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When companies expand into a new country, they often focus on tactical questions such as quota ownership, messaging localisation, and language requirements. These questions matter, but they are not the primary obstacles. The real challenge is understanding the market well enough to create the conditions for revenue. Most companies underestimate the amount of learning required to build early traction in a new region. Collin Stewart from Predictable Revenue recently argued that

The good news is that Germany is, at its core, like any other market. You’ll probably use the same mix of channels you’re familiar with, and people still buy for roughly the same reasons everywhere. However, nuances matter, and in Germany, those nuances can make or break your go-to-market strategy. 1. Language: Selling in German Still Matters The first and most important thing to understand about selling into Germany is that you’ll probably need to sell in German. That’s not

tl;dr Relationship builders are often seen as too soft to perform well in sales. Nevertheless, this does not mean that the skill of...

When you ask sales managers what they are responsible for, they say revenue growth. When you ask them how they grow revenue, they say by...

TL;DR Giving up because your environment seems out of control is human, actually, some might not pick up hope once they regain...

If you ask Customer Success Managers (CSMs) what the main benefit of their CS tool is, I would bet that they say “insight in the health...

When companies decide to expand internationally, it often starts with a beautiful deck: market size data, country scoring, and a neat...

Back in 2020, Sequoia Capital published its now-famous memo Coronavirus: Black Swan of 2020 . It spread like wildfire. The memo captured...

tl;dr If you build your sales playbook on characteristics of ‘won deals’ only, you are blind to the reasons why most deals simply don’t...

An analysis of the internationalisation patterns of 281 Dutch SaaS companies

TL;DR: Most conversion rates are actually only displayed on a ‘one-month basis’ in CRMs [see Hubspot below], so a time-series aka....

The English language does not have multiple forms of addressing someone, dependent on i.e. status or hierarchy in a conversation, whereas...

Table of Contents TLDR 3 COMPASS 3 Current situation 3 Types of coaching 4 Types of call coaching 5 Holistic-call Coaching 5 In-call...

Middle managers were asked to make most purchasing decisions on new tech (SaaS) in the last decades as tech got cheaper. Now they are...

I hesitated for a long time to write this article, as it sounds like an excuse and finger-pointing. I think most sales leaders would be...