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RFQ vs Relationship Selling: What Changes When You Export Capital Equipment
Why capital-equipment exporters need a different outbound motion than transactional B2B sellers — and how RFQ-driven and relationship-driven markets require separate playbooks.
Contrasts RFQ-driven markets (North America, parts of Europe) where a documented process controls the buying decision, against relationship-first markets (GCC, parts of APAC) where trust and introductions precede any formal RFQ. Explains why one global outbound cadence underperforms across both, and how GlobalSDO's regional programs build separate cadences for each buying culture.
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