Do sales methods change depending on geography?

Question

I've been working for a US start up in their London office for the last 18 months. The sales team in London is made up of US reps that came over to set up the region and local British reps hired for growth. One of the things that's very obvious is the different techniques the US reps use compared to the Brits. Both sets believe they're following the company playbook but they do it in very different ways.

Have any other members noticed differences between US and British reps? If yes, what are they?

Accepted Answer

God Save the opportunity! I've noticed (generally speaking) NYC was much more difficult at the start of the deal. Gaining attention, maintaining attention, and getting over skepticism were hurdles at the start though if that first part was done well, the closing was much more predictable and more of a direct process. London, I've noticed; people are generally more open to conversations and exploring value at the beginning though become more elusive as the deal gets closer to closing. These are generalizations of course, though my observation suggests that NYC requires careful attention to quickly uncovering and building value to maintain someone's attention and London requires more attention to building relationships - especially with the assistance of value-added partners. To be clear, all sale cycles require both of those elements and these observations are simply one man's take on the cultural differences between two major global cities.

Answer

I’ve noticed geographical differences as well, especially when you compare how sellers operate in Asia or Latin America.

Answer

100% agree. I also work for a US company, based in London and sell into Norway.

Answer

I think there are differences geographically even in the US.  Selling to someone on the East Coast vs. West Coast are two completely different animals, that can require two completely different approaches.

Answer

I can tell you with 100% certainty the sales approach is different in the US. Ex: North vs South. Clients take it easy and want to have a relationship with you in the South. I've seen many NYC reps have a hard time "slowing it down" so to speak.

Answer

Absolutely they are different

Answer

I have a colleague on Long Island. Thick Fran Drescher accent, Italian though. She always asks our southern reps if they think she could do her job in the south. This always gets a laugh.

BenDSalesPSF

Do sales methods change depending on geography?

8 comments

BenDSalesPSF

Do sales methods change depending on geography?

8 comments

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