Our Approach

Success to us means creating sustainable profit centres for our clients in the Middle East. Our unique methodology for selling technology products and services in the Middle East rests on a very firm foundation – collaboration. We don’t work for you out in the Middle East – we become you. We get to know and “live” your business inside and out—your company’s products and services; we embrace your culture, philosophy and processes to such a degree that we become a seamless extension of your company’s sales force.

Not only do we ‘wear your hat’, we speak your language and sell with the passion, dedication and diligence of a true stakeholder in your business. As a boutique consultancy, we cannot afford not to go that extra mile in becoming true ambassadors and sales champions for our customers. This affinity with our clients, combined with our experience, track-record and intimate understanding of how to sell successfully in the Middle East gives our customers assurance that they are treading a predictable and proven path to winning new business in the Middle East.

Our top-calibre sales people are business development champions, par excellence. They are practitioners of a sales methodology, and processes that have been developed by regional experts and business leaders and they know how to sell IT and technology to senior Arab buyers. When it comes down to the fundamentals of selling, our Middle East sales professionals are trained in Solution Selling, Strategic and Conceptual Selling and certified by Miller-Heiman – an international benchmark in certified sales training. Our sales development team in the Middle East apply best practices in executing each component of the sales cycle.

We engage with our clients through a 3-Step process:

  1. Discovery and Learning
  2. Planning & Preparation
  3. Xpand Middle East – Sales Execution

Discovery and Learning

This is how we kick-off our partnership with you. Our goal is to empower our sales team in the Middle East, so that they become sales evangelists for your company and a seamless extension of your existing sales team. In this phase we gather and absorb knowledge and information about your company; your products and services; value propositions;  unique selling points; competitive landscape so that we can be trained and equipped to sell your wares effectively.

Planning and Preparation

This period of collaboration is all about enablement. This is where we chalk out specific plans, strategy and priorities for how and where our sales team will be spending their time during our engagement and specifically what our customer acquisition plan will be. In particular, we will focus on the optimum approach for securing that all important first reference client in the Middle East.

Xpand Middle East – Sales Execution

Sell…sell…sell. This is when we have the right ‘feet, on the street.’ In the Execution Phase, we will be working both with and without a local agent to develop a new business pipeline and convert as many prospects into buying customers as possible. Our goal will be to have you win your first orders within six months. We become your dedicated field-based sales force in the Middle East.