INTRODUCTION TO INTERNATIONAL EXPANSION - GTM PRACTITIONER

• This online training program is designed to equip Go-to-Market (GTM) executors with the strategic frameworks and practical skills necessary to effectively contribute to and thrive within an international expansion strategy. It emphasizes leveraging an ecosystem-first approach to accelerate global growth, pipeline generation, and market activation, while also empowering individual career development within a global context.
• The program is structured into modules with specific learning objectives: Module 1: Your Personal Stake in Global Growth & Opportunity Identification To solidify the direct, personal benefits of international expansion for GTM executors and equip them with advanced techniques for systematically identifying and qualifying global sales and customer success opportunities. Lesson 1.1: Understand how international expansion directly benefits your personal quota attainment and career growth. Lesson 1.2: Learn advanced techniques for proactively identifying international potential within existing accounts and new prospects. Lesson 1.3: Understand your tactical responsibilities within various international entry models and how to leverage partners. Module 2: Tactical GTM Adaptation & Pipeline Acceleration in Global Contexts To equip GTM executors with the practical skills to adapt their sales and success motions to local market nuances, build robust international pipelines, and effectively activate new territories. Lesson 2.1: Learn practical techniques to adapt your sales pitch, messaging, and communication style for diverse local markets. Lesson 2.2: Translate high-level market sizing data into actionable strategies for pipeline management. Lesson 2.3: Understand and perform your hands-on role in activating new international markets through events, press, and co-marketing
• MASTER THE: Strategic frameworks and practical skills for international expansion , leveraging an ecosystem-first approach , understanding personal ROI of global markets and career growth planning , advanced account qualification and international lead identification , international operational models , partner ecosystem leveraging , localized selling , cross-cultural communication in sales , understanding cultural nuances (High-Context vs. Low-Context Communication, Power Distance, Individualism vs. Collectivism, Uncertainty Avoidance) , market sizing application (TAM/SAM/SOM) , international pipeline building , local market activation , event participation , and co-marketing support.
• LEAR HOW TO: Effectively contribute to and thrive within an international expansion strategy , accelerate global growth, pipeline generation, and market activation using an ecosystem-first approach , empower individual career development within a global context , systematically identify and qualify global sales and customer success opportunities , understand personal quota attainment and career growth benefits from international expansion , access richer pools of qualified leads , close significantly larger deals , accelerate sales cycles due to untapped market demand , achieve unparalleled career growth , proactively identify international potential in accounts and prospects , analyze existing accounts for international footprint , monitor for trigger events for new prospects , utilize data points and strategic frameworks (firmographics, technographics, intent data) , rigorously qualify leads in an international context , understand and manage tactical responsibilities within various international entry models (Direct Sales, Resellers, Distributors, MSPs, Joint Ventures) , co-sell, enable partners, share leads, manage pipelines, and communicate effectively with partners , leverage Hyperscalers and Key ISVs , create joint account plans, define shared goals, and map deal strategies with partners , securely share information , understand partner incentive structures and sales cycles , adapt sales and success motions to local market nuances , adapt sales pitch, messaging, and communication style for diverse local markets , handle complex questions on international pricing, product localization, and compliance , convey local relevance and expertise , translate market sizing data into actionable pipeline strategies , proactively prioritize accounts and segments using data-driven methods , refine international Ideal Customer Profiles (ICPs) , segment international prospects for tailored outreach , interpret market data from various sources , perform hands-on roles in activating new international markets through events, press, and co-marketing , and generate leads, build credibility, and accelerate deal velocity in new territories.

Online training only.