Sales in Asia is your gateway to sales secrets in Asia.
We explore the practice, science, and art of selling in the dynamic and diverse Asian market.
Hear from professionals, practitioners and leaders in sales, marketing and business as they share their experience, expertise, stories and advice on surviving and thriving in sales in the most complex and dynamic region in the world!
Sales In Asia is hosted by Benny K P Tan, founder of Dealxpert Sales Performance.
Season 2: Ep 6: How a Foreigner-Led Business Wins in Japan
Japan, one of the largest economy is also one the hardest markets for foreign companies to crack. In this episode, we sit down with Allan Teng, co-founder of Workato APAC and General Manager/VP of Workato Japan, to unpack what it actually takes to lead, sell, and scale in Japan as an outsider.
Allan shares how he inherited an underperforming team, dismantled a culture of siloed processes, and led Workato Japan from 50% of target to 150%, without speaking a word of Japanese when he arrived.
He breaks down why "speed comes after trust" isn't just a cultural observation but an operational principle that should reshape how you build your go-to-market strategy, structure your sales team, and invest your resources.
You'll hear why Japan rewards long-game commitment over short-term hustle, how foreign leaders can actually use their outsider status as a competitive advantage, and why over-investing in customer success, not sales headcount, is what unlocks this market.
Whether you're a sales leader, founder, or executive considering a Japan expansion, this conversation is packed with hard-won insight from someone who's living it
27 Apr 2026
Season 2: Ep 5: Building High Performing Sales Culture in the age of AI
What does it actually take to build a high-performing sales culture in Asia — in the age of AI? Charlene Tan, Head of Asia at Qualtrics and a 20-year veteran of Oracle, SAP, Workday and Splunk, doesn't hold back. In this conversation, she breaks down the two behaviors that silently make or break sales culture, why your top performer might be your biggest liability, how her reps are using AI to walk into negotiations sharper than ever, and why in Asia — no matter how good your tech is — trust is still the only currency that matters. Honest, direct, and packed with nuggets!
19 Apr 2026
Season 2: Ep 4: Leading Teams in Asia
Charles Ferguson is a seasoned business leader, entrepreneur and growth advisor in Asia with an impressive 30 year career with Intel, Microsoft, SalesForce, SAP, ADP and GP.
However, his journey was anything but conventional! An American boy who spent his formative years in Indonesia, went home to the US for University and returned to Asia to build a career in Tech (and owned a Jazz Bar in Shanghai along the way).
What stands out isn’t just his experience, but his philosophy that he fully embraces as a citizen of Asia for more than 30 years.
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