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This also means that you can target multiple countries from a single loca- tion, subject to language requirements. Many startups employ expatriates in their inside sales team to target their home country—for example, having a Spaniard based in Berlin who targets Spanish prospects. For most complex, big-ticket products with high prices and low volumes, you need a dedicated field sales force that can go out and meet prospects face- to-face, answering their questions and closing sales. Bear in mind that these sales cycles can be extremely long, so your funding has to be able to outlast them. Buying Center Initiator Gate- Users keepers Buyers Influ- encers Approvers Decision- makers Source: Stefan Groschupf, Automation Hero 16

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