Startups need funds - to start, to grow and to sustain. But what makes a start-up Investable?

And why do founders' perception of their own value often exceed those of the investors?

Our guest Dr Yong Hsin Ning mentors and coach start-ups to help them more investable.

With more than 20 years in Change Management consulting, academia as a faculty and adjunct Professor and entrepreneurship, she shares a powerful framework and offers up wisdom to founders seeking investments.

• What are the ingredients to driving successful change?
• How different are they in Japan, Malaysia or Singapore?
• Is a motivated staff sufficient for change to happen?

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Our guest this is week is KL Loh, the Country Head of Ricoh Singapore.

With over 30 years of industry experience, and more than 20 as a change leader. KL shares his journey, experience and advise in driving change.

We conclude our chat with Jeremy with his perspectives on "Start-up Sales in a Downturn".

Among them:

• How deeply do VC get involved in sales strategy and operation
• South East Asian startups are facing a double whammy of expensive Sales talent, and the lack of talent in tech sales. How can startup navigate that?
• What should sales professionals consider before joining a start up?

Is Sales a skill that Founders need to succeed? Do start-ups need a sales team? Can they afford one?

The easy money is gone and VC funds and investors are holding back and start-ups are under pressure to prioritize revenue despite the challenging climate.

How can they succeed?

Jeremy Au, VC and Chief of Staff at Monk's Hill Ventures shares a ton of great advice from his days as a Founder and "only sales person", an investor in and coach and mentor to numerous start ups in this 2 part series.

We conclude this series on "Leading Sales In Asia" with Manish Jethra, Director of Sales, APAC of Oracle.

In part 3, 

• He offers thought provoking advise to sales leaders and sales professionals in this challenging climate.
• What leaders should consider when hiring
• Why differentiating Cash and Budget is key to opening new sales opportunities
• What sellers affected by lay-offs should and shouldn't do in this situation

If you have suggestions for the show, drop me a line at bennytan@dealxpert.io or connect with me on https://www.linkedin.com/in/bennykptan/

In this episode, we continue our chat with Manish Jethra, Director of Sales, APAC of Oracle.

In Part 2 of "Leading Sales In Asia", Manish shares:

• How Oracle prepares its employees to work better across cultures
• How Technology is used to bridge to gap between cultures
• Valuable tips on landing and expanding in Asia and 
• Knowing the difference between hiring for a job and career development as a leader.

We speak with Manish Jethra, Director of Sales, APAC of Oracle, a leading technology company offering software, cloud and IT solutions.

Manish is a 16 year veteran in Oracle who started in sales before leading sales teams in India,EMEA and now in Asia.

In this 3 part series, we discuss "Leading Sales in Asia". We'll tap his perspectives, insights and stories about

• His journey from Tech to Sales and Sales Leadership,
• Hard lessons about culture
• How technology facilitates cultural sensitivity and
• Why data is key in leading successful sales organizations.

In part 1 of 3 , we learn how Manish got started and his adventures as well as misadventures working with different cultures.

We wrap up our chat with David Nevin, a President of Schaeffler on "Selling in South East Asia Pacific - A region of diversity" and we discuss:

• How Schaeffler kept with customer engagement and what the future holds
• Whether Regional roles will diminish in importance when selling in Asia.
• How Schaeffler prepared itself for the future and
• Some sound advise for Sales Professionals in a downturn.