Win-Win Partnerships

Sealing Large Deals in Asia

May 05 201957m listen time

Overview

How should you structure your deal cycles to work in Asia? Why can’t you implement Western techniques in Asia? Leon Yeo, former Chairman and EVP of Wood MacKenzie, shows you how to close large deals in Asia while being careful to not underestimate governments or local competitors in the process.

Gain Actionable Insights Into:

Episode 1 - Defining the Business Landscape in Asia:

  • Viewing Asia from different perspectives
  • Getting out of drinking with the Chinese while still closing deals with them
  • The myths about doing business in Asia, and if it's true that you need to meet face to face to close deals in this region

Episode 2 - Managing Large Deal Cycles:

  • Negotiating business deals in Asia
  • The sales cycles and behaviours at different stages of the sales processes
  • Structuring your CRM system for Asia

Episode 3 - Building Trust and Lasting Relationships:

  • Why foreign companies are failing when they come into Asia
  • What can a non-Asian company do to succeed in Asia
  • Why underestimating local competitors and governments will not go well

Hosted by Nellie Wartoft

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