B2B SALES LAUNCH IN RUSSIA
PRACTICAL COURSE | ONLINE FORMAT | 6-8 WEEKS
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— If you're unsure whether the program is right for you
— Want to receive an external assessment of your readiness for sales in Russia
— Receive insights and comments on your current sales status
Sign up for a 45-minute discussion about your sales.
Schedule a review — Want to receive an external assessment of your readiness for sales in Russia
— Receive insights and comments on your current sales status
Sign up for a 45-minute discussion about your sales.
Who can benefit from this course?
- Entrepreneurs and Companies
- Expanding sales geography in Russia – Minimizing development risks in a single territory.
- Generating additional revenue in foreign markets.
- Testing hypotheses for sales and marketing strategies adapted to the Russian market.
-
Startups
- Increasing investment attractiveness through new traction.
- Searching for product-market fit. Testing MVP hypotheses and confirming market interest.
- Enhancing sales skills in the Russian market.
- Professionals of various profiles
- Enhancing professional expertise to increase personal capitalization in the market.
- Acquiring knowledge in sales with a focus on the Russian market.
- This course is not suitable for
- Companies with products for the B2C market.
- Companies that do not have the goal of expanding sales in Russia.
- Companies without a product.
"Launching B2B Sales in Russia"
A practical program consisting of 3 modules designed to help you launch and grow sales in the Russian Federation, providing you with the necessary knowledge, and insights into Russian mentality and culture, as well as practical tools. Each module represents a 6-8 week course.
"Launching B2B Sales
in Russia"
in Russia"
By the end of this course, participants should "reach out" to their first leads (potential clients), organize initial meetings and interviews, receive feedback, and validate initial hypotheses to confirm product-market fit.
The following will be implemented: email and LinkedIn outreach, cold calling, lead qualification system, pricing policy 1.0, candidates for initial pilot projects, CRM system defined or already implemented, sales metrics implemented.
The following will be implemented: email and LinkedIn outreach, cold calling, lead qualification system, pricing policy 1.0, candidates for initial pilot projects, CRM system defined or already implemented, sales metrics implemented.
"Effective Sales Funnel"
As a result of this stage, we can already talk about the confirmed alignment of the product with the market (Product-Market Fit) and formation.
The company will have: a streamlined customer development interview process and email campaigns, a Sales Development Representative (SDR), efforts focused on inbound leads, ROI/Unit economy calculation templates, a refined demo process, and initial pilot projects executed.
The company will have: a streamlined customer development interview process and email campaigns, a Sales Development Representative (SDR), efforts focused on inbound leads, ROI/Unit economy calculation templates, a refined demo process, and initial pilot projects executed.
"The Sales System and Scaling"
At this stage, sales should have been made, references and case studies should have emerged, a sales system should have been developed that can be replicated, there should be local sales managers, partners, and repeat sales.
Objectives and tasks of Module 1
The practical course is the first module of a sales program consisting of 3 modules.
This course is designed for the initial two stages of sales development:
✔ Initial hypothesis testing for sales, when entering the Russian market for the first time and having taken no prior steps.
✔ Sales launch, with additional hypothesis testing and adjustment of materials and approaches based on the results of previous market testing. Conducting pilots that can be showcased and garner public feedback.
The goal of this course is to provide you with knowledge and practical steps to enter the Russian market, enabling you to:
✔ Find and validate product-market fit, allowing you to proceed with a full-scale sales process that can be replicated. It may also reveal that the product-market fit hasn't been found yet, requiring further refinement to attract customers.
Course Objectives:
✔ Acquire tools and frameworks for launching sales for future use.
✔ Reach out to the first potential leads in Russia to gather feedback on the product offering.
✔ Conduct Customer Discovery Interviews with potential leads to identify the problem and product with a price point for the selected target audience.
✔ Prepare materials for conducting demos and presenting commercial proposals tailored to the chosen target audience and under the given Product-Market Fit hypothesis.
This course is designed for the initial two stages of sales development:
✔ Initial hypothesis testing for sales, when entering the Russian market for the first time and having taken no prior steps.
✔ Sales launch, with additional hypothesis testing and adjustment of materials and approaches based on the results of previous market testing. Conducting pilots that can be showcased and garner public feedback.
The goal of this course is to provide you with knowledge and practical steps to enter the Russian market, enabling you to:
✔ Find and validate product-market fit, allowing you to proceed with a full-scale sales process that can be replicated. It may also reveal that the product-market fit hasn't been found yet, requiring further refinement to attract customers.
Course Objectives:
✔ Acquire tools and frameworks for launching sales for future use.
✔ Reach out to the first potential leads in Russia to gather feedback on the product offering.
✔ Conduct Customer Discovery Interviews with potential leads to identify the problem and product with a price point for the selected target audience.
✔ Prepare materials for conducting demos and presenting commercial proposals tailored to the chosen target audience and under the given Product-Market Fit hypothesis.
Module 1
- Week 1 - Lead Generation for Target Audience and Product
- Introduction. Product Description. Target Audience Persona (Personas).
- List and Analysis of Competitors.
- Lead Generation - List of Potential Clients Based on Target Audience Persona.
- Databases: Google search, LinkedIn Sales Navigator, Apollo, ZoomInfo, D&B, Indeed, etc.
- Week 2 - Launching Email Campaigns
- Attracting potential clients and tools.
- Hypotheses to test Product-Market Fit based on current market understanding, competitors, and potential client's pain points.
- Qualification of potential leads.
- Launching email campaigns: Reply, Apollo, Woodpecker, LinkedIn, Lead Connect, LinkedIn Helper, Zerobounce, Calendly, Zoom, Google Meet, Teams, and email templates.
- Week 3 – Understanding Russians
- Business Culture in Russia and Russian Mentality.
- Preparation for Cold Calls and Demos.
- Launching Email Campaigns, Cold Calls, and Refining Scripts.
- Week 4 – Customer Development: Initial Client Contacts
- Searching for Product-Market Fit through Customer Development Interviews
- Compilation of Interview Questions for Customer Discovery
- Materials for Online Meetings: Interviews and Demos
- Formulation of Objection List and Handling Strategies
- Week 5 – Perfect Demo and Presentation
- Conducting Intro Demos and Customer Discovery Interviews remotely (via Zoom, Teams, Google Meet) with proposals for the next steps with the client.
- Formulating pricing proposal 1.0.
- Week 6 – Processing client requests. Commercial proposal.
- Quotation proposals for clients based on requests, cost calculations, and project profitability assessment.
- Refinement of materials, and processes based on insights gained from conversations with potential clients.
- Working with "champions" within the client's company.
- Implementation of sales metrics.
Course format and materials
Classes take place online on Tuesdays. If you are unable to attend a session live on any given day, a recording will be available.
For the practical steps, you will need additional resources, the availability and payment for which you decide independently. These may include a corporate email, a Russian phone number, an email marketing program, databases, and more.
Various templates will be provided, including email templates, proposals, and target audience profiles.
For any questions outside the lecture program, videos for self-study will be provided, along with recommended additional literature.
Various templates will be provided, including email templates, proposals, and target audience profiles.
For any questions outside the lecture program, videos for self-study will be provided, along with recommended additional literature.
Between online lectures, you will be completing practical assignments related to launching your sales - forming a database of potential leads, testing selected hypotheses on your chosen target audience, mastering tools and resources for sales, conducting meetings/demos/Customer Development Interviews, and adapting the product for the Russian market along the way.
You enter a new, strong, genuine, and supportive community of like-minded individuals.
All questions can be asked and answered in the chat between online meetings, and you can also individually address your questions for further clarification.
All questions can be asked and answered in the chat between online meetings, and you can also individually address your questions for further clarification.
- Customer Profile with criteria to understand if they fit your target audience, including financial capabilities.
- List of potential clients (companies and individuals) with contact information.
- Templates for LinkedIn and email outreach.
- List of hypotheses for finding Product-Market Fit and understanding customer pain points.
- List of questions for Customer Discovery Interviews.
- Recordings of online meetings with summaries for each conversation.
- Summaries of hypotheses and Product-Market Fit.
- Enhanced materials tailored to the identified Product-Market Fit: presentations (one-pager and full presentations for the target audience), demos, and templates for commercial proposals.
- Enhanced demo materials: materials, scripts, and sequence for conducting demos.
- Client request template, detailing what should be included to prepare a commercial proposal.
- Internal pricing calculation for the project (internal unit economy). Ideally, an Excel spreadsheet containing all expenses, allowing for immediate understanding of costs and potential discounts for clients.
- Client economics, project ROI calculation. Ideally, an Excel file where client figures can be inputted during meetings to demonstrate the benefits of implementing the product/service. To achieve this, understanding the client's pain points, how much, and why they are willing to pay is crucial.
What you get:
Our goal is to provide you with precise tools, knowledge, and motivation within a supportive community, enabling you to launch or develop sales in the B2B market in Russia and learn more about the nuances of doing business and negotiations in the Russian Federation.
You will gain an understanding of how to proceed because you will have the information to make further decisions.
- Clear instructions with a step-by-step action plan for launching B2B sales in Russia.
- Knowledge about the peculiarities of the Russian mentality and nuances of doing business in Russia.
- A list of recommended sales tools and developed materials, as well as hands-on experience with these tools.
- A new strong, genuine, and supportive environment. Fresh inspiration and motivation.
- Stepping out of your comfort zone and adapting to communication, promotion, and sales in a new market.
- Individual analysis of your questions and materials upon request (beyond the program scope).
Our goal is to provide you with precise tools, knowledge, and motivation within a supportive community, enabling you to launch or develop sales in the B2B market in Russia and learn more about the nuances of doing business and negotiations in the Russian Federation.
You will gain an understanding of how to proceed because you will have the information to make further decisions.
Options for participation
- "Self-Study and Implementation"
- Participation for up to 2 team members in live online lectures and meetings
- Full package of educational materials
- You implement everything yourself, complete assignments
- Independent study of additional materials not covered in lectures and meetings (e.g., videos on using email marketing software, etc.)
- Support and communication in the Telegram chat
- "Self-Study with Individual Guidance"
- Everything included in the previous option
Additionally:
- Receive feedback on practical assignments
- Individual review of your materials (presentations, scripts, email texts, etc.)
- Assistance in building a database of target audience contacts
- Help with setting up tools
- Extra analysis of topics not covered in the program
- Support for 2 months after the program
- "Learn while We Do It for You"
- Imagine hiring a VP of Sales who, together with your team, builds international sales and also shares insights about the specifics of the chosen market. That's what this option is about.
- Minimum collaboration period: 3 months.
Antonina Bondareva
Author and Course Leader
I build startups and companies together with business owners, focusing on teams, processes, sales, and partnerships. I enjoy working on new projects and initiatives: tackling the complex, getting things started, organizing them systematically, and then handing them over to the team while I move on to the next project.
My personal mission is to provide people with:
- Inspiration and practical tools to create, initiate, act, build, transform, and realize their dreams in life because they see their own value and potential.
- Gain independence, a sense of freedom, optimism, and confidence that anything is possible in life.
- Expand their worldview, foster ethical relationships, and engage in mutually beneficial cooperation with everyone without discrimination, including financial and gender, and to see unity in diversity.
- Develop the ability to embrace challenges, navigate complexities and uncertainties, solve large-scale problems, and improve upon what they encounter.
- Achieve balance and harmony in relationships, experience tranquillity, relaxation, and slowing down, and create warm and nurturing environments.
Professional Experience:
- Current Position: Vice President of Business Development and Sales at Abagy Robotic Systems.
- Consulting on startup launches, product organization, sales structuring, robotics, and production automation, as well as technology product and company development.
- Operational team in place for business operations in Russia.
- Founded 3 companies from scratch, and established scalable processes (including management personnel and sales teams).
- Launched tech products (robot software), an online platform for B2B sales, frozen food products (manufacturing and distribution), a hotel chain, designer furniture, and decorations in the Russian and international markets.
- Implemented sales systems and remotely managed sales and partner networks in Russia, Europe, and the USA.
- 24 years of experience in international business. Over 17 years of experience working with founders.
Sign up for a course or get a consultation
Sign up for a course or get a consultation
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