Enible

• Deliver workshops and customized programs to meet diverse client needs, ensuring positive outcomes.
• Conduct product demos and talks that effectively showcase our solutions and win over new customers.
• Specialize in sales-related initiatives

Senior Consultant

Directions Management Consulting

Helped 50+ foreign invested companies in China and the Rest of Asia to improve business performance through their people.
Upskilled 1000+ participants in manufacturing, hospitality and business services sectors in Asia
Designed workshop content and up-skilled associate facilitators to deliver workshops that meet customers' expectations
Co-authored Sales-Map™, an online Situational Judgment Test, consisting of realistic and coherent 33 sales scenarios that span the whole sales cycle. The report identifies the strengths and weaknesses of salespeople, allowing them to target the right areas for development.
Authored "Winning the B2B Sale in China" and published on Amazon.com
Conducted in-depth analysis on performance gaps and designing solutions to bridge those gaps
Tracked results before, during and after implementation
Organised management retreats and bespoke meeting engagements

Executive Director

DUSA European Association Suzhou

I started volunteering my time, expertise and resources in DUSA from November 2018, taking care of Members Training, and RoundTable discussions.

We'd like to invite experts and professionals in your respective fields to share your #insights with our members.

Member Board Of Directors

YRC Logiistics

•	Initiated, developed and drove integrated marketing and communications strategies to build volume, revenue, market share and profitability
•	Rebranded the 3 entities of a group to provide a singular brand promise for our target audience
•	Evaluated the viability of each media platform and align them to the respective messages
•	Analysed market intelligence and took necessary steps to protect market share

Manager - Marketing & Communication, Asia

Beijing Ringier International Advertising Co., Ltd

Formulate and implement the Sales Strategies for an English magazine, China International Business, and a Travel TV programme, Joya Rennt

Formulate Training Strategies and Plans for all sales people in East China

Coach and motivate sales team to reach and exceed targets in innovative ways

Sales Manager, East China

Ringier Pacific

·	Formulated Training Strategies and Plans for the above 2 companies
·	Formulated and implemented training evaluation tools and processes
·	Enabled approx. 60% of new sales staff are able to get their first contracts within the first 8 weeks of their employment
·	Strategised and formulated corporate strategies to grow overall business by 30-45% in the forthcoming year
·	Guided the Systems Analysis and Design for Beijing Ringier in their IT Project implementation

Corporate Training Manager

Cydj Business Performance Consultants

Your Pillar of Strength in Sales, Marketing and Customer Satisfaction

	Provided a through-the-line, comprehensive Marketing Solution for clients that will generate sustainable returns for clients
	Notable clients include eGuide Global, South-East Asias first online directory, where I had helped established strategic alliances with Yahoo, MSN and Lycos Asia in early 2003.
	Helped clients to grow exponentially even in tough times.  In one instance, a client grew by 200% in 1 year, without spending extra on Marketing

Owner

eBiz Enabler Pte Ltd

	Started and spun off a start-up venture for the FTMS Group based on a business plan
	Created the curriculum for the Hands-On eBusiness Training Programme for Non-Technical People, targeting at Small and Medium Enterprises
	Generated sales revenue of S$500,000/= within 6 months from launch, without any advertising spending
	Signed up 78 Small and Medium Enterprises for our Hands-On eBusiness Training Programme as well as related eBusiness solutions
	Manage the overall P&L of the venture

Managing Director

National Community Leadership Institute

	Conducted soft skills training programmes such as Leadership & Teambuilding Skills, Communication Skills, Marketing, Creative Thinking etc. for a non-profit organisation
	Assisted grassroots organisations explore cost-effective ways of sales, marketing and fund-raising
	Team member of a Work Improvement Team (TQM) project that helped the institute save approx. S$10,000/= per annum
	Handled marketing communications for the institute, including creating publicity materials
	Reviewed existing training modules and created new ones

Lecturer

I help B2B companies generate sustainable sales success | Global Membership Coordinator, IAC | Certified Shared Leadership Team Coach| PCC | CSP | Co-Creator, Sales Map | Author "Winning the B2B Sale in China"

I'm passionate about helping teams unlock their full potential and achieve incredible results. As a Sales Leadership Team Coach, I've had the privilege of working with diverse sales teams from around the globe, witnessing firsthand the transformative power of outcomes-based selling.

My journey has taken me through various sales, marketing, HR, and senior management roles. These experiences have given me a deep appreciation for leaders' challenges and the importance of effective teamwork. I love bringing this perspective to my coaching, helping teams see challenges from multiple angles and find innovative solutions.

I've been fortunate to partner with amazing organizations like Cisco, Evonik, and InterContinental Hotels Group etc. Each collaboration has taught me something new and reinforced my belief in the power of sakes leadership.

I am a Certified Speaking Professional (CSP), Professional Certified Coach (PCC) with ICF, and a Masteries Practitioner with IAC. My toolbox includes certifications in Scrum, OD-Tools, Belbin, and Sales-MapTM, a highly reliable situational judgment test for B2B salespeople. But what truly brings me joy is connecting with people and helping them discover their strengths and potential. I believe in the power of human connection and its role in unlocking the full potential of teams.

I'd love to connect if you want to take your sales team to the next level or want to chat about sales leadership and teamwork. Let's explore how we can create positive change together!

How I Saved a Regional Sales Expansion by Coaching Across Cultures

The managing director was frustrated. His Southeast Asian sales team had reached 30% of its target after six months. “They’re polite—maybe lazy,” he said. I knew better.

The problem wasn’t effort. It was culture.

My diagnosis revealed six silent disconnects:

1. His individualist rewards clashed with their collectivist values.
2. His task focus ignored their relationship-building needs.
3. His flat hierarchy confused their hierarchical expectations.

We rewired his approach in four weeks using IAC Coaching Masteries:

He built trust by admitting, “You know your market better than I do.”

He listened to subtext, not just words.

He clarified intentions, replacing assumptions with questions.

He created systems that honored local rhythms.

Results? Revenue hit 95% of the target. Deal cycles shortened by 22%. Morale soared.

The lesson: Your “efficient” method may be a cultural barrier for them. Are you leading with questions—or imposing answers?

#CrossCulturalLeadership #GlobalSales #CoachingMastery #SalesTransformation #LeadershipDevelopment

cj Ng 黄常捷 - Sales Leadership Team Coach

View newsletter: Musings on Sales and Coaching

I still remember the video call that almost melted my screen. My client, a managing director from a Chinese technology firm, was visibly frustrated. H

Open article: How I Saved a Regional Sales Expansion by Coaching Across Cultures by cj Ng 黄常捷 - Sales Leadership Team Coach • 5 min read

How I Saved a Regional Sales Expansion by Coaching Across Cultures

🚨 Stop Pitching. Start Solving: The Data (and Story) That Changed My Sales Forever

Early in my career, I believed sales success hinged on the perfect pitch: sharp decks, compelling demos, airtight features. Yet time and again, deals stalled—not because the solution was weak, but because my process was.

The turning point came when I realized that C-suite executives don’t buy “solutions to problems.” They buy acceleration toward their strategic priorities.

That shift reframed how I approached every conversation:

1. Lead with a hypothesis, not a pitch.
Traditional discovery asks, “What keeps you up at night?” The answers are predictable—and often surface-level. Instead, top performers arrive with a hypothesis rooted in the customer’s stated priorities. The dialogue becomes a joint test of that hypothesis, not a generic checklist.

2. Track engagement, not airtime.
In analyzing thousands of sales calls, one predictor stands out: in successful ones, customers do most of the talking. They’re not being persuaded; they’re reasoning through their priorities with someone who asks the right questions.

3. Sell the operating model of the future.
Demos highlight features. Partners illuminate how a client’s world changes once the solution is embedded. This shift—from showing functionality to modeling outcomes—recasts the salesperson as a guide in strategic execution.

What does this look like in practice?

Instead of asking about pain points, anchor the conversation in strategy:

“Your leadership has made reducing operational costs a stated priority this quarter. What’s the single biggest factor preventing you from hitting that goal today?”

That question doesn’t invite abstract frustration. It directs attention to specific constraints—bottlenecks, systems, or processes—that you can help resolve.

The result isn’t persuasion, but alignment. You move from vendor to partner by connecting your expertise directly to what executives already care about: delivering on commitments to their boards, investors, and stakeholders.

The bottom line: quota attainment is not a product of pitching harder. It’s the outcome of helping customers reach their own strategic destinations faster.

So let me ask you:
What’s your go-to question for shifting the conversation from features to strategy?

#B2BSales #SalesStrategy #ConsultativeSelling #CustomerValue #BusinessDevelopment #SalesLeadership

Thrilled and honored to have been invited by Ant Group (the parent company of Alipay) to conduct a one-day MEDDICC & Consultative Sales Training for their team.

We kicked off at 09:00 and the energy never dipped, with discussions running well past 18:00! The engagement was so strong that we would have continued our Q&A session if the next group hadn't politely chased us out of the booked meeting room.

In today's uncertain economic climate, many companies are focused on cost-cutting. What impressed me was the Sales Director's strategic clarity: while mindful of budgets, Ant Group is decisively investing in what provides a real competitive edge.

Their belief is powerful: in an age of fierce competition, a highly skilled salesforce is not an expense, but a critical advantage. It was a privilege to equip their new sales talent with the frameworks to out-compete and win.

A huge thank you to the entire team for their incredible focus and for championing the growth of their people.

SalesTraining #MEDDICC #ConsultativeSelling #AntGroup #Alipay #SalesExcellence #CompetitiveAdvantage #BusinessGrowth #InvestInPeople #SalesLeadership

Celebrating Deepavali: A Testament to Singapore's Multicultural Spirit

This morning, listening to Malaysia's Hitz FM intersperse their pop playlist with Indian songs to commemorate Deepavali, I found myself transported back to my National Service days—a time that shaped not just my character, but my appreciation for the diversity that makes Singapore special.

My unit was a beautiful tapestry of backgrounds, and it was my Indian brothers and sisters—Thiru, Anandan, Nantha, Krishna, Jaya, Selvam, Hubert Bosco, and so many others—who taught me what true camaraderie means. Beyond the uniform, we were family.

Deepavali wasn't just a celebration; it was a window into a rich culture. I discovered the incredible depth of Indian cuisine, shared countless meals and music with my brothers, and yes—expanded my horizons in more ways than one. I developed a newfound appreciation for good company and good spirits (quite literally!), and picked up a colourful vocabulary in Tamil along the way. More importantly, I learned that celebration transcends religion and ethnicity when it's rooted in genuine connection.

As we light the lamps of Deepavali today, I'm reminded that Singapore's strength doesn't lie in tolerance alone—it lies in genuine appreciation and respect for one another's cultures and traditions.

To my Indian friends and colleagues: **Happy Deepavali!** Thank you for the memories, the laughter, and for showing me the true meaning of unity in diversity.

Wherever life has taken you, know that the bonds we forged remain timeless.

#Deepavali #SingaporeCulture #Unity #Multiculturalism #CelebrationOfDiversity

Sometimes the Best Decision Is Knowing When to Walk Away

I was glad I declined this sales training assignment.

A training provider approached me for a B2B industrial client. The catch? Content, format, and timeline decisions were fully controlled by a marketing consultancy, not the end client.

I saw several red flags during the initial call: 
🚩 Consultancy had limited understanding of B2B industrial sales. 
🚩 Timeline was too compressed for meaningful, customized use cases. 
🚩 Proposed training days seemed excessive for the scope.

I respectfully declined.

A month later, the provider shared the nightmare project post-mortem:

1. Last-minute cancellations: Sessions were abruptly cancelled with no compensation (one trainer had already traveled from Beijing).

2. Resistance to expertise: Consultancy ignored professional recommendations on content and format.

3. No materials provided: Training team had to create all content after 10+ rounds of revisions.

4. Misaligned content: Consultancy insisted on tool-heavy presentations that salespeople disliked, ignoring advice for practical application.

5. Critical information withheld: Trainers learned during the live session that participants had no competitive advantages (pricing, delivery, etc.), and only 1/60 attendees actually sold the featured product.

6. Impossible demands: For the second session, the consultancy aimed to condense two days into one and limit discussions to under five minutes. Multiple senior trainers refused to continue.

What was most surprising? Not the consultant's missteps, but the end client’s total deference to the hired firm, even when recommendations clearly clashed with their business reality.

Many firms, including high-achieving Chinese companies, still struggle with asserting their own operational expertise when working with external advisors.

A reminder: The client ultimately owns the outcome. Consultants bring expertise, but the client knows their people, culture, and context best. Partnership requires mutual respect and active collaboration—not blind delegation.

What's your experience been with this dynamic in training and development?
#Training #Consulting #Leadership #SalesTraining #LessonsLearned

What's the Real Difference Between a Good Salesperson and a Scammer?

We often say a good salesperson needs great communication, persuasion, and influencing skills.

But here's a thought experiment: Scammers and con artists have those exact same skills. They use them to manipulate and make you believe something that isn't true, promising an outcome they can't deliver.

So, what separates them? The answer is the focus of the outcome.

A truly good salesperson is someone who uses those skills to help the customer achieve their desired outcome—to get them where they want to go. This could mean recommending a product that genuinely meets the customer's needs, even if it's not the most expensive one. It's about genuine value creation.

In return, the salesperson makes a fair profit. It's a commercial transaction, not charity, but the core focus remains: The Customer's Destination.

If your efforts are obsessively focused on the client's success, you're building a lasting, ethical sales career. If the focus is solely on your commission, you're on a very different path.

Focus on the customer's goal, and the profit follows.

Are your sales efforts aligned with the customer's ultimate success, or just your sales targets? How do you ensure your sales process is outcome-focused?

#Sales #SalesSkills #ProfessionalDevelopment #Ethics #BusinessGrowth

Empathy is a Skill. Are You Operating at Level 3?

We often discuss empathy in business, but how do we truly practice it effectively? Whether serving consumers or B2B clients, empathy has three distinct levels. Mastering them doesn't just improve, it transforms customer relationships, unlocking their full potential.

Level 1: Understand the 'What'. 

This level involves acknowledging the client's current emotional state. Are they frustrated, excited, or anxious? This is the foundational step of simply hearing and validating their feelings.

Acknowledge their current emotional state. Are they frustrated, excited, or anxious? This is the foundational step of simply hearing and validating their feelings.

Level 2: Discover the "Why"
Dig deeper. What is the root cause of their emotion? For a consumer, it might be a personal inconvenience. For a business client, trace the feeling back to their core work challenges and pressures.

Level 3: Collaborate on the "How"
This is the game-changer. Don't just understand their problem—understand their desired solution. Ask: "What would an ideal outcome look like for you?" or "What steps would make you feel supported?" This moves from sympathy to co-creating a path forward.

True empathy isn't just about feeling for someone; it's about empowering them to move forward, giving them the control and agency they need to succeed.

How do you practice Level 3 empathy in your role?

#CustomerExperience #Empathy #BusinessStrategy #CustomerSuccess #Leadership #SoftSkills

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