There’s no single way to sell across borders. The right framework, the right regional sequence and the right vertical process change everything. Here’s the playbook - and an interactive planner to build yours.
Entering a new market fails for predictable reasons: the wrong sales motion, a process that ignores how the region actually buys, or a vertical gate nobody mapped. This playbook covers the frameworks that travel, the steps for each region, how verticals change the rules - and how Sales Source gets you signed and selling.
Two variables decide your motion: where you’re selling and who you’re selling to. Get both right and the same product closes in markets that look nothing alike.
You don’t need a new methodology per country - you need a small, proven toolkit and the judgement to apply the right one. Tap each framework to see what it’s for and when to reach for it.
The qualification spine of any serious B2B motion. It forces you to confirm the metrics, the economic buyer, the decision criteria and process, the paper process, the pain, your champion and the competition - before you commit forecast to it.
MEDDPICC is especially load-bearing in process-heavy markets (DACH, public sector, financial services) where the paper process and economic buyer make or break the deal. Read the full MEDDPICC guide →
A question sequence - Situation, Problem, Implication, Need-payoff - built on the largest sales study ever run. It gets the buyer to articulate the problem and its cost, so the value is theirs, not yours.
SPIN shines where hard pitching backfires and buyers expect to be understood before being sold to. Read the full SPIN Selling guide →
The research found the best reps don’t just build relationships - they teach the buyer something new about their business, tailor it to each stakeholder, and confidently take control of the conversation.
Challenger is powerful with committee buyers who need a reframe to break consensus inertia. Read the full Challenger Sale guide →
Up-front contracts make every next step explicit and mutually agreed, so there are no surprises and no chasing. “No” is acceptable early, which filters out the deals that would have wasted the quarter.
Three outcomes, three questions, three next steps. A lightweight discipline that keeps any meeting purposeful and ensures you never leave without a concrete way forward - layered on top of the heavier frameworks.
3-3-3 is the easiest to adopt and a fast way to lift a whole team’s meeting discipline. Read the full 3-3-3 method guide →
Pick a region and a vertical to see a tailored, step-by-step approach - the recommended framework, the regional sequence, and the one adjustment that vertical demands.
The plan above is the starting point. The hard part is execution on the ground - local language, local credibility, and a rep who already knows how that market buys. That’s where most expansions stall.
We’re not a consultancy that hands you a deck. We embed local SDRs and BDMs who already run these frameworks in-market, so you get pipeline from week one instead of a year of trial and error.
We learn your product, target markets and growth goals - and tell you honestly where we can help.
We map the right framework, region sequence and vertical motion for your offer - the plan above, made specific.
A dedicated, native-speaking SDR or BDM joins your team - local number, local network, your brand.
Booked meetings and qualified opportunities from week one, reported transparently against clear targets.
Book a discovery call and we’ll build your market-entry plan together - framework, region and vertical - and show you exactly how we’d represent your brand on the ground.
Our reps run the right framework for each region and vertical. Book a discovery call and see how we’d represent your brand.