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Market Entry
Practical takes on B2B sales, fractional CRO leadership and go-to-market, from 20-plus years carrying the number on five continents.
Israel now exports jet fuel and defends the Gulf. The small player just grew up.
Israel is protecting other countries in the GULF! The UAE! Israel! The headlines coming out today feel like a glitch in the matrix. Germany, the industrial.
Selling B2B in Central America: Costa Rica, Panama and the Region
How to build B2B sales across Central America: the buyer culture, the distributor-led model, and the sales operation I build and run across the region.
The quickest way to become a millionaire? Start as a billionaire.
Ilan Ben-Dov built a $5.1 billion empire on debt and watched it wash away. The lesson for founders is that growth built without trust is a sandcastle.
Managing a Remote Sales Team Across Time Zones
Managing US salespeople from another continent is a discipline of its own, and the time difference is the small problem. How to build a team that performs.
Selling B2B in Africa: Kenya, Nigeria, South Africa and Beyond
How to build B2B sales across Africa: the buyer culture, local presence and partners, and the sales operation I build and run, including an office in Kenya.
Israel's GDP is outgrowing every G7 nation, in the middle of a war.
Israel's economy is growing 3.8% in wartime, ahead of every G7 nation. The sales lesson is that a system needing perfect conditions is broken.
Selling B2B in Asia-Pacific: Taiwan, Singapore, India and the Region
How to build B2B sales across Asia-Pacific: the buyer culture, local presence and partners, and the sales operation I build and run across the region.
Everyone is watching the conflict. The real oil story just happened under the radar.
Fast. While everyone is focused on conflict and shortages, a structural shift just happened under the radar. The United Arab Emirates announced it's leaving.
Selling B2B in the European Union: A Market-by-Market Reality
How to build B2B sales across the EU: why it is not one market, the buyer differences, and the sales operation I build and run across Europe.
Selling B2B in the Former Soviet Union (FSU): Russia, Ukraine, Central Asia and the Caucasus
How to build B2B sales across the post-Soviet markets: the buyer culture, relationships and distributors, and the sales operation I build and run in the FSU.
QVC invented live shopping. TikTok killed it. Your sales motion has an expiry date.
QVC invented live shopping and filed for Chapter 11 after its buyers moved to TikTok. Your sales motion has an expiry date too. Here is how to test it.
A Go-To-Market Strategy for a B2B Startup Selling Abroad
Most startups start selling without a real go-to-market strategy, and find out when the budget burns. What GTM actually is, and how to build one that works.
France cut off arms to Israel. Israel's answer: build it ourselves. A lesson in suppliers.
Israel's response? Find better suppliers. Build more. Depend less. Israel's Ministry of Defense just announced it's halting all defense procurement from France.
71% of Israeli startups say the war hurt fundraising. 90% are still building.
A survey of 637 Israeli tech companies shows 71% hurt on fundraising and 90% still operating. Pressure exposes weak revenue strategy, so fix it now.
A Volkswagen plant may start building Iron Dome parts. They read the signals early.
A Volkswagen plant may build Iron Dome parts because someone read demand early. Most companies wait for a crisis to force the pivot. You can move first.
How to Choose Your First Target Market for International Expansion
Your first international market should be the one where your odds of winning are highest, not the biggest one. The five criteria I use to choose.
Why Great Israeli Startups Fail at Sales Abroad
Israel builds some of the best products in the world, yet many startups fail at sales abroad. The real reasons, including the one nobody likes to hear.
Building an International Sales Team From Scratch: The Order You Cannot Skip
How to build an international sales team without burning the budget. The right order of hires, who comes first, and why most companies hire backwards.
Expanding to Europe: Why the US Is Not Always the First Move
Every company races to America, but sometimes Europe is the smarter first market. When to go to Europe first, and why it is not one market.
Distributors vs Direct Sales: How to Enter a New Market Without Burning It
Distributors or direct sales in a new market? The choice decides who owns the customer and the price, and most companies make it by convenience.