In this demo reel, sales mentor Zach Selch delivers a high‑energy presentation on how to expand a business internationally. He illustrates unconventional ways to pick target markets—pulling country names from a hat or tossing darts on a map—before urging a more rational, data‑driven approach. Through vivid anecdotes, he shows how identifying ready‑to‑renovate hospitals can boost kill‑ratios five‑fold, how reshaping channel organization and sales materials can dramatically increase revenue, and how competitive intelligence can be used to force rivals out of a market. The session is peppered with multilingual audience testimonials from Brazil, South Africa, the Netherlands, and France, praising his teaching style and the immediate applicability of his methods. Zach also contrasts hiring for culture versus hiring for a task, emphasizing that strong companies prioritize cultural fit to sustain sales performance. Overall, the reel serves as both a showcase of Zach’s mentorship and a practical guide to actionable international sales tactics that attendees can implement the next day.
Chapters
Very, very few people around the world know the world as well as he does. If international sales experts are what you need, then you need Zach.
So Zach, what you taught me 15 years ago is really what I'm using now. Thank you for everything. And I said, you pop up? Let's get down to doing some real work. Let's pick some countries to go into. So I have a hat here full of names. I'm going to pull out, say, Australia, Korea, and the United Kingdom. Okay, so now we have countries to go into. Does that make sense? How many of you pull names out of a hat when you want to go into a country? You ever use that? Or you ever use a dartboard? Dartboards work. Sometimes you set up a map, you just toss some darts. And you choose countries that way? How many of you do that? Okay, how many of you are doing business with somebody who walked up to you at a trade show and asked to buy your product? How many of you are doing business with somebody who sent you an email and asked to be your distributor? And how is that any different than pulling names out of a hat? Thank you.
O Zack explica bem o que faz e a sua experiência, e também é bom apresentador. Fui capaz de pôr em prática o que ele ensinou imediatamente.
Based with two choices: you either do it right and you grow the value of your company, or you do it wrong and you end up in a pot like a lobster.
Hei maakte het onderwerp interessant, zelfs voor mensen die er niet bekend mee waren. Ik had niet verwacht dat ik op zou staan. Presentateur brillant, fantastique. J'ai adoré. C'était hilarant, mais utile.
I find is this is the time that everybody gets up and helps himself to coffee because they say, Zach, I don't want to ask myself questions. Thank you for teaching whatever you taught to my mentor. He taught me the same things, and now I make money from it. And what I found was our kill ratio would go up about five times if we could identify a hospital. that had already decided to do renovations.
Zach, when you were in South Africa training us, it was awesome. Your excitement is catching.
I was once hired by a company because their biggest international competitor was poking around the US market. And what they wanted me to do was go over and wreak havoc on their home market. And by doing that, we got them to pull out of the US market.
Hi, I'm Caio from Brazil.
Zach is an excellent Sales Master. That was a great training. So when you're looking at markets, you have to be thinking about what's the rational way to choose the markets. And from my perspective, the questions we just asked are how I'm going to choose the market.
We appreciate the training you did, and the guys learned a lot, and it was fun. So yeah, hope you do it again soon.
Now, I did not come prepared for combat. I was— There's a great quote I saw recently that said strong companies hire for culture, and Weak companies hire for a task. But what if you have a task? What if you need to sell? The people who are buying this product were different. Now, by changing our strategy, by changing our channel organization, by changing our sales material, we were able to grow our sales dramatically. Record. Okay?
The—
The way I see it, I've given you about 56 little tips that you could get up tomorrow and use in driving your own international sales. So you have 2 options now. One is you go home and you say to your significant other or your mother or whatever, you say, hey, I heard this wacky talk from this guy who looked like Santa Claus with a pocket square, and what's for dinner? Right? That's option number one. The other option is you say, gather up your team and you say, here's what we're going to do. We are going to drive our international sales. We're going to become the world leader in what we do. We're gonna increase our international sales by 300 or 400%. We're gonna increase the value of the company by 500%. Thank you very much. Woo!
