Trends With: Jörgen Sjöstrand
Jörgen Sjöstrand has spent 15 years in this field, specializing in helping companies successfully navigate and establish themselves in the Swedish market. His core expertise lies in securing a company’s first crucial customers and delivering tangible, data-driven insights into the market's actual potential.
Concito Consulting employs 15 senior sales professionals dedicated to successfully establishing international companies in the Swedish market. The team assists with every critical step, from identifying the right target companies to making initial contact and securing the first sales.
This comprehensive approach is designed not only to deliver initial customers but also to provide the essential foundation for future, sustainable expansion. Through these initial sales engagements, Concito delivers a comprehensive market analysis, including total market size in Sweden, customer acquisition costs, and all other essential metrics needed for strategic next steps.
What trends do you see within your line of business?
We are observing a significant increase in the use of AI to assist in the initial sales process, particularly with first contact efforts. This trend allows our skilled sales professionals to deliver much greater value where it truly matters, focusing their expertise on the most complex stages of the client relationship. Furthermore, the conditions for a solid data structure and comprehensive analysis of market potential have improved radically. This new, measured process makes it safer and more predictable than ever for international companies to establish themselves in a market like Sweden, and by extension, the entire Nordic region.
From your perspective, what are the greatest challenges right now?
Our greatest challenge right now is the market’s continued restraint regarding larger, strategic investments. This cautious approach means that the initial sales process for companies looking to successfully establish themselves in the Swedish market is relatively long. While we see significant underlying interest and engagement, the final investment and purchasing decisions continue to be prolonged by client organizations.
And, opportunities?
The unique opportunity lies with companies that have the resources, experience, and ability to commit to long-term market development. These companies stand to gain tremendous value by establishing crucial initial contacts now. Because the market is slower, these long-term players are building a highly valuable foundation of established contacts and collaborations that will pay off significantly as the economy turns.
Based on the signals we have seen throughout 2025, the budgeting for 2026 is appearing significantly more positive than it was when companies set their budgets for the current year, suggesting that those who secure their positions today will be perfectly positioned for growth next year.