Episodes
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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
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. -
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
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. -
Episodes manquant?
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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/
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. -
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/
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. -
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/
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. -
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/
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. -
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/
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. -
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/
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. -
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/
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. -
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/
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. -
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/
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. -
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/
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. -
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/
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. -
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/
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. -
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/
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 on Spotify, Apple Podcast or wherever you get your podcast and share your favorite episodes with friends. -
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/
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 wherever you get your podcast and share your favorite episodes with friends. -
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/
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 https://ratethispodcast.com/asiagrowthforecast and share your favorite episodes with friends. -
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 the 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
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 https://ratethispodcast.com/asiagrowthforecast and share your favorite episodes with friends. -
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/
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. -
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/
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 https://ratethispodcast.com/asiagrowthforecast and share your favorite episodes with friends. - Montre plus
