Advice Needed: International Account Expansion

Hello Savages,

My role, already a little weird, has changed a bit recently and one of my new responsibilities is to help our Europe lead expand our existing accounts into EMEA (I'm based in the US). Our clients range from 50 person companies you've never heard of to the Fortune 500. Does anybody have any tried and true strategies or just general suggestions?

Thanks!

👑 Sales Strategy

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grrr

Member

Sr. Account Executive

General suggestions coming atcha-

I've been in this position once before, and it's really challenging. I've found that the best thing you can do is be as objective as possible in the beginning and setup a really strong process to understand success. The high-level methodology I've found a lot of organizations use is a version of:

(1) Strategize and make a plan
(2) Execute the strategy
(3) Measure the results
(4) Iterate

This will help you clearly understand the objective and just know if it's working or not. The plays that are working you can start to ramp up and scale.

The next very high-level thing I'd start to think about is customer segmentation. Your approach to a 50 person company should and will be different from your approach with a Fortune 500 company. Develop some guidelines around what your segments are and how to approach them - there will be quite a few.

Hope this helps a bit!

softwarebro

Politicker

Sales Director

This is a straight account management / client management play. Start with your best customers. See if the decision maker will intro you to their counterpart in EMEA or see if they will at least be a reference. In my experience With multinationals it’s always key to understand who writes the checks. Mind me asking what you have tried so far?

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CaneWolf

Advice Needed: International Account Expansion

2 comments

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