Asia Growth Forecast

Transforming Sales Productivity: Lessons from Johnny Fetalvero at YGC Cars

Fri, 20 Dec 2024 07:50:00 -0000

Are you ready to supercharge your sales productivity and master the art of customer relationships? Tune in to this enlightening episode as we delve into the transformative journey of Johnny Fetalvero, Senior Vice President of the Car Division at YGC Group, a leading conglomerate in the Philippines. Discover how a well-implemented CRM solution can revolutionise sales processes and customer engagement.

Join hosts Carol Fong and Adarsh Norona as they explore Johnny's experiences and strategies in driving change and fostering customer loyalty. Johnny shares insights gleaned from his company's transition from traditional sales practices to a dynamic CRM-led approach.

Key episode moments:

- Overcoming challenges in sales pipeline management with CRM tools.

- Strategies for fostering lasting customer relationships and service excellence.

- Enhancing productivity and accountability among sales teams.

- Achieving a seamless transition to digital sales management.

Thank you for tuning into Asia Growth Forecast! Don’t forget to hit subscribe and follow us on Apple Podcasts or Spotify (so you never miss an episode)! If you love this show, please leave us a 5-Star Review and share your favorite episodes with friends.

Strategic Prospecting: Unlocking Success in Southeast Asian Markets

Fri, 13 Dec 2024 07:09:00 -0000

Are you eager to improve your prospecting skills and secure that competitive edge in the diverse Southeast Asian market? This episode reveals the secrets to successful prospecting, critical for building a robust sales pipeline. Join us as we explore innovative techniques and strategies tailored for the unique challenges of Southeast Asia.

In this episode, Carol Fong, Head of Sales for Asia at HubSpot, hosts two seasoned sales experts, Ee Chien Chua and Gael Tang. They share their invaluable insights and lessons learned from years of experience in varied markets. Whether you are new to sales or a seasoned professional, this episode provides actionable tips to elevate your prospecting game.

Key episode moments:

- Adapting prospecting strategies for cultural nuances in Southeast Asia.

- Utilising multi-channel approaches and personal branding effectively.

- Leveraging technology and AI for efficient lead qualification and engagement.

- The role of consistency and relationship-building in successful prospecting.

Mastering the Monthly Sales Cadence: Tips for Consistency and Success

Tue, 03 Dec 2024 10:00:00 -0000

Are you a sales professional looking to sharpen your skills and enhance your sales performance with a consistent monthly cadence? This episode dives into the intricacies of structuring your sales activities to achieve success month after month. Join us as we explore proven strategies for achieving consistency and excellence in sales performance, even under the pressure of monthly targets.

In this episode, HubSpot's Managing Director and VP of Sales for the JAPAC region, Dan Bognar, returns to the Asia Growth Forecast podcast, hosted by Carol Fong, Head of Sales for Asia at HubSpot. Together, they dissect the essential monthly sales cadence—a critical component for sales teams—and share insights drawn from top performers. Whether you’re entering sales roles or fine-tuning your existing strategies, you'll find invaluable advice on planning, executing, and maintaining momentum.

Key episode moments:

- Understanding the monthly sales cadence: Analysing its crucial role in sales consistency and success.

- Creating effective territory plans: Laying the groundwork for aligning sales efforts and maximising outcomes.

- Balancing short and long-term goals: How to manage transactions with diverse timelines effectively.

- Motivating and energising sales teams: The importance and impact of recognition and gratitude.

Navigating Revenue and Funnel Maths in Asian Markets: Insights from Bluesheets' Revenue Maestro

Wed, 23 Oct 2024 16:00:00 -0000

Struggling to set the right sales rep quotas? What about allocating quarterly budgets effectively among account executives, marketing, and SDRs? Discover how scaling companies can approach revenue math tailored for Asian markets and how strategies evolve with business growth stages.

In this episode, we will talk to Yee Huang, who leads the revenue organization at Bluesheets, a fast-growing AI company that raised their Series A during a global funding winter. Drawing from a customer success background, Yee is passionate about cross-functional collaboration and is focused on building a winning revenue team at Bluesheets, including building a sales team from the ground up.

Key episode moments:

- Competitive sales strategies for an unbeatable sales moat

- Shifting to data-driven marketing and boosting ROI

- Moving from founder-led sales to structured sales leadership

- Aligning data management for strategic decision-making

- Tackling market challenges and the future landscape of sales leadership

SDR to CRO: Strategies from MongoDB's VP on Developing Sales Leadership Pathways

Tue, 03 Sep 2024 10:00:00 -0000

In a competitive landscape, creating internal promotion pathways and nurturing talent for leadership roles is crucial for employee retention and long-term business growth. But as a leader, how do you achieve this in practice while balancing the needs of the business?

In this episode, we delve into the essential strategies and insights shared by MongoDB's VP of ASEAN, Céline Zuberek, on creating robust internal promotion pathways within sales teams. From cultivating talent from SDR roles to nurturing future CROs, we explore the key steps, best practices, and lessons learned for building a successful journey within the organisation. Discover how to align career development initiatives, remove bias in promotions, and empower sales professionals to ascend the leadership ladder from within.

Key episode moments:

- The importance of having a clear career path and options for people to learn more

- Being involved in the development of your team through coaching sessions and open communication

- Stretching individuals with assignments and exposure to help uncover passion and potential career paths

- Having mentorship and sponsorship to aid in career progression and support in defining and reaching career goals

- Avoid rushing career discussions right before promotion cycles

- Looking for coachability, drive, and curiosity in potential candidates for successful future roles

- The upcoming challenges and need for a skilled and adaptive workforce in sales leadership, especially in leveraging AI and modern technologies for business growth

- The significance of preparation and skill development to tackle future uncertainties and changes in business strategies

How To Win The Enterprise Sales Game In Asia: Tips for Account Planning, Metrics, Mindset, and Career Development

Sun, 11 Aug 2024 16:10:00 -0000

In this episode, we sit down with Ramnath Bojeesh, the Area Director for Enterprise Growth in APAC & Japan at Meltwater, to show you how to ace the enterprise sales game in Asia.

Learn how to craft a successful account plan for different types of enterprise clients in the region, from family-owned conglomerates to home grown tech giants. Dive into crucial metrics and KPIs for measuring success during long sales cycles and uncover the essential skillsets and mindset needed to succeed in this competitive field.

Last but not the least, if you are looking to secure your first role in enterprise sales in Asia, walk away with practical tips to power your career growth!

Connect with Ramnath Bojeesh: https://www.linkedin.com/in/ramnathbojeesh/

Connect with Carol Fong: https://www.linkedin.com/in/carolfong/

Connect with Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

From Outsider To Trusted Leader: How to Crush Your First 90 Days As A New Sales Manager

Sun, 28 Jul 2024 16:10:00 -0000

You just joined a new company to manage and grow a regional sales team. But starting as an external hire can be tough.

How do you build trust with your team as an outsider? How do you set up the right sales processes, build a team charter, mission, and vision, set the team on a growth trajectory and eventually expand the team? What should you pririotize in the first 90 days?

In this episode, we sit down with Charlie Pennington, the GTM Head of Corporations for APAC and Middle East at Carta, to give you a complete playbook on how to crush your first 90 days as a new manager.

Ready to make an impact from day 1? Tune into the full episode now!

Connect with Charlie Pennington: https://www.linkedin.com/in/cpennington/

Connect with Carol Fong: https://www.linkedin.com/in/carolfong/

Connect with Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

Outbound Sales Mastery: Winning Strategies for Asian Markets

Sun, 14 Jul 2024 16:10:00 -0000

Are your outbound sales tactics still missing the mark? Tune in to this episode of Asia Growth Forecast as Arnaud Renoux from The Scalelab unveils the secret sauce to mastering an effective outbound sales engine in the vibrant Asian market.

Learn about when is the right time for your company to adopt outbound strategies, navigate through common pitfalls, and gain access to essential frameworks for crafting better outbound emails, LinkedIn outreaches, and call scripts tailored specifically for the diverse Asian landscape. What’s more, discover real life examples and benchmarks to optimize your outbound sales motion and elevate your outbound strategy to new heights!

Connect with Arnaud Renoux: https://www.linkedin.com/in/arnaud-renoux-129aa949/

Connect with Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

A New Playbook for Sales Leaders: Databricks' GM, Cecily Ng, On What It Takes To Succeed In Usage-Based Businesses

Sun, 30 Jun 2024 16:10:00 -0000

You built your career leading sales and GTM teams in SaaS companies. Then you saw the rise of usage based pricing models not only across the globe but also in Asia. You decide to take the leap and join a business with usage-based pricing, only to realise that you have a steep learning curve ahead of you!

Cecily Ng found herself on the same path when she joined Databricks to lead their ASEAN and Greater China business.

In this episode, we sit down with Cecily to unpack the common benefits and challenges of usage-based pricing models and show you what it means for you as a sales leader. We break down the sales motion associated with usage based pricing and the essential skillsets sales leaders need to thrive in these environments.

And if you are a sales professional looking to take on your first role in an usage-based business, stay tuned till the end of the show to hear Cecily's advice on what she skillsets she looks for during interviews!

Connect with Cecily Ng: https://www.linkedin.com/in/cecilyng/

Connect with Dan Bognar: https://www.linkedin.com/in/danbognar/

Climbing the Sales Ladder: How to Master BDR-AE Collaboration for Career Growth

Mon, 17 Jun 2024 16:10:00 -0000

Many Sales professionals kick off their careers as a BDR with the goal of eventually moving up to the role of an Account Executive (AE). To make this career progression a reality, BDRs need to master the art of collaboration with their AEs, work together to source and close deals, and continually learn from each other.

In this episode, we sit down Ferlynn Chong and Julia Yeo - a dynamic duo from HubSpot who have closed a record number of deals together but won an award for the best BDR X AE collab in 2023. We delve into what lies behind this successful collaboration, and show you how you can succeed as a BDR and chart your career path towards becoming an AE. Tune in, level up, and pave your way to a rewarding career in sales excellence!

Connect with Ferlynn Chong: https://www.linkedin.com/in/ferlynn-c-b800bab2/

Connect with Julia Yeo: https://www.linkedin.com/in/julia-yeo/

Connect with Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

The New Playbook for B2B Sales Success in Asia with Madanjit Singh of Scaled Agile

Sun, 02 Jun 2024 16:10:00 -0000

Did you know that 96% of buyers have done their own research before speaking to any sales rep from a company? AI is set to accelerate this trend and fundamentally evolve the buyer-seller dynamic.

In this episode, we dive into the dynamic world of B2B sales in Asia to uncover the evolution of sales strategies in response to shifting buyer expectations. We explore the impact of changing buyer behavior on sales professionals, the role of AI in revolutionizing the sales process, and essential strategies for success in today's competitive market.

Check out HubSpot's Global Sales Trends Report: https://offers.hubspot.com/sales-trends-report

Connect with Madanjit Singh: https://www.linkedin.com/in/madanjitsingh/

Connect with Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

[Bonus] Outpacing Competitors: How Propseller Adopted a Modern Sales Process to Stand Out in a Traditional Industry

Mon, 27 May 2024 01:50:00 -0000

Step into the shoes of a sales leader who shook up the traditional real estate industry by embracing modern sales tactics. In this bonus episode, we show you how Jesslyn Yap led the team at Propseller to adopt a modern sales process, and revolutionized their GTM motion.

Propseller today is ranked as one of the fastest growing companies in Singapore by Straits Times. Tune in to the discussion and learn about how Propseller runs their end-to-end sales motion and how they are leveraging the right tech stack & modern processes to stand out in a crowded real estate industry.

Connect with Jesslyn Yap: https://www.linkedin.com/in/jesslyn-yap/

Connect with Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

Connect with Edward Pang: https://www.linkedin.com/in/edward-pang/

Shopify's Fanshen Chan on how to grow your career in tech sales

Mon, 13 May 2024 04:24:00 -0000

Looking to chart your career path in tech sales? Unsure whether to dive into a startup or stick to a corporate role? Wondering whether people management is for you and how to make the transition? With nearly a decade of experience in brands like Shopify, Meituan-Dianping, HubSpot & Xero, our guest, Fanshen Chan is sure to inspire your career planning!

In this episode, Fanshen breaks down how he transitioned from banking to tech sales, the key inflection points in his career, and how he navigated his career growth taking on a variety of roles ranging from BDR and AE to Sales Manager and Country Head, and now SDR Team Lead at Shopify. Join us for an episode packed with actionable advice and learn how you can grow your career in tech sales!

Connect with Fanshen Chan: https://www.linkedin.com/in/fanshen-chan/

Connect with Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

Connect with Rakaesh Vijayan: https://www.linkedin.com/in/rakaeshvijayan/

Debunking myths: conventional sales wisdom that doesn’t work in Asia

Sun, 12 May 2024 16:10:00 -0000

Sales frameworks and best practices are all around us. But do these work in Asia? In this episode, we sit down with seasoned sales experts from Propseller and HubSpot to show you how to adapt conventional sales frameworks and techniques to succeed in different Asian markets.

Learn how to qualify your prospects better so you don't end up in a "no decision" scenario, master the art of multithreading to win over hierarchical organisations, and get actionable tips on navigating the intricacies of relationship-building in an Asian context. Get ready to revolutionize your sales game and unlock the potential of the growing Asian market!

Connect with Jesslyn Yap: https://www.linkedin.com/in/jesslyn-yap/

Connect with Crystal Low: https://www.linkedin.com/in/crystallowjf/

Connect with Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

Connect with Edward Pang: https://www.linkedin.com/in/edward-pang/

Startup Special: Glints' Commercial Director on How to Evolve Your Sales Strategy and Scale Your Sales Motion From Series B to Series D and Beyond

Thu, 23 Nov 2023 04:27:00 -0000

You have made it to series B! You have a repeatable sales process that's working in your core market(s) and likely a small sales team who have mastered how to sell your product/service. But now you need to scale your business and your sales motion to the next stage. What got you here, won't get you there.

In this episode, James Gilbert, HubSpot's Senior Director sits down with Puay Lim Yeo, Glints' Commercial Director to explore the critical aspects of scaling your sales strategy from series B to series D and beyond. Join us as we uncover strategies for evolving your playbook, deep dive into verticalization and segmentation, explore how to expand to new markets and set up your team structure, and answer your burning questions on designing the right compensation structure.

Find out for about the HubSpot for Startups Program: https://www.hubspot.com/startups

Check out HubSpot's definitive guide on selling and winning in Asia: https://hubs.la/Q023VNyk0

Download HubSpot's Asia Sales Strategy template: https://hubs.la/Q023VNCS0

Connect with James Gilbert: https://www.linkedin.com/in/jatgilbert/

Connect with Puay Lim Yeo: https://www.linkedin.com/in/puay-lim-yeo-5648baa/

Startup Special: Transitioning from Founder-led Sales and Levelling Up Your Sales Motion Post Product-Market-Fit with NextBillion.ai and Unravel Carbon

Thu, 16 Nov 2023 00:16:00 -0000

The journey from founder-led sales to building your first high-performing sales team post product-market-fit (PMF) is a necessary step towards startup growth. Yet, it's one that founders struggle with time and again.

In this episode, Jeremy Au of Monk's Hill Ventures sits down with Ajay Bulusu, the co-founder of NextBillion.ai and Grace Sai, the co-founder of Unravel Carbon to shine a light on how to level up your sales motion post PMF. We delve into the nitty-gritty of transitioning from founder-led sales and hiring your first sales team, structuring your team for new market expansion, operalisationing sales operations, designing cadence and compensation structures, and ultimately when to bring in a VP of sales to accelerate your startup's growth.

Find out for about the HubSpot for Startups Program: https://www.hubspot.com/startups

Check out HubSpot's definitive guide on selling and winning in Asia: https://hubs.la/Q023VNyk0

Download HubSpot's Asia Sales Strategy template: https://hubs.la/Q023VNCS0

Connect with Jeremy Au: https://www.linkedin.com/in/jeremyau/

Connect with Grace Sai: https://www.linkedin.com/in/gracesai/

Connect with Ajay Bulusu: https://www.linkedin.com/in/ajaybulusu/

Startup Special: Antler's Managing Partner and Smilie's Co-founder Break Down How to Master Founder-led Sales

Wed, 15 Nov 2023 05:00:00 -0000

Whether you are a serial entrepreneur or a first time founder, in the early days of your startup's journey, you are not only the driving force behind your product but also your sales. Nailing founder-led sales is the difference between whether your company will go on to do great things or die a quiet death.

In this startup special mini-series of Asia Growth Forecast, our special host, Jussi Salovaara, Managing Partner of Antler sits down with Wee Leng Tay, founder of Smilie to share practical advice on mastering sales as a founder. Learn how to leverage your personal brand and network to acquire your first 10-20 customers, discover the biggest differences between selling in a corporate versus in an early stage startup, and avoid common mistakes that most first time founders go through when taking on the sales hat.

Find out for about the HubSpot for Startups Program: https://www.hubspot.com/startups

Check out HubSpot's definitive guide on selling and winning in Asia: https://hubs.la/Q023VNyk0

Download HubSpot's Asia Sales Strategy template: https://hubs.la/Q023VNCS0

Connect with Jussi Salovaara: https://www.linkedin.com/in/jsalovaara/

Connect with Wee Leng Tay: https://www.linkedin.com/in/weelengt/

Connect with James Gilbert: https://www.linkedin.com/in/jatgilbert/

Unconventional Paths to Sales Leadership: Insights from Kevin Fitzgerald of Employment Hero

Sun, 29 Oct 2023 23:23:47 -0000

Are you an aspiring sales superstar looking to level up your career? Want to learn what it takes to grow your career from a sales professional to a sales leader, and from there, to become the Managing Director for an entire region?

In this must-listen episode, we sit down with Kevin Fitzgerald, the Managing Director of Employment Hero, and delve into his unconventional journey from being an accountant to tech sales leader to corporate executive. Discover top strategies, insider tips, and common mistakes to avoid so you can thrive in a competitive environment, rapidly climb the career ladder, and ultimately transition into a corporate leader with general management responsibilities. Plus, gain exclusive advice on how to break into tech sales from other industries and how to future proof yourself in the ever-evolving world of sales!

Resources:

Check out HubSpot's definitive guide on selling and winning in Asia: https://hubs.la/Q023VNyk0

Download HubSpot's Asia Sales Strategy template: https://hubs.la/Q023VNCS0

Connect with Kevin Fitzgerald: https://www.linkedin.com/in/kfitzeh/

Connect with the hosts at Romka Walkowiak: https://www.linkedin.com/in/romka-walkowiak and Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

HubSpot's Chief Sales Officer on How AI is Revolutionizing Sales

Sat, 14 Oct 2023 16:01:00 -0000

AI is taking the world by storm and everyone is scrambling to figure out how to make the best use of it. On one hand, AI is changing buyer behavior and leading prospects to expect more from sales teams. On the other hand, AI can give salespeople the upper hand by saving them hours of their day, enabling them to spend more time deeply connecting with prospects, and creating outreach that is more personalised and effective.

In this episode, we talk about the latest updates in AI, what buyers are expecting from today's sales professionals, AI-powered tools that sales professionals can use in their day-to-day job to get ahead of the curve, and the future of sales in Asia an AI-powered world.

Resources

Check out HubSpot's definitive guide on selling and winning in Asia: https://hubs.la/Q023VNyk0
Download HubSpot's Asia Sales Strategy template: https://hubs.la/Q023VNCS0
Download HubSpot's free Productivity Kit and get access to curated AI tools to supercharge your productivity: https://www.hubspot.com/apac/resources/aiproductivity-in-apac

Connect with the guests and hosts

Connect with Christian Kinnear: https://www.linkedin.com/in/christiankinnear/
Connect with the hosts at Romka Walkowiak: https://www.linkedin.com/in/romka-walkowiak and Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

How to 10x Your Sales Team's Productivity with Jess O'Reilly of UiPath

Sun, 01 Oct 2023 16:01:00 -0000

During a market boom, businesses grow rapidly by adding headcount and resources to their sales team. But during a market downturn, the default sales playbook of "more is more" goes out the window - sales teams are forced to do "more with less" and sales leaders fight tooth and nail to maximise their team's productivity.

In this episode, we break down what productivity really means, show you how you can gain complete visibility on your team's efforts and maximize their time spent on revenue generating activities. And finally, we bust common myths about productivity and talk about you how you can enable your team with the right systems & repeatable processes to make them 10x more productive.

Check out HubSpot's definitive guide on selling and winning in Asia: https://hubs.la/Q023VNyk0

Download HubSpot's Asia sales strategy template: https://hubs.la/Q023VNCS0

Connect with Jess O'Reilly: https://www.linkedin.com/in/jessoreilly/

Connect with the hosts at Romka Walkowiak: https://www.linkedin.com/in/romka-walkowiak and Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

How Top 1% Salespeople in Asia Run Discovery Calls: Frameworks and Lessons from Real Life Discovery Calls

Sun, 17 Sep 2023 16:01:00 -0000

From uncovering buyer's true pain points to building trust and rapport, discovery calls are the foundation of higher deal closure rates, accurate forecasting, and overall sales success.

In this episode of Asia Growth Forecast, HubSpot's SEA Sales Director, Romka Walkowiak and HubSpot's Principal Sales Manager, Madison Carmody dive into the world of discovery calls and the nuances of running a good discovery call in Asia. They break down and analyze what makes a good discovery call, providing frameworks to follow and sharing valuable lessons learned from listening to snippets of real-life discovery calls. Tune in to gain insights on how to optimize your discovery calls, enhance your sales process, and drive exceptional sales outcomes in this region.

Mentions: Gong's analysis on t he Highest Converting Talk-to-Listen Ratio in Sales, Based on 25,537 Sales Calls

Connect with Madison Carmody at: https://www.linkedin.com/in/madisoncarmody/

Connect with Romka Walkowiak at: https://www.linkedin.com/in/romka-walkowiak

CFO Holding Back Your Deal? Insider Secrets and Strategies to Win over Asian CFOs and Drive Sales Growth

Sun, 03 Sep 2023 23:33:00 -0000

With economic uncertainty on the rise, companies in Asia are taking a closer look at their spending decisions and involving more decision makers in the process. One of the key players in purchase decisions is the CFO. In 2023, CFOs hold more power than ever, managing costs, slashing budgets, and seeking new ways to do more with less. So, how can sales professionals win over these influential power players in the Asian market?

In this episode, we sit down with Christophe Randy, an industry expert with sales & leadership experience across EMEA and Asia in companies like Microsoft, PayPal, Panopto, and Linkfluence. Together with Christophe, we'll dive into what goes on in the mind of an Asian CFO, understanding their priorities, and uncovering the secrets to building stronger relationships with Asian CFOs, so you can drive sales success, even in these challenging times!

Mentions:

ROI calculator: https://www.hubspot.com/roi-calculator/sales

EY CFO Survey 2023: https://www.ey.com/en_sg/cfo-agenda/dna-of-the-cfo-survey

The rise of Generative AI in APAC: https://www.hubspot.com/apac/resources/aiproductivity-in-apac

Bowtie funnel (Winning by Design) - https://winningbydesign.com/resources/videos/the-data-model/

Connect with Christophe Randy at https://www.linkedin.com/in/crandy/

Connect with the hosts - Romka Walkowiak: https://www.linkedin.com/in/romka-walkowiak and Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

The Path to President's Club - HubSpot's Top Sales Reps Share their Tips on Crushing Quota Year on Year

Sun, 20 Aug 2023 16:01:00 -0000

In this episode, we speak to HubSpot's top sales reps in Asia to divulge their secrets on consistently surpassing sales quotas and earning a spot in the prestigious President's Club. We also dive into a Sales Manager perspective on how to coach their team to success and maximise their chances to reach President's Club.

From overcoming performance improvement plans (PIPs) to achieving superstar status, our guests break down the strategies, mindset shifts, and daily habits that have propelled them to success during market booms as well during market downturns. Whether you're a seasoned sales professional, a sales leader, or just starting your career, this podcast will equip you with the tools and motivation to crush your sales goals year after year!

Connect with Usman Hijazi at: https://www.linkedin.com/in/usmanhijazi/

Connect with Edward Pang at: https://www.linkedin.com/in/edward-pang/

Connect with Madison Carmody at: https://www.linkedin.com/in/madisoncarmody/

Connect with Adarsh Noronha at: https://www.linkedin.com/in/adarshnoronha/

Cracking the Code of SMB Sales in Asia with Sanjiv Razdan of Nium

Sun, 06 Aug 2023 16:01:00 -0000

SMBs are the heart of Asia's economy. They make up more than 96% of all Asian businesses, providing two out of three private-sector jobs in the region. Winning in Asia means cracking the code of how to sell to SMBs. But SMB is a tough segment to crack -- dispersed audience, lower budgets and ACV, and the demand for immediate gratification often make the growth equation tricky.

In this episode, we speak to Sanjiv Razdan, the Global Head of SME Business & B2B Commercial Payments at Instarem (Nium). With over hundreds of SME clients across various industries ranging from manufacturing, trading, logistics, fuel, payroll services, consulting services and more, Nium has a longstanding track record of successfully serving SMBs. Together with Sanjiv, we explore the SMB opportunity in Asia, key differences between selling to SMBs versus enterprises, and how to win the SMB market in this region.

Mentions:

https://www.adb.org/publications/role-smes-asia-and-their-difficulties-accessing-finance

https://blog.hubspot.com/sales/smb-sales

Connect with Sanjiv Razdan at https://www.linkedin.com/in/sanjiv-razdan-44b2b012/

Connect with the hosts at Romka Walkowiak: https://www.linkedin.com/in/romka-walkowiak and Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

Mastering the Art of Scaling SaaS Sales Teams in Asia with Scott Pugh of Figma

Sun, 23 Jul 2023 16:01:00 -0000

Looking to take your SaaS business to the next level? Scaling your sales team is a non-negotiable step to keep smashing revenue and growth goals. But let's be real, it's easier said than done, especially in the multifaceted Asian market where fragmented markets and cultural nuances add an few extra layers of complexity.

Get ready for an eye-opening episode as we sit down with Scott Pugh, the APAC VP of Sales at Figma and a seasoned pro who has successfully scaled the Asia region for a number of global brands like Mixpanel and LinkedIn. Together with Scott, we dive into the challenges and strategies of scaling a SaaS sales team in the diverse and competitive Asian market. From creating the dream team and scouting top sales talent for each phase of growth, to coaching and empowering your sales force, we leave no stone unturned. And of course – we also dive into building a team culture that acts as the foundation for success, and how to avoid potential pitfalls & navigate cultural complexities in this region.

Connect with Scott Pugh at https://www.linkedin.com/in/scottapugh/

Connect with the hosts at Romka Walkowiak: https://www.linkedin.com/in/romka-walkowiak and Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

Sales Disrupted: Navigating Asia's Changing Landscape with Uma Thana Balasingham

Sun, 09 Jul 2023 16:01:00 -0000

The interaction between buyers and sellers have been evolving over decades. Brands evolved from opting for a cookie cutter approach to a hyper personalised approach to keep up with customer demands. Today, we live in a world where buyers will settle for nothing less than seamless hybrid interactions. In fact, a recent report by LinkedIn shows that 30% of sellers in APAC have closed deals over $500,000 without ever meeting the buyer face-to-face.

In this episode, we have Uma Thana Balasingham who is the Vice President of the Partner & Commercial Organization for Asia Pacific & Japan at VMware. With more than 20 years’ experience in across both emerging and mature markets, Uma has seen the evolution of Sales play out right in front of her eyes. Together with Uma, we will dive into how sales in Asia has evolved over the last few years, what changes are here to stay and what’s not working anymore, and how you can power your sales teams for the next decade of growth.

Mentions:

LinkedIn State of Sales Report 2022: https://business.linkedin.com/sales-solutions/b2b-sales-strategy-guides/the-state-of-sales-2022-apac-edition

The state of tech and customer experience in APAC: https://offers.hubspot.com/apac-technology-and-cx-report

Connect with the guest, Uma Thana Balasingham: https://www.linkedin.com/in/umathana/

Connect with the hosts at Romka Walkowiak: https://www.linkedin.com/in/romka-walkowiak and Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

Ready for Expansion? Andrew Baisley of Asana Shows us How to Build an Effective Channel Sales Program in Asia

Sun, 25 Jun 2023 15:00:00 -0000

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. Partner programs can help you expand into new markets and rapidly scale your sales efforts by leveraging your partners’ existing connections and credibility. But building a channel sales program requires a solid understanding of the market and nuances on how businesses operate in the region.

In this episode, we are joined by Andrew Baisley, the Head of Southeast Asia and APJ Channel Partnerships at Asana. Andrew comes with 20+ years of sales experience in diverse sectors such as media, advertising and enterprise software. Today, Andrew is responsible for Asana's overall business in Southeast Asia and their sales-assisted GTM motions via channel partners in South Asia, North Asia, Japan and Australia.

Together with Andrew, we explore when a channel program is the right fit for your GTM, what it takes to design a successful channel sales program in Asia, and common mistakes to avoid along the way.

Recommended reads: State of Partner Ops and Program report https://offers.hubspot.com/state-of-partner-ops-and-programs-2022

Connect with Andrew Baisley at https://www.linkedin.com/in/baisley/

Connect with the hosts at Romka Walkowiak: https://www.linkedin.com/in/romka-walkowiak and Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

How to Sell During a Market Downturn

Sun, 11 Jun 2023 16:01:00 -0000

Sales is tough enough as it is but during a market downturn such as a looming recession, it's an even bumpier ride. Your potential customers are in budget cutting mode. They evaluate new purchases differently and with greater scrutiny. Your warm leads may have been laid off or moved to a safer industry. But as a salesperson, you still have to grow your pipeline and hit your numbers against all odds and as a sales leader you have to set the right strategies to maximize your team’s efforts.

In this episode, HubSpot Asia's Sales Directors, who have more than three decades of combined experience in sales and leadership, share lessons from their journey and provide actionable tips on navigating a market downturn.

Mentions: LinkedIn State of Sales Report APAC 2022 https://business.linkedin.com/sales-solutions/b2b-sales-strategy-guides/the-state-of-sales-2022-apac-edition

Yamini Rangan's interview with SaaStr https://www.saastr.com/10-learnings-from-yamini-rangan-ceo-of-hubspot/

Connect with the hosts:

Romka Walkowiak: https://www.linkedin.com/in/romka-walkowiak

Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

Thank you for tuning into Asia Growth Forecast! Don’t forget to hit subscribe and follow us on Apple Podcasts or Spotify or wherver you get your podcast (so you never miss an episode)! If you love this show, please leave us a 5-Star Review and share your favorite episodes with friends.

How to Sell Across Diverse Markets in Southeast Asia with Thomas Jeng of Aspire

Sun, 11 Jun 2023 15:00:00 -0000

Southeast Asia may be clubbed as one region in global reports but anyone who has stepped foot here knows that there is no “SEA”. Each market is unique in its cultural and socioeconomic nuances, offering plenty of opportunities for brands who understand how to communicate their value proposition to a varied set of audiences. Very few brands are as familiar with these nuances as Aspire, one of the fastest growing fintechs in Southeast Asia.

Aspire was founded in 2018 and since then has raised a total of almost $300 million dollars from well known VCs such as Sequoia Capital, Massmutual Ventures, B Capital Group, and Lightspeed Ventures, to fuel their ambition of becoming an “end-to-end financial operating system” for Southeast Asian businesses.

In this episode, we talk to Thomas Jeng who is currently the General Manager of Aspire and formerly the head of Sales at Aspire. Prior to Aspire, Thomas has led commercial and strategy teams at 500 Startups, Gnowbe, and Appworks. He has also mentored hundreds of startups across SEA and has worn the hat of a consultant with BCG and Gartner at the beginning of his career. Thomas’s career has spanned from Washington DC to Taipei to Silicon Valley and now to Singapore.

Together with Thomas, we explore the similarities and differences between various markets in Southeast Asia, the importance of audience segmentation and how to get it right, how to set up your teams, systems and processes for selling into SEA, and ultimately how to run a sales team in a high growth organization.

Mentions: Stuart Butterfield's essay on category creation https://medium.com/@stewart/we-dont-sell-saddles-here-4c59524d650d

Connect with Thomas Jeng at https://www.linkedin.com/in/thomasjeng/ .

Connect with the hosts: Romka Walkowiak: https://www.linkedin.com/in/romka-walkowiak and Adarsh Noronha: https://www.linkedin.com/in/adarshnoronha/

Thank you for tuning into Asia Growth Forecast! Don’t forget to hit subscribe and follow us on Apple Podcasts or Spotify or wherever you get your podcast (so you never miss an episode)! If you love this show, please leave us a 5-Star Review and share your favorite episodes with friends.

Trailer: Introducing Asia Growth Forecast

Tue, 06 Jun 2023 05:01:00 -0000

Welcome to Asia Growth Forecast by HubSpot. In this podcast, HubSpot’s Sales Directors invite Asia’s top sales leaders for an unfiltered conversation on how to build a successful sales strategy and grow your business in Asia. Hear from sales leaders at Aspire, VMWare, Asana, Nium and more as we uncover the secret sauce behind their sales motion, lessons learnt from selling across diverse markets, and what it takes to win the hearts & minds of buyers in this region. Whether you’re a sales leader looking for new ways to grow your company’s revenue, a sales professional aspiring to crush your sales quota, or an entrepreneur looking to grow your business in Asia, you’ll discover actionable insights that can be applied right away.

Available starting Monday, June 12 onwards wherever you get your podcasts. Subscribe to the show to get the latest updates!