Season 2: Ep 3: The Sales Pipeline Illusion (B2B Insights from Indonesia)
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Season 2: Ep 3: The Sales Pipeline Illusion (B2B Insights from Indonesia)
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Indonesia isn’t just a country. It’s an archipelago of more than 17,000 islands and is the world’s 4th most populous country.
Here, the B2B sales pipeline doesn’t operate as seamlessly as one would expect.
We unpack “The Sales Pipeline Illusion” featuring insights from Kidung Ajisurya, Sales Director (Industry) for South East Asia at Bureau Veritas.
We discuss why seemingly healthy pipelines often fail to convert, the mindset and culture behind it, and what sales leaders can do to change that.
He explains the multi-layered stakeholders and relationship-driven decision-making in Indonesia, and explains cultural nuances that unveil what selling in Indonesia is like.
Here, activity doesn’t equal progress, a “polite yes” can mean “silent no,” and trust takes years to build.