How to successfully approach sales in the Middle East

Making an impact, and getting those all-important sales is something that every business needs to consider carefully, even more so if you are planning on operating your business in another country or part of the world. In order to make the most of your Middle East business opportunities, and increase your sales – it is important that you understand the economy, the various factors of consideration, and what approach is the right one to take. In this article we will look at those issues, and the technologies that can help you boost your sales in 2024 and beyond.

What is the current business economy like in the Middle East?

Business in the Middle East has had a number of ups and downs in the last few years, but overall the economy is still on a positive upward trajectory - a special update in January 2024 on the Regional Economic Outlook for the Middle East and North African (MENA) region by the International Monetary Fund (IMF) revealed that growth projections were revised downwards by 0.5% from the October forecast, and that the GDP is now projected to grow by 2.9% in 2024, up from 2% in 2023.

However, with areas in the Middle East, such as the UAE (Dubai in particular) becoming more of a draw for start-up business and new investment, sales expansion and the evolution of digital support for business is increasing – Business Wire reveals that the automation market in the Middle East is expected to grow at a CAGR of 10.2% between 2022 and 2028 – and this reveals considerable confidence in the viability of doing business in the region.

Some of the biggest customer-facing industries expanding in the Middle East include:

• Information Technology (IT), technology and Artificial Intelligence (AI)
• Web development
• Transportation and logistics
• Education
• Healthcare
• Advertising
• Travel and hospitality
• Retail

What factors should you consider when looking to sell in the Middle East?

Setting up business in the Middle East can be a complex undertaking, and it needs to be underpinned by a deep understanding not only of the industry you plan to trade in, but the local area, culture, and wider engagement with the region as a whole.

This of course must also be supported by full knowledge of the local laws and legislations, respect for the culture and activities that involves, and a willingness to embrace the rich cultural heritages that comprise the regions.

Before commencing with business, it is important to:

• Study the history of the area and understand the local culture: This is especially important if you are planning on selling any goods or services that could prove problematic with certain groups. You need to be certain that you are targeting the right audience, are being respectful and mindful of any restrictions, and do not come across as overly aggressive or inappropriate.
• Make connections and select local partners: Building connections is important in any part of the world, but getting personal and creating relationships is especially important in the Middle East, as it is a deeply imbedded element of their culture, and there are expectations for behaviour, interactions, and the way in which you (and your team) conduct yourselves.
• Understand your obligations both culturally and legally: There are certain behaviours that are no acceptable, there are preferred methods of dress and appearance, and there are established behaviours you will be expected to uphold when hosting guests. This is on top of the legal obligations that you will need to carefully research and ensure you abide by – and these can change from area to area and country to country, so it is absolutely vital that you make sure you are compliant in each area.

What technologies can help to boost your sales and support your business growth?

When reaching out and setting up your Middle Eastern venture, it is important that you support yourself with the right tools and technology. Hybrid selling and face-to-face marketing is common, and your team need to have the right training and platforms to give themselves an advantage.

Some of the most useful technologies that will help to support your team include:

• Customer Relationship Management (CRM) software
• Mobile functional CRM
• Team management software
• Customer database software
• Analytics and reporting tools
• Visualisation software for customer journeys and lifecycles
• Content Management System (CMS)
• Marketing platform

Having a robust digital structure will not only help you manage your customer and sales process in the preparation stages, but will also help you to manage field sales representatives.

What should you consider when adopting CRM and business automation?

Investing in your business should be done carefully, and with a strategic approach – but it should be done. Ensuring that your team are outfitted with the right tools for the task, appropriate applications to connect them with customers, and platforms that can sustainably grow and manage your leads is essential.

When looking at tools such as CRM and automation, you need to consider your own specific business needs, your planned trajectory for growth, the goals and targets you need to hit, and what you can proactively do to make the most of your resources.

Consider asking:

• How much time is currently spent on existing processes, and whether this can be positively reduced by implementing strategic automation.
• What programs and platforms you are currently using, and whether they can be built upon, need updating, or require replacing.
• What Key Performance Indicators (KPIs) you need to monitor in order to determine whether a process is succeeding or not.
• What tools and platforms will provide the best value for money, support for staff, and scalable growth for the benefit of the company.

You only get one chance to make a first impression, and your sales team need to be prepared to make the most of every viable lead. Sourcing technology and utilising best practices that are going to give you a competitive edge is just the start – but when you set yourself up for success, hard work and your drive to succeed will help you handle the rest.

Upgrade your performance with TEB

You can upgrade your performance, and results and drive your growth with the future of business automation, TEB Apps. All around the world businesses are adopting TEB Apps to help streamline their sales processes, to spark growth. You can help your business maximise conversions with:

Centralised data – Holistically view all of your data, from lead data to quote data so you stay on top of your sales process, and understand how your business is performing.

Automate your sales processes – From lead assigning to quote creation, you can automate you sales processes to allow your team to focus on more essential tasks and drive your efficiency.

Prioritise the right leads – Pinpoint your most valuable leads sources, and the prospects that are far through your sales funnel to prioritise the winning deals.

Access countless sales reports – Access reports to see your top clients, item-wise reports, sales cycle reports, profit value reports and more.

Step into the future of sales automation today. Book a demo at a time that suits you ant witness first hand how TEB Apps will transform your sales process and help you grow your business.