In today’s fast-paced business environment, organizations face numerous challenges, particularly when it comes to attracting and developing top sales talent. In this two-article series, we uncover overlooked strategies to boost sales performance, examining the impact of technology, strategy, leadership, performance management, and other critical factors that drive business success. In a recent interview, Professor Frank Cespedes shared his expert insights on effectively managing the sales function to enhance business outcomes. This interview is divided into two articles. This is Article 1, where we begin by exploring Strategic Approaches to Sales and Sales Talent. We’ll delve into foundational strategies and best practices for building a high-performing sales team. Article 2 will follow in two weeks, focusing on the Leadership Role in…
With the enormous growth of wealth in Greater China, many wealth managers are focusing on capturing the High Net Worth (HNW) market in the region. Eric Phua is one of the Market Heads at Pictet Wealth Management who looks at this sector. With more than two decades of career experience in the wealth management space, spanning prestigious financial institutions such as Citibank and UOB, he and his team of bankers specialise in partnering HNW clients in Greater China to manage, preserve and help with the transfer of their wealth across generations. In this interview, Eric shares some insights on his career, the needs of HNW clients, methods of wealth transfer and management, as well as trends in Greater China. Mr…
Australia has long been a popular destination for investment among Asian communities, and the past century has witnessed significant growth through the migration of Asian populations to Australia. Singaporeans are amongst those communities drawn to investment opportunities in Australia for many reasons, including but not limited to the benefit derived from its geographical proximity and historical ties with Australia, which have contributed to the close relationship fostered between the two countries. In investment and financial planning, trusts are often considered one of the most effective tools for achieving tax and succession planning goals. To help our readers better understand how trusts are used in wealth structuring and planning, we are pleased to introduce Rachael Grabovic, who shares her insights into…
Introduction Conservation today is not just about protecting nature – it is fundamentally about protecting people. At the heart of this mission are birds, which serve as essential indicators of climate change, alerting us to the environmental impacts of our actions. In examining this relationship between birds, people, and conservation, one organization stands out not only for its mission but also for its unique approach: BirdLife International (Asia) Limited (“BirdLife”). We have a chance to speak with Mr Vinayagan Dharmarajah, Regional Director, Asia, of BirdLife International to gain insight into the organization’s work and its contributions to protecting the nature. The Transition from Legal Counsel to Conservationist The journey into BirdLife has been a personal transformation. Coming from a legal…
Journey Protector CEO Anne Lawlor (R) in an Enterprise Ireland promotional campaign. Haulage companies face huge losses daily due to theft, damage to their loads, and hefty fines arising from undetected illegal stowaways entering the rear of their vehicles. Under the new revision of the UK’s Clandestine Entrant Civil Penalty Scheme from 13 February 2024, fines for lorry drivers found with illegal immigrants hiding in their vehicles increased fivefold from £2,000 (approx. €2,250) per stowaway to potentially £10,000 (>€11,000). Considering that independent owner/drivers earn an average of around €200 per day, the added potential penalties and financial risks make crossing the UK border an unacceptable risk. The World Road Transport Organization(IRU) says the scheme puts supply chains at risk, stating…
