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.

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/ 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.