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Practical new strategies and tactics to compete and win
4 days for University Credit
New markets, new competitors, new rules. Western companies have for decades held the Innovation Advantage and set the bar on how global business is done. Now, however, that advantage is slipping.
New competitors from China are changing the way the game is played with a better understanding of customer needs and a powerful fusion of politics and product. Chinese companies don’t play by the same set of rules you’re used to – something Western companies are finding out the hard way.
The Chinese market is massive, but Western-based companies can’t expect to enter it and win on product superiority alone.
Drawing from Amy Karam’s first-hand experience competing directly with China for companies such as Cisco you will gain:
(a) A solid (and eye-opening) understanding of how the Chinese do business
(b) New strategies and practices that Western companies can adopt to succeed within new competitive dynamics.
(c) Practical application of the 5Ps of Global Marketing Strategy Framework(™) to create a localized sales positioning strategy for the China market using your real-world situation or a case study.
● Shift your product superiority mindset to a solutions approach
● Combat bottomless discounting requests from customers
● Protect and grow your Innovation Advantage
● Adapt to Chinese tactics like price pressure, politics, financing and more.
● Create a localized competitive sales strategy
● Adopt Chinese business practices that are adapted to your own standards
● Be more competitive
Develop your Cultural IQ and apply new strategies and tactics to be competitive the new global marketplace.
Small and Mid-sized Businesses or Multinationals that want to:
○ Expand into China
○ Partner or compete with Chinese companies
○ Export to other emerging markets
Amy’s expertise in competitive intelligence programs was a valuable asset in the creation of our strategy. She was able to quickly assemble the program structure, assess critical success factors, and establish rollout priorities. We refer back to the created framework constantly – it has been our go–to roadmap as well as a critical communication vehicle for rollout status."
~ Karen Jaworski, Senior Director of Product Marketing, Evault, A Seagate Company
"Amy had some great ways of explaining and demonstrating a concept by asking questions (why, why, why, why, why) on the case study, unveiling in particular the underlying geopolitical/historical undercurrents in a distributed workforce."
~ Mike Vondran, Apple
See More Testimonials from Academics Below
Old approaches won’t work in new markets. The competition isn’t just more intense than ever before, they play by different rules. Evolve your sales mindset accordingly from product superiority to solution selling.
Western-based companies can no longer depend on product superiority to win in the global market. Competitive dynamics have changed, and so, too, have customer expectations – you need a new playbook. Using our 5Ps of Global Marketing Strategy Framework(™), this workshop will guide you in creating a localized and customized sales and marketing strategy to communicate a value-based message that aligns with customer needs and increases your competitiveness.
● Enable your sales teams to behave differently with customers
● Create localized competitive sales strategies
● Change the customer conversation
● Protect and grow your business
● Defeat price discounting challenges
● Address emerging customer needs with solution selling
● Become innovative in how you do business
Outcome: A differentiated, localized strategy for your new or existing market.
● Professionals in sales, marketing, business development, strategy planning, and program management
● Country or regional managers/directors
● Ideal for SMEs or MNCs sales planning sessions and country strategy plans
"Amy’s understanding of international markets and the bigger picture are critical in our competitive battles and her efforts for the Middle East and Africa regions are praised at all levels. Additionally, her work delivering training, and her work with the Value–Selling team, are very valuable to the program."
~ Cory Ellsworth, Senior Director, Sales Operations, Cicso Systems
"Amy was an excellent instructor balancing the sessions well with discussions and individual tasks. She kept to schedule. She is clearly very knowledgeable about this subject and very good at delivering it, too."
"I think we were quite a challenging group to wrangle through the material. but Amy managed the class in a masterful way. She was accommodating where possible, cajoling when appropriate and simply taking charge when necessary."
~ Barry Serpa, IT Project Management, Delivery Services, Nationwide
“This class was a very unique course unlike many others I have taken. Overall, I enjoyed the class and its content. The textbook was affordable and simplified enough that it made sense to me despite my limited knowledge on the topic initially. The style was very different than other courses and I really enjoyed the intensive structure as we were able to build on it immediately the following day.
“I loved this class. I found it to be one of the most applicable courses I have taken (currently relevant topic, recent and not oversimplified case studies and real-life experience used with application to in course material). I did not know much about China’s business culture history or its global importance. Also helped that the teacher made things interesting with non-linear, funny and experience packed presentations.” ~Constance Glusbery
“I really enjoyed the class. The prof was really well engaged with the students. It was a different way of learning but in a good way, it made the topic seem very interesting. I learned a lot of new things about the Chinese market, the prof really knows her subject and I really enjoyed the seminar with her as a teacher. Most of the people I know would love to take a class like this, especially if it’s with the same teacher.” ~Stephanie Lemay
“I really liked the class as it gave me a new perspective about China. The teaching style was pretty good as it made the class environment feel more comfortable for me to speak on my thoughts.” ~Jiagi Xu
“Loved this class, mainly because of how your style of teaching was different than any other profs I have had. It was very engaging and very direct. I also enjoyed listening to conversations we had in the class” ~Rishi
“Your passion and experience for the topic helps keeps students engaged. I learned so much”
“This is the most interactive and interesting class I have ever had. Both the teacher and classmates were kind and easy-going. We could discuss and learn from each other and each side of view. I really like how the teacher guides the discussion form two sides of view and the culture difference enhanced our learning.” ~Yuhan Jiang
“I really enjoyed the different way of teaching. Even if it was a short 4-day class. I learned a lot and had the chance to engage and participate. The material is very clear and understandable. And the book is amazing! I probably learned and got more experience in this class than any others. The class motivated me to do more research about global marketing strategies as well. Very interesting!
“I loved this class. It combined a theoretical framework to a real-world problem. It was also helpful to hear the “Team China” perspective, as well as opinions from the rest of the class. The book is great and easy to read.” ~Moira Bird
“I loved this class. The professor was very straight forward and to the point when teaching. Her style of teaching was better than that of most professors and it’s probably because of her practical experience and expertise on the subject matter. More professor should teach like her. I learned a lot about the subject matter. Growing up in a city with a lot of Chinese immigrants, I could relate to a lot of the information taught, but I did learn a lot about their culture and the way they do business.”
“Great class. 10/10! Loved the flow, the dialogue, learned tons about China. I didn’t know the way they do business and the way they interact with each other. I liked how a native Chinese person was put in our groups as it gave us an insightful point of view. Overall it was a really good class. It’s obvious she cares about the topic and making it engaging for us students. As a student who generally avoids speaking in class the atmosphere developed in class made the class great.” ~Peter Owusu
“I really enjoyed the format of the class and the structure of each day. I thought the content was timely and informative. In general, you made the course enjoyable. I did not feel like I was in a lecture.” ~Mike Shaver
“I absolutely loved this course. When I read the course description, I was already excited about the course as the content (China) is a topic I am personally interested in. However, the course (and the professor), completely exceeded my expectations. I have trouble focusing in an hour and a half lecture, and I think I speak on behalf of most of my peers that you were able to hold our undivided attention for the full day.
Thank you for making it as collaborative of a class as it was. Not only did I feel like I learned so much from you, but also the different perspectives of others in the class. You created an environment when I felt comfortable to express my opinions and thoughts and everything was constructive criticism.
I liked that it was a discussion and appreciated how RELEVANT the topics discussed were. All the exercises were very practical. It blew my mind how interconnected everything is (more than I already knew).
I wish it were longer I feel like there’s so much more I’d like to learn from you and this topic as its always evolving.” ~Livia Han