizing Sales Processes Across Regions

35:30 Motivating International Sales Teams

39:18 Effective Team Meeting Strategies

45:44 Embracing AI in Sales

49:22 Preparing for Future Disruptive Trends

53:11 Starting the Export Journey

55:36 Key Strategies for Successful Exporting

Keywords: exporting, international sales, market entry, cultural differences, trust, distributors, AI in sales, business strategy, elevator industry, global trade

Hosted by Vasko Karangeleski, linkedin.com/in/vaskokarangeleski

The Exports Insights Podcast is brought to you by ScaleUp2 (dbrulz OU), supported by Brulz.com.

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Join our LinkedIn Newsletter

http://www.exportsinsights.com

Exports Insights Podcast episode with Katerina Smiljkovic, an expert in intellectual property. Discussion on the importance of intellectual property (IP) for businesses, especially in the context of international growth and exports. Katerina breaks down the different types of IP, including trademarks, patents, and trade secrets, and emphasizes the need for businesses to align their IP strategy with their overall business goals. The conversation covers practical steps for protecting IP in foreign markets, the significance of trademarks, and the role of IP in attracting investors. Katerina also highlights the importance of due diligence and understanding licensing agreements, especially in the software and digital rights space. The episode concludes with advice for small and medium enterprises (SMEs) on how to effectively navigate the complexities of IP as they expand globally.

Chapters:

00:00 Understanding Intellectual Property Basics

05:04 Connecting IP Strategy with Business Goals

08:38 Trademark Protection and Its Importance

12:27 Navigating Patent Protection and Risks

17:02 Software and Digital Rights Protection

22:01 Licensing and Open Source Considerations

26:15 Investor Perspectives on Intellectual Property

28:32 Key IP Clauses in International Agreements

31:48 Franchising and Intellectual Property Requirements

35:57 Essential IP Checklist for SMEs

37:08 Resources for IP Advisory and Education

Keywords: intellectual property, IP strategy, trademarks, patents, copyrights, SMEs, international business, digital rights, licensing, trade secrets

Hosted by Vasko Karangeleski, linkedin.com/in/vaskokarangeleski

The Exports Insights Podcast is brought to you by ScaleUp2 (dbrulz OU), supported by Brulz.com.

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Join our LinkedIn Newsletter

http://www.exportsinsights.com

Meet Hugo Samengo-Turner from Ortus Studio agency, specializing in signal-based outbound helping B2B growth.

Listen to the shared effective strategies for B2B client acquisition, the importance of targeting niche markets, and the intricacies of cold email outreach. Hugo shares insights on the client onboarding process, success metrics, and the significance of understanding client sales processes, as well as hot to reach business where people already thing about your solution. Most B2B companies waste their best sales talent on prospecting work, but £100k closers shouldn't be doing £20k research -> the key to successful go-to-market isn't creating demand, it's finding companies that already have it. For all B2B business, especially SMEs looking to enter new markets and the importance of aligning sales processes with client expectations.

Chapters

00:00 Export Insights Podcast, with Vasko Karangeleski

00:52 Understanding Ortus Studio's B2B Services

03:10 Client Engagement Process and Market Targeting

05:36 Defining Success Metrics and Client Expectations

08:56 Case Study: Cold Email Strategies in Defense Sector

13:32 Ideal Customer Profile and Sales Alignment

18:29 Understanding Client Needs and Value Drivers

22:34 Crafting Effective Messaging Frameworks

23:55 A/B Testing and Email Strategies

25:29 The Importance of a Clear Sales Process

27:57 Examples of Good and Bad Outreach

32:52 Identifying Ideal Clients and Market Entry Strategies

37:12 Outro Exports Insights Podcast

Keywords: B2B, client acquisition, cold email, sales processes, business growth, email outreach, success metrics, buying signals, ideal customer profile.

Hosted by Vasko Karangeleski. The Exports Insights Podcast is brought to you by ScaleUp2 (dbrulz OU), supported by BRULZ.

http://www.exportsinsights.com

Follow us on Instagram, Facebook, LinkedIn, Youtube @exportsinsights

In this episode of the Exports Insights Podcast, Vasko Karangeleski interviews Floris Jansen from Vectify, a company dedicated to helping print and promotional product businesses acquire new customers.

Floris shares his journey of starting Vectify, the challenges faced by his clients, and the importance of a tailored tech stack. The conversation delves into measuring success through revenue and KPIs, the significance of CRM systems, and the role of AI in enhancing outreach efforts.

Floris also discusses his nomadic lifestyle as an entrepreneur and offers valuable advice for SMEs looking to enter new markets.

In this episode of the Export Insights podcast, Katya Tarapovskaia from Youstellar.com discusses the intricacies of Account-Based Marketing (ABM) and its application in helping SaaS businesses expand into new markets. She explains the importance of targeting in-market accounts, the role of AI in identifying potential clients, and the significance of a personalized approach in marketing strategies. Katya also shares insights on measuring success, the ideal client profile for ABM, and the challenges companies face when entering new markets, particularly in the EMEA region. The conversation emphasizes the need for agility, testing, and the right technology stack to enhance marketing efforts.

Chapters

00:00 Exports Insights, with Vasko Karangeleski

00:20 Introduction to Account-Based Marketing

02:12 Understanding Account-Based Marketing (ABM)

05:02 Measuring Success in ABM

08:34 Identifying Ideal Clients for ABM

10:42 Case Study: ABM in Manufacturing

13:53 Market Entry Strategies and Localization

16:22 Choosing the Right Channels for Outreach

18:55 The Importance of Human Touch in Marketing

22:24 Challenges in Market Expansion

24:47 Differences in EMEA Markets

27:09 Key Advice for Market Expansion

29:02 Tech Stack for Effective ABM

32:04 Outro Exports Insights Podcast Creative.mp4

Keywords

Account-Based Marketing, ABM, SaaS, Market Expansion, Sales Strategies, AI Solutions, In-Market Accounts, Marketing Tactics, Client Collaboration, EMEA Markets

The Exports Insights Podcast is brought to you by ScaleUp2 (dbrulz OU), supported by BRULZ.com

More information available on www.exportsinsights.com