You have been tasked to open new markets, with 0 marketing budget.

Tough, but that’s the reality of what international sales professionals have to face.

Low to no marketing budget.

HUGE expectations.

And all you have is your phone, Sales Navigator and an email automation tool.

Now what? Well… You have to close… FAST.

The good news is: Even with 0 budget for Marketing… and very few human resources available, we CAN use marketing to help us fuel early and later sales.

Stephanie Mazier, Head of International at SPINIdeas with 20 years working internationally in both sales and marketing positions shares with us How to do IT!

What you can expect:

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It seems impossible to start doing business in China right now with the pandemic

Borders are still closed to travel. Business visa applications are virtually impossible to get.

Yet, there is a lot of preparation and actions you can conduct remotely before physically getting there.

Actually this preparation is crucial even without the current travel restrictions.

Market research, network building, findinf the right partners and influenceurs, selecting channels, learning about business codes…

Jerome Delacroix, with his 20 years of experience in China - both personal and professional - shares with us his GOLDEN insights.

What you can expect:

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There is no one-size fits all process to build your sales strategy to go international.

Yet, there is a methodology that has been used by companies of all sizes. From Enterprise ones such as Linkedin to startups and scaleups, they used this framework to successfully plan their expansion and keep track of their progress.

Amine Slim, VP Sales at At Scale and ex Head of Regional Sales at Linkedin used it while working at Linkedin. He helps now scaleups he works with to go international thanks to this methodology.

5 steps : 

• Step 1: Define your goals

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Teamtailor is a 200-people Swedish scalelup that opened the Oceania market more than 3 years ago with Rebecca leading the team there. Culture is at the heart of everything in this company. However, with a Headquarter (HQ) located more than 18,000 km away, how do you make sure the team there feels like they belong to a common project? How do you manage business with a 10 hours differences from your HQ?

Content :

• The challenges linked to a 10 hour difference with HQ and how Teamtaiilor overcomes it

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Have you heard of global unicorns such as Atlassian or Canva? They are both Australian companies. This country, far away from the Americas and the EMEA region, rarely comes to mind first when it comes to global expansion.

Yet… It holds a fantastic potential for Wanna-be global players.

With the right strategic approach, Australia can be key to succeed in the Anglo Saxon world such as the UK or the US.

Leo Denes, CEO & founder of Australiance,  has been helping international startups to successfully launch and scale in Australia for years and he shares with us Why Unicorns Conquer This Market To Become Global Players.

Content :

• The reasons why Australia is a land for global Unicorns 

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More and more startups & scaleups use VC funding to expand internationally.

And that’s understandable. Hiring is expensive. Marketing is expensive. Wanting to go fast to be #1 in a particular market, is expensive.

And… to do all of the above, it can definitely get super expensive.

Yes but… Some startups want profitability to be the main driver of their international strategy. And they want to stay bootstrapped as long as possible.

Lemon Learning is one of them, and Pierre Le Roux, their CEO has found a way to open new markets without having to spend a ton of money. After test-driving a few markets in the past 2 years, they are now mostly focusing on Germany and the US.

And… guess what? They are still bootstrapped, and it’s working!

Content :

• How Lemon Learning opens new markets without burning too much cash

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$10M in ARR in less than 4 years. 100% Bootstrapped. Lemlist has had an impressive yoy growth.

Nadja has been managing the International Sales team behind this success. Her team is multicultural and for the most part fully remote.

But she IS NOT your typical micro-managing, watch-every-move-each-sales-rep-is-making-every-day manager 😉

No Daily check of #emails sent, #calls done…

No Daily Pressure asking when the deals are getting in.

Instead… She has created a culture of Ownership, Trust and Empathy where everyone, regardless of their location feels included.

And guess what?  IT WORKS and the numbers speak for themselves/

What you can expect in this episode:

- Create a Sales culture where in-person and remote reps feel included

- Nadja's weekly structure with her sales reps 

- How she uses Accountability and Empathy instead of micro-management to have her team hit their numbers

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Are you doing business or thinking of selling into the Nordics? Well, be aware of crucial cultural differences that will impact your salescycle and your strategy.

Originally born and raised in Sweden, Nicolas is now heading the Finnish office for Oneflow and shares with us what is the best way to penetrate this market.

Content :

• Cultural differences between the Nordics and Western Europe

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After 2 years heading the international Sales department at Partoo, Fernando shares with us how Partoo has managed to do business in more than 50 countries for nearly €2M in ARR. From market research to outbound prospecting, you’ll understand their successful repeatable approach to sign Enterprise customers around the Globe.

Content :

• The Headquarter based approach to open new international markets @ Partoo

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Have you thought about Selling to Eastern European countries ? 

Well Yousign did. And very early on on their international journey. They decided to go to Poland to open their 3rd foreign market after Germany and Italy.

The potential in Poland and other eastern european countries is HUGE and widely underestimated.

After selling into numerous European market, Pawel is now country manager for Poland at Yousign. He will reveal why Poland is a market with huge business potential and how to break into it. Bear with us until the end as he will share 2 secrets you wish you knew before as a salesperson selling into any market!

Content :

• Why you should consider selling into the Polish market

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