Stop wasting time on leads that won't close and learn how to navigate the complex stakeholder web to reach the person with overall authority.

In the global market, there is an abundance of clients, but it’s easy to get lost chasing the wrong ones. Most sales teams fall into the "easy to be busy" trap—filling their CRM with activity that never turns into revenue.

In this episode of Start Global Insights, host Dmytro Shvets sits down with Olha Kobrina, Channel Sales Manager at Splunk (a Cisco Company), to reveal how to transition from a "pitchman" to an "intelligence agent."

Olha breaks down the MEDDPICC framework, a high-stakes qualification methodology used to navigate complex B2B stakeholder ecosystems.

In this episode, you will learn:

• The "Busy" Trap: Why high activity levels often mask a lack of real progress.
• The Economic Buyer's Role: How to identify the person with the overall authority to find budget and provide the final sign-off.
• Champion vs. Coach: Why relying on the wrong internal advocate is the #1 reason complex deals die.
• The Budget Myth: How "Identified Pain" can create a budget even if one wasn't initially allocated.
• RFP Strategy: Why rushing to answer a Request for Proposal is often a race to the bottom.

Timestamps:

00:00 – The "Easy to be Busy" Trap.

05:36 – Why "Interest" is a dangerous metric.

12:26 – Introduction to the MEDDPICC framework.

15:52 – Identifying the Champion vs. the Coach.

21:14 – The RFP Trap and AI in procurement.

30:52 – Navigating the Economic Buyer’s authority.

LinkedIn profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Olha Kobrina https://www.linkedin.com/in/olha-kobrina-a0954310/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

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Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

Ready to master Intercultural Communication and adjust your Global Market Entry Strategy? The secret to international business success isn't just your product, it's understanding the global anatomy of trust.

In this episode of Start Global Insights, we sit down with cross-cultural expert and author Maryna Starodubska to decode the subtle, often unseen cultural dimensions that make or break international deals.

In this episode, you will learn:

0:35 - The Anatomy of Trust: Defining generalized trust and the crucial Global Trust Radius -why a high trust score isn't enough for market entry success.

3:37 - Cooperation Format & Time: Understanding which cultures require face-to-face meetings and socialization versus those that allow trust-building via correspondence.

5:19 - Trust Loans vs. Starting at Zero: The difference between "advanced trust" (loaned in Scandinavia/Baltics) and "earned trust" (required in the Middle East/Asia).

6:20 - Power Distance (Rank Sensitivity): Why your Job Title determines who you need to send to the negotiation table, and how transient trust affects successor relationships.

10:20 - Social Norms & Emotion: How cultural factors like hospitality and emotional expression (Neutral vs. Affective cultures) impact your professional credibility.

13:50 - The Minimum Research (3 Key Rules): The three essential cultural dimensions (Trust, Power Distance, Uncertainty Avoidance) you must check before entering any new market.

17:50 - Five Costly Mistakes: Avoiding common blunders like bluntness, mandated overwork in the EU, and neglecting local expertise in highly competitive markets (like the 50 subcultures of the U.S.).

23:40 - Cost-Benefit Analysis: Why seeking the "easy" market is the wrong strategic move, and the importance of weighing cultural distance against market lucrativeness.

Maryna also reveals the key cross-cultural methodologies (Hofstede, Trompenaars, etc.) that you must research for a successful market entry.

LinkedIn profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest: Maryna Starodubska, Cross-Cultural Interaction Consultant, Kyiv Mohyla Business School Adjunct Professor. https://www.linkedin.com/in/starodubska/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

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In your browser: https://rebrand.ly/SGISGRSS

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Looking to export your food products to Scandinavia? The Swedish food retail market is worth ~ €27 Billion, but it is famous for its concentration: 90% of all sales are dominated by just three major players.

In this essential episode of Start Global Insights, host Dmytro Shvets sits down with Jenny Köpper, CEO of Food Collective and former Category Manager for major Swedish retailers. Jenny shares the insider roadmap for securing product listings and thriving in this highly concentrated market.

You Will Discover:

• The 90% Problem: Why the extreme market concentration dictates your entire sales strategy.
• Price Myth Busted: Why high Swedish shelf prices are a signal of high logistics costs, not high margins, and how this impacts your financial model.
• The Buyer's Mandate: What a stressed Category Manager is actually looking for in a product proposal (and why most cold emails fail).
• The One-Year Rule: Why you must plan for a minimum of 12 months from first contact to first order to succeed in Swedish business culture.
• The Sustainability Test: The non-negotiable role of traceability and sustainability compliance in securing partnerships and private label deals.
• The Margin Calculation: The crucial financial calculation required to ensure your partner earns with you, not without you.

LinkedIn profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Jenny Köpper https://www.linkedin.com/in/jennykopper/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

Apple podcasts: https://rebrand.ly/SGIAppleRSS

YouTube: https://rebrand.ly/SGIYTRSS

In your browser: https://rebrand.ly/SGISGRSS

Many businesses jump into international markets without doing their homework, which can lead to big mistakes and wasted money. But what if we told you researching new markets isn't just for huge companies?

In this episode of Start Global Insights, host Dmytro Shvets chats with Olga Gvozdyova, a top expert from Ukraine's Entrepreneurship and Expert Promotion office. Olga has tons of experience helping businesses like yours figure out foreign markets and expand internationally. She's here to show you how easy it can be!

This episode is full of sources for your market research.

In this episode, you'll learn:

• Why doing your homework on new markets is crucial and can actually save you time and money
• A simple way to start your market research, right from your desk.
• The key things to look for when researching a new country
• Where to find reliable and often free information to help you, including government agencies and online tools
• How to pick the best countries to focus on, considering both market potential and what your company is ready for
• Tips for getting real-world insights, like talking to potential customers and partners, and checking out trade shows
• Smart ways to handle all the information you find so you don't feel overwhelmed
• Why market research is an ongoing journey and how it can even help you land new deal

Ready to explore new global opportunities with confidence? Tune in!

LinkedIn profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Olga Gvozdyova https://www.linkedin.com/in/olga-gvozdyova/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

Apple podcasts: https://rebrand.ly/SGIAppleRSS

YouTube: https://rebrand.ly/SGIYTRSS

In your browser: https://rebrand.ly/SGISGRSS

The URL's mentioned in the interview:

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

Are you an exporter eyeing the Netherlands? This episode of our podcast for exporters offers an insider's look into the Dutch market, featuring Geddy van Elburg, Managing Director of MKB Trade Office and owner of Ion Moon International Digital Marketing Agency.

With extensive experience in market analytics and understanding Dutch and international customers, Geddy shares invaluable insights on navigating this unique European landscape.

Geddy breaks down how to identify the best entry points based on your industry, moving beyond the obvious hubs of Amsterdam and Rotterdam.

This episode delves into the practicalities of market research, from leveraging online tools like LinkedIn and company websites to tapping into official statistics from CBS.nl and Eurostat. You'll also learn the power of local business associations and even how collaborating with local universities can provide fresh, cost-effective market intelligence.

Understand the nuances of Dutch communication—their directness, informality, and dislike for exaggeration. Learn how to build trust by having a strong digital footprint and delivering on your promises. Geddy also offers critical advice on the Dutch decision-making process, highlighting their preference for thorough evaluation and the importance of a compelling price-quality-service balance.

Tune in to unlock the secrets to successful market entry and negotiation in the Netherlands and transform your approach to international expansion!

LinkedIn profiles:

Host, Dmytro Shvets https://www.linkedin.com/in/dshvets/

Guest, Geddy van Elburg https://www.linkedin.com/in/geddyvanelburg/

Listen to Start Global Insights on all major platforms and YouTube. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

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In your browser: https://rebrand.ly/SGISGRSS

The URL's mentioned in the interview:

Statistics Netherlands https://www.cbs.nl/

MKB Trade Office https://mkbtradeoffice.com/

Eurostat https://ec.europa.eu/eurostat

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

Join Dmytro Shvets as he interviews Olena Tokar, CEO of Lol& Pop, about their "magical" entry into the Japanese market.

Learn how a chance meeting at a trade show led to a major distribution deal, despite initial doubts and major hurdles.

Discover the rigorous testing required in Japan, how Lol&Pop overcame blackouts in Ukraine, and why quality and persistence are key.

Listen to the first part of the interview in the episode #42.

Key Highlights :

• Unexpected success story of a Ukrainian candy maker in Japan.
• Deal with a major Japanese distributor and placement in 350 stores.
• Challenges of rigorous testing in Japan.
• Importance of resilience, adaptability, and quality.
• Practical tips for SMEs and exporters.
• Focus on the Japanese market specifically.
• Building trust and reputation.
• Joining industry alliances.

Speakers LinkedIn Profiles:

Dmytro Shvets https://www.linkedin.com/in/dshvets/

Olena Tokar https://www.linkedin.com/in/alonatokar/

Listen to Start Global Insights on all major podcast platforms. Don't forget to subscribe for more global business insights.

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Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

This episode features Olena Tokar, CEO of Lol & Pop, a Ukrainian candy company that successfully expanded globally.

Olena shares her inspiring entrepreneurial journey, from starting the company inspired by Martha Stewart to overcoming the challenges of franchising and exporting.

Learn how she navigated quality control issues, invested in learning about exporting, and ultimately broke into the US market during the COVID-19 pandemic.

Discover the importance of adaptability, perseverance, and believing in your idea, even when faced with obstacles.

Episode Highlights:

• From YouTube Inspiration to Global Expansion: Discover how Olena's entrepreneurial spirit led her to build a successful international candy business.
• Overcoming Franchise Challenges: Learn how Olena navigated quality control and other obstacles to find global success.
• Breaking into the US Market During a Pandemic: Uncover the unexpected opportunities and strategies that propelled Lol & Pop into the competitive US market.
• The Key Ingredients for Global Expansion: Find out the essential elements of adaptability, perseverance, and self-belief that are crucial for any entrepreneur aiming for international growth.

Sell Lol and Pop in your country: https://rebrand.ly/LolAndPop

Olena emphasizes that entrepreneurship is a marathon, not a sprint, and stresses the importance of perseverance, confidence, and continuous learning. With her unique perspective on the candy industry and international trade, she provides valuable tips for businesses looking to expand globally. Join us for an insightful discussion that highlights the resilience of Ukrainian entrepreneurs and their potential in the global market.

Don’t miss the next episode, where Olena will share more about her journey to Japan and additional tips for successful global expansion.

Listen to Start Global Insights on all major podcast platforms. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

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Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/

In this episode of Start Global Insights, host Dmytro Shvets sits down with communication expert David Trafford to explore the art of clear and concise business communication. David, who has extensive experience in preparing startups and companies for pitching their products to international clients, shares his insights on effective communication strategies that resonate with potential customers.

Episode Highlights:

- The importance of doing thorough research and due diligence before entering a new market.

- Common mistakes companies make when presenting their products to foreign clients.

- David's simple yet powerful methodology for delivering clear and impactful presentations.

- How to deconstruct your product or service into essential components to better address customer needs.

- The significance of empathy and understanding the client's perspective in business communication.

- Practical tips on structuring questions to gain valuable insights from potential clients.

- The value of listening and adapting your pitch based on the client's feedback.

- Why less is more: The benefits of concise communication and avoiding information overload.

- David's three essential tips for effective communication: No slides, know your audience, and say less than you think you need to.

David emphasizes the need for businesses to focus on the customer's problems and how their product or service can provide a solution. By breaking down complex information into simple, digestible parts and engaging in meaningful conversations, companies can build stronger relationships with their clients and create lasting value.

LinkedIn profiles of participants:

Dmytro Shvets: https://linkedin.com/in/dshvets

David Trayford: https://linkedin.com/in/davidtrayford

Listen to Start Global Insights on all major podcast platforms. Don't forget to subscribe for more global business insights.

Spotify: https://rebrand.ly/SGISpotifyRSS

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In your browser: https://rebrand.ly/SGISGRSS

Feedback: We value your thoughts. Please leave us a review on Apple podcasts, Spotify or email us at podcast@start-global.biz

Develop your international expansion strategy with Start Global, your guide to foreign markets. Visit us at https://www.start-global.biz/