Jackrabbit69

Business Development

Anyone who sells to Australia from abroad? How has your experience been? Any pointers?

Selling our software to Australian leads starting today. Purely inbound driven via SM and Google ads.

I wanted to know if someone has sold SaaS to the Aussies before?

I noticed most leads have WhatsApp there, has anyone tried WhatsApp calling? Or is the email the way to go here?

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12 comments

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jefe

Arsonist

🍁

I've sold to Australian companies but never targeted them, just inbound leads.

Nice folks, the time difference is a bitch. I'd say they seem more similar to Canadians than Americans in terms of being easy to speak with but not necessarily as quick to decision.

BigShrimpin

Catalyst

Account executive

This, haven't found much difference in the business culture between us and them just sucks doing calls at 7 EST just to get their morning timeslot

jefe

Arsonist

🍁

Oh yea. And it’s always the next day for them so it take 3x the mental bandwidth to set the damn meeting up properly.

CuriousFox

WR Officer

🦊

Dang this sounds like my kind of people.

SgtAE

WR Officer

Hey Man, APAC rep here Sold to ANZ for a solid 5 years across Insurance, DevOps, business process management.
If it's inbound, people are expecting calls thats fine. Pure inbound just put them in a sequence man, using email, linkedin and phone calls. Whatsapp isn't as common in Aus in terms of business like countries such as India. So phone calls work best.
Happy to answer any questions.

SgtAE

WR Officer

Also best practices:
- Calling hours are between 10am-4pm- We have 3 different timezones, Eastern (Melbourne, sydney, tasmania, sometimes brisbane but daylight savings changes that)- central (adelaide and the NT)- Western (Perth)Be careful when calling as you might call someone 9am eastern time but 6 am western
On a cold call you have 15 seconds to explain 3 things- who you are- where you're from- what you want
and even if you do, quite often that's just a smoke screen. Permission based openers on cold calls work best. (E.g I was hoping to speak with you briefly if that's okay).

Sunbunny31

Politicker

Sr Sales Executive 🐰

Fun to deal with - and great people. You get to talk to the future!

In seriousness, just used Teams, scheduled calls for my afternoon/their morning next day. You just won’t be talking to them on your Friday or their Monday, so be advised you’re dealing with short weeks when you’re in commercials.

Justatitle

Big Shot

Account Executive

Don't ask if they threw any shrimp on the barbie...

Beans

Big Shot

Enterprise Account Executive

Had a couple customers, solid folks to work with, a lot of niche things to navigate, and the time zone was brutal.

MyAnonymousName

Opinionated

Sales Leader

Yea I will echo Jefe in that I find their culture not that much different then the one's you find in NA.
The one thing to note (assuming you are American) is that once you do get into negotiations, etc. you really only have 3 days a week that you will both be working. If you factor that in then it's a non issue, but it bit me in the ass a few times early on as legal/security/procurement took longer then usual due to poor planning on my part.

detectivegibbles

Politicker

Sales Director

I haven't. Probably start with 50/50 email and whatsapp. See what works best and then hit that method hard for weeks.

TheDude

Politicker

Partnerships Lead

Similar to Canadians. They have a few different stat holidays than us in North America. Learn them and use em to your advantage to relationship build.

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Jackrabbit69

Anyone who sells to Australia from abroad? How has your experience been? Any pointers?

12 comments

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