Structured expertise for global sales growth

ISP, Scotland

Scottish Enterprise- International Selling Programme

Scottish Enterprise (SE) and Scottish Development International (SDI) are one of the key public sector organisations within Scottish entrepreneurial ecosystem that support ambitious Scottish businesses to innovate and scale. The International Selling Programme (ISP) was designed and developed to help companies within diverse, complex selling cultures and technology ecosystems to accelerate their international sales strategies to drive business growth.

The requirement

To develop and deliver a programme for business leaders and those involved in sales growth and internationalisation strategies within high-growth energy, renewables, life sciences and technology sectors requiring structured, expert-led programme to enhance sales management, streamline sales process and boost success in complex international markets.

Our approach

Genoa Black was appointed to design and deliver the ISP pilot in 2017 and has continued to win the contract through competitive tender ever since. . Scottish Enterprise required a partner with deep sector knowledge, the flexibility to adapt across industries, and the ability to deliver consistently high-quality outcomes cohort after cohort. Genoa Black built a programme around our Relationship Influencing Curve framework, aiming to improve international sales capabilities, from understanding new markets and buyers, to navigating cultural differences, developing compelling value propositions, and closing deals in competitive global environments

Every cohort is tailored to its sector, informed by current market intelligence, and supported by industry-relevant guest speakers. Delegates receive one-to-one mentoring throughout, complete interactive workshops, and culminate the programme with a live mock pitch to a panel of GlobalScots and SDI specialists, leaving with a customised International Sales Growth Plan directly applicable to their business and specific opportunity. Peer-to-peer learning, along with practical tools and techniques, illustrated with industry examples from experienced practitioners bring each session to live and give delegate confidence in adopting new strategies and tackling challenging opportunities.

With an average delegate score of 9.5/10 across all cohorts, and a further six cohorts secured for 2025, the results speak for themselves.

 

”"I have learned so much and taken so much from the course. There are key strategic points and plans we are now implementing, and this will be invaluable in the growth of our international business."

“Very useful, in-depth information, techniques and action plan plus great support from organisers”

"The mentor's knowledge on the course subjects has been very impressive, as well as their enthusiasm and eagerness to help others progress with their sales skills."

"I now appreciate the journey of the programme and how it all fitted together. You obviously have a well-informed group at Genoa Black with a passion for what they do."

ISP Delegates