Really depends on your business, but getting on a plane is the easy solution. It's relatively cheap to fly AU-US nowadays.
If it's a bigger deal, you can probably justify it. Or you stack smaller deals in to one 2-4 week trip.
Sounds inefficient, but you can pack a lot in - plus you'd be surprised how convincing getting on a plane and flying around the world to a customer is. "I'm coming in from Australia" is also a great door-opener.
Doesn't work in all businesses - but for a lot of B2B it is effective.
You can’t sell remotely from Australia via a US sales team. You either sell directly from Australia (with all the downsides this involves) or you move the management team to the USA.
The third option is to acquire a US competitor, let them sell your product into the US market, and make sure they have the same executive decision making power as the team in Australia
Yes - I am actually considering doing this right now. The difficulty is the massive mismatch in valuation between Australian and US companies makes this difficult.
If it's a bigger deal, you can probably justify it. Or you stack smaller deals in to one 2-4 week trip.
Sounds inefficient, but you can pack a lot in - plus you'd be surprised how convincing getting on a plane and flying around the world to a customer is. "I'm coming in from Australia" is also a great door-opener.
Doesn't work in all businesses - but for a lot of B2B it is effective.