Managing more than 10 BDRs spread out across different countries…How do you adapt prospecting sequences for each market?How do you make sure each rep ramps up properly if you can’t coach them because you can’t understand German or Hebrew?And how do you set up the right KPIs to track performance fair and square for every one?Those are the questions Rachel Fay (https://www.linkedin.com/in/rachelfay/), Senior Manager, Business Development EMEA at Zoom answers in today’s episode of International Corner. One of the learnings she shares with us are the 3 tips she applies to adapt guidelines for each region: 1- Creating a buddy systemShe pairs each new rep with another BDR or AE speaking the same language to role play.2 - Fostering each rep to create an ecosystem with the wider teamShe pushes them to talk to marketing, finance people etc… that are speaking the same language as them within the organization to have coffee and get more understanding and support internally3 - Feedback loops with EnablementShe created a group of BDR delegates. 1 Senior BDR from each region joins a bi-weekly call with the enablement team to provide feedback and get help to adapt sequences and create scripts.We deep dive into the above and more in this episode with Rachel! Hosted by Ausha. See ausha.co/privacy-policy for more information.

They've launched 50 countries in 10 years and now have 18 offices around the world.That’s what Little Big Connection has managed to do with a test-and-learn mindset and very little investment for each new country launch.But…What is their secret recipe to make it work?Jules Maillard (https://www.linkedin.com/in/julesmaillard/), international expansion director, describes it in 4 steps:Hiring the right country launcherLeveraging the unlock program they created to support the launch of new marketsAdopting a low investment & test and learn mindsetCreating hubs to support multiple countries at a more local levelWe emphasize particularly on the unlock program as they have spent years fine-tuning it to adapt to any cultural specificities country launchers stumble upon when they are in the job.From closing the first deals, to hiring the first salespeople and to getting to maturity level in the targeted geography, the idea is to unlock rewards at every step of the way to help country launchers be succesfull in their mission.In the last episode of International Corner podcast, you’ll learn everything about the steps of that program and their secret sauce to build a country launching machine. Hosted by Ausha. See ausha.co/privacy-policy for more information.

9 months to take over a multi-market scope, structure it and scale it to get to the next stage of growth.When she arrived at Partoo, there were 6 people within the expansion team.2 years later, there are now 20 people.That is what Cécile Farah (https://www.linkedin.com/in/cecile-farah-05a90/), VP Sales Expansion, and her international team did at Partoo.But it has been a long journey to make changes and generate positive impacts.In today’s episode of International Corner, she explains what it took to get there: 1) Build a true team cohesionAs she took over a scope with different maturity levels, people are not living the same thing from one market to another one. They had to learn to move together to make it. 2) Follow global processes but keep a local approachThey make sure they use the right processes at a global scale while having local adjustments to take opportunity of the famous land and expand strategy.3) Make the other departments understand what is going on in the different marketsThe idea is to spread the knowledge and adjustments needed to marketing, legal finance etc… to avoid copy, paste what they did in other markets and make sure the entire organization is on board with what they do.Find out more about these aspects in the episode! Hosted by Ausha. See ausha.co/privacy-policy for more information.

As you move from the launching to the scaling phase in a new market, You’ll Have A Tough Time.Yet, you thought you went through the hardest part - getting the first few customers.Well… I hate to break it to you… but this was just a “Mise en bouche”.There are tons of aspects you need to consider afterwards such as:Building a clear vision of where you are goingSpreading clear communication across local and global teamsAdapting to the local market and localizing the Sales approachImplementing an agile sales processAnd the toughest part according to Frederic KINGUE JOHNSON (https://www.linkedin.com/in/frederickinguejohnson/), GM and VP South EMEA and Latam at Content Square :  Stabilizing a team to scale the business efficiently.A few highlights of our discussionMistakes when hiring in a new marketMisalignment to avoid between new hires / local people and HQ teamsGlobal vs local processChallenges when transitioning your team from the launching to the scaling phases Hosted by Ausha. See ausha.co/privacy-policy for more information.

If you are working on expanding into new markets, your goal should be about finding Product Market Fit (PMF).It can sometimes be really tough to find it. And this is even more true for competitive markets such as the UK.Edouard Epaud (https://www.linkedin.com/in/edouardepaud/), Head of Sales Uk at My Traffic was obsessed about one key aspect in this PMF quest.Nailing their Ideal Customer Profiles in the UK.To grow sales in the UK over the past 2 years, his team has focused on 3 aspects to keep iterating fast to find their ICP 1 - listening to calls again and again2 - Gather data points to find lookalikes3 - Get help from his growth team and his networkWhat else can you expect from this episode ? Differences in the way we do business France vs UK, finding your competitive advantage and tips about cold calling there.If you are struggling to find your PMF in the UK (or any market) and are looking for some tips to start the year strong, listen to this week’s episode of International Corner ! Hosted by Ausha. See ausha.co/privacy-policy for more information.

Have you considered leveraging communities to grow internationally? This is a strong means to strengthen your lead generation efforts… and in a more genuine way. Communities are a way for you to: ✅ get insights ✅ get direct access to your target audience ✅ form meaningful connections But they are not a way for you to: ❌pitch your product ❌get a list of contacts to send aggressive cold emailing campaigns In this week’s episode of Interntaional Corner, Coralie De Robert (https://www.linkedin.com/in/coralie-de-robert-15b4a550/), Sales Director at Salesloft explains how they are using communities in the Uk, Germany and France to boost their sales. Expect to hear about how they create communities, how they entertain it, their approach towards fellow community members and Coralie’s vision about the ROI it provides. Hosted by Ausha. See ausha.co/privacy-policy for more information.

The is no one-size-fits-all strategy to sell internationally. Just as much as there is no one-size fits all strategy to manage an international team. I think we’d all agree that one of the toughest aspects of going international is to make it right with people. People with different backgrounds People from different countries People with different personalities   And no matter how different we all are, as a manager, you need to make sure everyone can work together, in harmony, to reach a common goal. Anne Claire Cornée (https://www.linkedin.com/in/ac-cornee/), Senior Director  EMEA and International Sales at Dailymotion currently manages a team of 3 individuals coming from different cultural backgrounds. Multicultural management is at the heart of her routine and she shares with us how she adapts her management style to each individual while ensuring a sense of togetherness. What you can expect in this episode: What multi-cultural management means to her The fit individual x the targeted market Her weekly routines with her team to achieve a sense of togetherness while making sure to meet individual needs Hosted by Ausha. See ausha.co/privacy-policy for more information.

What if you could reduce your Time to first deal by 50% in all your markets? Imagine being able to have all your new Sales hires get their first deal x2 faster, in every market? Well that is what Niamh Murray Lalanne (https://www.linkedin.com/in/niamh-murray-lalanne-a336239/), VP Global Sales Ena blement at Mirakl managed to do with her team. The power of Sales enablement is often underestimated in organizations. This business unit is often created at a later stage of a startup's growth. And it is often created… too late. Yet, especially to help you go to the next stage of international expansion, Sales enablement is key. How are you making sure new insights & contents are not only rolled out in all markets but also digested and adopted by all Sales teams?  How do you successfully onboard new comers to make them operational as fast as possible? In the last episode of International Corner, we discussed how you can leverage Sales enablement to grow internationally. A snapshot of what we discussed: When to start creating a sales enablement organization as you expand internationally The Mirakl enablement team organization and how they work with Sales folks and Sales leaders of different markets Proving ROI of such an organization to your board Hosted by Ausha. See ausha.co/privacy-policy for more information.

You sold to a firrst few clients in the US, great! But how do you achieve repeatable Sales now? How do you prove you can sell again and again to the same type of companies, the same persona for the same price? Well, as usual for the folks who work on expanding internationally, you know there is no one-size-fits-all solution. But there are stories worth listening to get inspired There are mistakes worth studying to avoid losing time There are ideas worth using in your own context to help you grow faster And today I believe you will want to hear what Alex Louisy (https://www.linkedin.com/in/alexlouisy/), CEO of Upflow has to say in the last episode of International Corner We discuss how they managed to achieve repeatable Sales in the US market despite covid times that account now for almost 50% of their total revenue. Content to look forward to: Why targeting the US was relevant for Upflow How they found their target market & the criteria that were key for them Their value-driven outbound approach to sell Hosted by Ausha. See ausha.co/privacy-policy for more information.

If you are working on expanding into foreign markets, you probably leveraged some of your current customers to expand into other countries. This is the land and expand strategy That’s most likely how most of us get the first 2-3 clients in foreign countries But have you considered using this strategy as your main focus to grow internationally and not just to get the first few references? That's what Anthony (https://www.linkedin.com/in/anthony-munoz-cifuentes-6598376a/), CEO of Meeriad have done to expand into several markets. They have mastered the art of landing and expanding into new markets. Anthony tells us everything they do to make sure they convert their first POC or pilot into successful international cross-sells. One key aspect he nailed to get there is this: How do you justify a soft ROI to your client? Sometimes there is no direct relation between your solution impact and a company soft ROI. For instance, how do you justify your solution can directly impact the retention rate of your customer? Well… Anthony found a way. And you can find out how in today’s episode of International Corner. What to expect: How Meeriad uses the land and expand strategy to turn POC and pilots into furthers Sales in other countries Justifying a soft ROI impact to your customers & prospects Getting the commit of your prospect/client during a POC/pilot to convert further locations Hosted by Ausha. See ausha.co/privacy-policy for more information.