a few insights on the NordicsDenmarkWhen speaking to a Danish, I am not afraid of being my Ukrainian self - they are also super direct. Negotiations are typically fun and quick - they tell you right away what they wantFinlandthey always keep their word. When selling to Finish, try to get to early “yes”/ early commitment. E.g.“if I you are happy with the demo, would you be able to connect me with your CRO for a commercials discussion?” If you hear yes, it’s going to happen. Another one: “if I negotiate these terms for you internally, would it be possible to finalize sign off by end of this quarter?” If you hear yes, you can commit the deal in your forecast.Sweden• they make decisions collectively. It’s very unusual when a decision is made top down. They engage entire teams who are impacted by a decision to give them space to share their perspective. It’s critical to talk to multiply shareholders / multi threading when selling to Swedish businesses• most often their “positive” feedback is just them being nice. Don’t trust “I really like your tool!” —-> go deeper “great to hear. What do you like the most and what do you think we are missing?”Icelandoops, I’ve never actually sold anything to Iceland companies.