Indonesia isn't just a country. It's an archipelago of more than 17,000 islands and the world's 4th most populous country. Here, the B2B sales pipeline doesn't operate as seamlessly as one would expect.
We unpack "The Sales Pipeline Illusion" with Kidung Ajisurya, Sales Director (Industry) for South East Asia at Bureau Veritas.
We discuss why seemingly healthy pipelines often fail to convert, the mindset and culture behind it, and what sales leaders can do about it. He explains the multi-layered stakeholders, relationship-driven decision-making and the cultural nuances of selling in Indonesia.
Here, activity doesn't equal progress, a "polite yes" can mean "silent no", and trust takes years to build.
