51 articles on sales transformation, crisis economies, and strategic field-work across Southeast Asia.
When building a business from absolute zero, standard optimization models fail. This field report breaks down the survival economics of funding a 25-lakh cargo trishaw at age 15 th...
Read Field Note →How a childhood lesson about facing a ghost on a tin roof in Myanmar translates into practical risk management for field operators during economic crises.
Read Field Note →Why Western management systems fail spectacularly in Asia, and how to build around the culture instead of fighting it.
Read Field Note →Digital transformation often fails because of human resistance. Last week, during a field visit to the Kyaikto and Bilin territories in the Mawlamyaing area, we accepted the resign...
Read Field Note →How we adapted the classic PDCA cycle into RPDCA (Recall, Plan, Do, Check, Act) to eliminate context loss in autonomous AI agents.
Read Field Note →Medieval Nilometers dictated tax rates based on flood levels. Discover why communities near the AyarWaddy River endure ceiling-height floods annually to guar...
Read Field Note →In the remote villages of northern Shan State, farmers release their cattle into the wild for up to 6 months every year. They return because of one dependenc...
Read Field Note →The ROI of Cetana: How Memory Outlasts the Sales Pipeline...
Read Field Note →The case study focuses on coaching a sales team for an organic fertilizer company in Myanmar....
Read Field Note →When conflict turned a booming factory to ash, conventional credit policies collapsed. Discover why a profound, unspoken trust between farmers and local shop...
Read Field Note →The regional manager in Upper Myanmar was observed spending significant time sourcing seeds and providing advice to customers, beyond typical sales responsibilities....
Read Field Note →A sales rep in Myanmar charged customers extra for installation, violating company policy....
Read Field Note →How do you convince a market that 'never pays cash' to prepay? Learn how redesigning commissions and making performance public completely eliminated 98% of o...
Read Field Note →Over 70% of a client's last-mile sales reps in Myanmar worked through the 2024 Water Festival and all public holidays....
Read Field Note →We hired a 40-year-old former teacher with zero sales experience, blunt manners, and betel-stained teeth. Within a week, she shattered our targets by perfect...
Read Field Note →Resilience in conflict zones isn't just about survival; it's about maintaining human dignity....
Read Field Note →The modern revenue engine is redlining. It is not a lack of effort: it is a failure of architecture and a lack of field-tested grit.
Read Field Note →Built systems to ensure organizational resilience in Myanmar, even with leadership changes....
Read Field Note →The author adapted a triangle framework of Mindset, Skillset, and Action for coaching rural sales teams....
Read Field Note →A 10% price reduction by an FMCG brand in Myanmar resulted in a 70% loss of market share....
Read Field Note →Informal experts, not formal leaders, are key to successful last mile distribution. Ko Pway, a betel grower in Myanmar, exemplifies the influence of these ex...
Read Field Note →You don't need to be a crop expert to sell to farmers. See how admitting zero knowledge, but mastering the art of listening, unlocked a massive sale in one o...
Read Field Note →Account-based selling is effective for shipping and delivery services in the booming E-Commerce and M-Commerce sectors. The Challenger Sales methodology is s...
Read Field Note →The most in-demand business in a conflict zone in northern Myanmar is hair and makeup. People in conflict economies buy products that keep their dignity aliv...
Read Field Note →The core sales process involves understanding the customer, matching offers to needs, and closing the deal. Scripting provides a foundational structure, espe...
Read Field Note →The author rode motorbikes with sales reps in Myanmar to better understand their experiences in last mile distribution. A sales rep with over 10 years of exp...
Read Field Note →Café Salween in Myanmar achieved virality by serving "King's Gooseberry & Pork Curry," a royal delicacy. Tesla's Cybertruck defied automotive tradition with ...
Read Field Note →Corporate sales training often struggles in last mile distribution due to the unique rhythms of rural markets. In Myanmar sales, understanding the specific t...
Read Field Note →The primary obstacle in last-mile distribution across Myanmar, Thailand, and Asia is the need for tangible proof of a product's effectiveness....
Read Field Note →International projects often try to eliminate the 'middleman,' only to fail miserably. Discover why local dealers and brokers are the unbreakable, trust-fuel...
Read Field Note →Observed a promising team lead in rural Myanmar to assess leadership potential. A sales team pushed water tanks onto a chicken farm that already had one inst...
Read Field Note →The article details a shift from centralized control to decentralized leadership in last-mile distribution in Myanmar. A key incident involves a sales intera...
Read Field Note →Silos in marketing, sales, and customer service are creating friction and slowing down deal closures. A unified Revenue department (RevOps) with shared goals...
Read Field Note →The author recounts opening a new sales frontier in PinLaung Township, Shan North, Myanmar in 2017. A customer referral and agent program was initially unsuc...
Read Field Note →A sales rep in Meiktila Township, Myanmar, transformed from failing to close any sales to becoming the top sales rep in the country. The key to the rep's tra...
Read Field Note →Focus on cash discipline and trust KPIs are crucial in volatile environments. Prioritize steady effort over sporadic large volumes with consistency metrics. ...
Read Field Note →Logistics prices have surged, impacting last mile distribution and business operations. Unilever's Shakti Initiative in India provides a model for BOP strate...
Read Field Note →A sales rep in Myanmar initially failed to close a deal by focusing on cost savings for a betel farmer. The deal closed when the rep shifted to showing how t...
Read Field Note →Prioritizes system survival and trust in volatile environments like rural Myanmar. Tracks the efficiency of a unified marketing, sales, and service departmen...
Read Field Note →Social enterprises serving low-income communities face challenges including limited financial resources and accessibility. Building trust and credibility is ...
Read Field Note →Over 90% of sales were previously on consignment, draining cash flow. A point-based system boosted sales volume by 40% across multiple companies in Myanmar. ...
Read Field Note →The author transitioned from a high-pressure FMCG environment in Myanmar to a social enterprise, Proximity Designs, adopting a coaching-based leadership styl...
Read Field Note →In 2024, 69% of B2B sales representatives missed their quotas, indicating increased sales challenges. Buyers are making 50-90% of purchase decisions independ...
Read Field Note →Sales closing percentages average between 15-30%, highlighting the challenge of overcoming sales objections. Organizations should equip sales teams with stra...
Read Field Note →The author transitioned from a successful career in the liquor industry in Myanmar to working with organizations focused on farmers and livelihoods. A pivota...
Read Field Note →The author recounts their early experiences with public speaking competitions, highlighting initial failures and eventual success. The key to overcoming fear...
Read Field Note →Recovery of misappropriated funds from Myanmar sales teams was the primary objective. The author emphasizes a zero-tolerance policy for intentional fraud in ...
Read Field Note →A million-dollar B2B deal was closed after a year-long pursuit in Myanmar. The key to success was shifting the sales team's mindset from technical specificat...
Read Field Note →Focus on building a culture of "Cetana" within last-mile sales teams. "Cetana" is defined as the intention behind an action, going beyond simple compassion o...
Read Field Note →The best-performing managers in last-mile distribution prioritize service over pure sales volume. A regional manager in Myanmar significantly boosted sales b...
Read Field Note →How the evolution from mass media to the attention economy impacts last mile sales coaching and B2B growth. An essential field note for the best sales traini...
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