B2B sales in the Nordics

What you will be able to do

Skills you add to your Herizon profile when you finish: B2B Sales, Nordic business culture.

• A map of the buying group for one real deal
• Five open discovery questions for a first meeting
• A pricing page with every cost and the totals for year one and year two
• A follow-up email you could send within a day
• A one-page plan for your next Nordic accounts

Who it is for

Time per page: 10 to 15 minutes Whole course: about two hours (11 pages, at your own speed) This is for you if you are: - Selling a B2B product or service to companies in Finland or the Nordics - New to the region, or wondering why familiar tactics work less well here - A founder doing your own sales ---

The situation you work through

Priya, an account executive at Lanternly, takes one invoice automation deal through a Finnish buying group at Koivu Foods: five roles, a procurement round and reference calls, from first lead to signature and the first review.

Your practice task

Prepare one real deal in the Nordics: map its buying group across the five roles (a name or a question mark for each), write five open discovery questions, draft the pricing page of a proposal with every cost and the totals for year one and year two, and write the follow-up email you would send within a day of the first meeting. Submit all four, plus two sentences on which role you have not reached yet and where the deal could stall.

What is inside

1. How Nordics buy
2. Trust-based selling
3. Communication style
4. Finding Nordic buyers
5. First meetings
6. Proposals, Nordic style

and 5 more pages

Finish with a short quiz to earn your certificate.