EIA 022 Mismatched Marketing Sales Guru
Morry Morgan is the Managing Director as well as Head of Consulting at ClarkMorgan Ltd., an award winning corporate training firm that develops teams and individuals of multinational companies across the Asia Pacific region, in particularly China, Singapore and Australia. His team works with HR Directors, Managing Directors and APAC Business Leaders post-merger, or when high performance team development is necessary.
Morry discusses the details of how he uses Linkedin as a sales and marketing platform for ClarkMorgan and gives his own personal example. He describes himself as a “Mismatcher that is not afraid to give his opinion”. The road he has taken from Australia to founding of his company in China and its expansion across the APAC region, the personal failures and disasters that he has encountered along the way; his passion for marketing, sales and technology. Morry also provides knowledge and advice that can help entrepreneurs at present or thinking of doing business in China and the APAC region.
Morry is also the author of Wiley published, “Selling Big to China: Negotiating Principles for the World’s Largest Market”, and “Managing the Millions: Practical HR Management in China”. He has also been named as a Top 30 Global Sales Guru, by research firm Global Gurus.
Today, he lives in Melbourne, and travels to Singapore and China every six weeks running training programs and consulting clients.
Also Discussed in this episode
The Google search that revealed his recent award.
ClarkMorgan was founded in China in 2001 and in 2012 they open up in his native Australia, becoming an APAC company. Adjusting from the fast paced business environment of China to the slow pace of Australia for him was challenging.
As well as in China his Mandarin has proved good enough to get him through doors in Malaysia and Singapore.
The next challenge is to open up in Dubai. The next step in the long-term expansion of the company
The lows have seen SARS when all business was lost during the confusion but surviving by being young and subsisting on low salaries.
During the 2008 financial crises, all Q4 revenue was lost when 75%, around 65 employees, of the company was fired, voluntarily redundancy, sweetened by allowing staff to take their laptops. Subsequently some returned to occupy senior positions within the company, which is a testament to his Morry’s people skills. However conflicts have occurred over intellectual property theft and lack of professionalism with colleagues and employees, due to his no nonsense manner approach to building a successful business. This has led to the creation of friends from enemies.
Working in China people forgive errors due to the speed of change. Business happens in Australia is slow.
Singapore and Malaysia small market size limits opportunity
Singapore multiple meetings a day up to 5.
Australia fewer business people to meet with.
Dubai looking to make new connections.
The pace of change in China has seen his business model change from English training, 15 years ago to soft skills training, 7 years ago and a prediction that mobile apps will be key in the next 5 years as technology plays an ever increasing role.
Morry gives the steps he uses to create business relationships on Linkedin in an easy to follow case study. By giving a solution to a problem with no strings attached in the gentle approach to sales.
Linkedin now has a Chinese version and so open to Chinese users to leverage it’s advantages in the sales and marketing process.
Since 2011 ClarkMorgan insights has been used to market and generate sales. Interviews with thought leaders on doing business in China. 150-160 five minute video interviews with staff, MDs, VP’s, General managers, Founders, Authors set to their own format of theory and anecdote. All for free and providing a marketing channel to potential clients.
Further insights in to his personality revealed to him through psychometric test that relate to his love of learning and his passion for technology and travel.
Time to produce content writing, video and He was the General Manager and did everything before he hired an accountant then operations director to ensure eventually making himself redundant so that he could focus on his passions of marketing, sales and closing deals areas. Based on a philosophy of “delegate, delegate, delegate”.
From microbiology to Sales guru. Accidentally got into mandarin before starting a business qualification. After graduating then spent one year working as a microbiologist, got hired by a pharmaceutical company. Before eventually arriving in China and faced with the limited choice of jobs available at the time decided to create his own position.
Entrepreneurs should be willing to get involved with all aspects of a business. They need to be generalists but also need to be aware of when to hand over to a qualified specialist within the company and concentrate on what they are passionate about.
His book a “Selling Big to China” published in 2010 based on his experience building a sales team and selling to purchasing managers of Chinese and multinational businesses. He is currently working on the updated version and apart from that free information is available on the ClarkMorgan.com website
Finally the roller-costa ride is not one for those that need security and stability. If that is what you need and you want to work for a start-up then find an entrepreneur when the startup has stable cash flow.