If you lead complex deals, enterprise sales strategy, or sales enablement teams, this conversation will sharpen how you approach stakeholder mapping, procurement process dynamics, and modern B2B selling. Raymond shares practical lessons from Asia Pacific markets that apply globally.
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⏱️ Timestamps:
00:00 – Why procurement strategy starts before the RFP
03:10 – How buying committees changed B2B sales
05:50 – Stakeholder mapping in complex enterprise sales
10:20 – Why late stage RFP bids rarely win
13:35 – Procurement process tactics to get involved early
23:35 – The habits of elite B2B sales leaders
You’ll learn:
• Why most sellers enter deals too late
• How to win trust with procurement instead of fighting them
• How stakeholder mapping improves win rates
• The traits top sales leadership teams build consistently
💡 Key Takeaways
• If the first time you hear about a deal is the RFP, your odds are already low.
• Procurement is not the enemy. Strong sellers treat them as partners in the buying process.
• Stakeholder mapping is essential in modern B2B sales because decisions are shared across finance, technical, and user groups.
• Great enterprise sales strategy means shaping deals early, not reacting late.
• Listening, continuous learning, and grit remain timeless traits of top performers.
👤 About Guest
Raymond Chow is Vice President, Asia Pacific at Cytiva, with more than 25 years of experience across sales, marketing, operations, and commercial leadership in the healthcare and life sciences industry. He is known for building high performing teams, developing partner networks, and driving accelerated growth across regional markets.
Connect with Raymond Chow on LinkedIn: https://www.linkedin.com/in/raymond-chow-5b97488/
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👉 https://globalperformancegroup.com/26-sales-trends/
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