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

Connect with the guests and hosts

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.