The impressive conversion rates we were about to discover

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The team also had to learn to handle a lot of new objections. Uk employees could only share their learnings from their own experience selling in the uk. But prospects in the dach region have different objections and questions, especially around gdpr.To provide further context, cognism in the uk had just completed the shift from lead generation to demand generation. To catch up on this part of cognism's journey, you can check out this article which explains our pivot from lead generation to demand generation: moving from lead gen to demand gen: our experience however, it was still early days.

When we entered the dach market, we bc data taiwan started with a lead generation approach, because our demand generation strategy was still being rolled out. Although we had effective lead generation in the uk at the time, it didn't have when we moved to demand generation. When we grew, the decision was made to start with sales. Until then, we had always been a sales-driven organization.

And for us, that meant a significant investment with sdrs, first and foremost. Getting customers and traction through prospecting. In our early expansion efforts, we assumed we could replicate this same model – just in the dach region. And that’s what we did. But unfortunately, we didn’t have the same success. Liam said: it’s easy to assume that you can replicate the success of your core region, but it’s not guaranteed.