Yalın Yüregil goes into various aspects of selling into another country, specifically the importance of addressing operational issues you think you already figured out, adjusting your expectations, staying away from the all-to-common mindset of "it works here, so it will work there too," and the legacy experiences of your buyers.

Matt goes into what he took away, from a recent interview, about building trust. He touches on commitment (hat tip to Robert Cialdini, someone Matt and Alper both have mixed feelings about), how to build trust into a pitchdeck, the importance of describing the problem and its role in building trust, and a couple studies he found that looked into what parts of the body are involved in the building of trust.

Vlad Cazan, co-founder of Romania's KFactory, goes into his company's efforts to sell in other countries, particularly into the UK.

In particular, he goes into the importance of patience and preparation, and what to do when you don't have any connections in the target country yet.

Vlad also mentions the importance of, when considering what countries to target first, to ask yourself which ones are most open to doing business with a partner outside the country.

Like some of our previous guests, Vlad also mentions that your star employees back home might not be your star employees in the new country.