News

Managing director Wayne Henderson and commercial lead Kai Henderson recently completed the International Selling Programme, a four-week initiative designed to bolster the international sales capabilities of Scottish companies engaged in complex, long-cycle sales. 

For Kai, relatively new to his commercial role, the programme provided invaluable insights. 

“The International Selling Programme was really useful in giving a global perspective to expanding our commercial activity,” he said.

“It was fascinating to learn about the cultural nuances of different countries and how to tailor our approach accordingly.  The biggest takeaway for me was the importance of thorough preparation and building strong relationships with potential clients.”

Wayne also emphasised the programme's value in strengthening Marex's internationalisation efforts. 

"At Marex, internationalisation, energy transition, and diversification are key strategic priorities," he explained.

"This programme has provided us with valuable tools and insights to enhance our international sales strategy and capitalise on opportunities in key markets.  It provides our team with the tools and knowledge necessary to navigate complex global markets effectively and capitalise on emerging opportunities, especially within the renewables sector."

The programme's curriculum covers a range of crucial topics, including understanding evolving customer needs, analysing market dynamics and buyer behavior, innovating international value propositions, developing effective growth strategies and navigating diverse international sales cultures. 

These elements are all crucial for Marex as we continue to expand our global footprint and support the energy transition.  Our participation in the International Selling Programme underscores our commitment to continuous improvement and our proactive approach to securing international success.