International Market Entry
Strategic approaches and considerations for companies expanding into foreign markets, including regulatory, cultural, and operational aspects.
4 episodes
Ep16 - Rich Makover—Leadership, Resilience, and Sales Mastery
Rich Makover, a fractional Chief Revenue Officer and executive coach at TechCXO, shares his journey from Penn State lacrosse player to CPA to sales leadership at Avon and beyond. He discusses the value of athletic resilience in sales, the evolution from individual contributor to C-suite executive, and his transition into fractional leadership and executive coaching. The conversation covers sales strategy, team building, leadership development, and helping professionals navigate career transitions.
Ep 13 - Marc McCarthy— Mastering Market Entry from Either Side of the Pond
Mark McCarthy, founder of Pro Consult IQ, discusses the complexities of cross-Atlantic business expansion for B2B software companies. He covers cultural differences in sales approaches, regulatory considerations across US states versus UK markets, and the critical importance of hiring locally and understanding regional business practices. McCarthy emphasizes that successful market entry requires more than language compatibility—it demands cultural adaptation, proper incorporation, local partnerships, and strategic timing for direct market presence.
TFTSL Excerpt—Episode 06 - Mike Blake's Trip to Russia
Mike Blake recounts his chaotic first trip to Russia in 1993 as a 23-year-old hired to run a USAID privatization program. After missing his flight in Frankfurt, he navigated visa complications, outdated Soviet aircraft, and ultimately accepted hospitality from self-proclaimed smugglers who helped reunite him with his contact in Minsk.
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