Ethum

You want to grow but you don’t have the resources, skills, experience to work on regional/International expansion and achieve your dreams ?

We got you covered !

We provide our Growth as a Service as an on-going SaaS-like support to CEOs, Founders, Co-Founders, Investors, Chief Commercial Officers, Chief Growth Officers, Chief Revenue Officers, VP Sales, VP Growth to tackle growth-related challenges (like growth Model, Customer Acquisition systems, tactical Cash Flow management, Hiring…) for the cost of a single full time-employee.

Not only we advise but we get Sh* done by implementing what we recommend and partnering with your team on the frontline to sell your product and Services.
 
𝐌𝐲 𝐜𝐨𝐦𝐦𝐢𝐭𝐦𝐞𝐧𝐭 𝐭𝐨 𝐲𝐨𝐮 : 𝐀𝐭 𝐥𝐞𝐚𝐬𝐭 𝐚 𝐬𝐮𝐬𝐭𝐚𝐢𝐧𝐚𝐛𝐥𝐞 𝐝𝐨𝐮𝐛𝐥𝐞-𝐝𝐢𝐠𝐢𝐭 𝐠𝐫𝐨𝐰 𝐫𝐚𝐭𝐞 𝐘𝐞𝐚𝐫 𝐨𝐧 𝐘𝐞𝐚𝐫 !

Chief Executive Officer & Founder  - Making the impossible look simple (We are hiring !)

Wallex

•• Responsible for driving new direct sales client acquisition, recurring revenue and S$1XX+ million monthly volume of transaction across Singapore and Indonesia. Responsibilities includes Sales Strategy, Sales management, Hiring, budgeting, Sales forecasting, commission modeling. Managed a team of 11 Sales including 2 Sales Director.

Achievements:
 
• Operated a turnaround of within the organization leading to closing the largest Quarter End in company’s history hitting S$1XX million volume of transactions and generating a revenue of S$XXXK with an overall XX% margin in a highly price sensitive and very low margin Industry.

• Developed company's global sales strategy and execution roadmap with a focus on increasing volume, revenue and margin. As a result, generated an additional S$ 1X million in volume for the company from October 2019 (S$1X million in Indonesia and S$X million in Singapore) at an overall margin of XX% compare to the previous XX%. 

• Purchased, customized and implemented Freshsales CRM to support a fully automated Sales process and Pipeline management which help to grow the pipeline in volume from under S$ XXXK to S$ 1X million.

• Reorganized, re-trained and coached a sales force of 5 team members in Indonesia achieving the highest numbers in new client acquisition since the start of the operations (October S$ 1XXK, November S$ XXXK, December S$ X million)

• Built from the ground up a team of 6 Sales Managers in Singapore including 1 Sales director. With a clear vision I was able to attract Top performers from well established companies.

• Developed and implemented The Sales Playbook and best practices, Sales Analytic Dashboard, commission structure while implemented key Sales metrics (average size of deal, sales cycle, revenue and volume closed, conversion rate, pipeline velocity)

• Built the specification for the revenue management dashboard introducing the concepts of MRR, Churn rate, CLTV, CAC

Vice President of Sales and Revenue

Ascender HCM

•	Responsible for new client acquisition in Singapore, Philippines, Malaysia, China, Thailand, and Hong Kong. Collaboration with support teams of Legal, Finance, Operations, and Account Management to close new customer deals by leveraging and driving the sales process.  Development of strategies and tactics to grow sales pipeline and close complex multi-country deals, including lead generation, cold calling, social selling, referrals, and networking. 

Achievements: 
•	Successful positioning of the company’s payroll outsourcing managed services, SaaS, and Cloud HCM software by understanding the customer’s key strategies, business drivers, current micro, and macro-economic trends.
•	Achieved 83% YTD of the sales quota while building a sales pipeline from the ground. 
•	Finalised complex deals for both Cloud Payroll and HCM with multinational and local companies, (Firmenich, iQor, UOB, QBE, French School, Indeed) for a total ACV of SGD XXM and TCV of SGD XXM with an average gross margin of XX%.
•	Accomplished complex deals by utilising a clear sales strategy, creative pricing, and contract negotiation tactics.
•	Recognized as valuable salesperson in the company for contribution to the significant improvement of Asia revenue.

Regional Sales Manager

RP International

This role required the development and implementation of a business plan to diversify a revenue stream historically rooted in the Telecoms industry, affecting new sales and business development across the technology vertical (fintech, cloud, big data, analytics, and digital marketing). Developing prospection strategies to build a pipeline from the ground up with a focus on Singapore, while exploiting emerging opportunities in the Philippines, Indonesia, and Malaysian markets.   Development of strategies and tactics to grow sales pipeline and close complex multi-country deals, including lead generation, cold calling, social selling, referrals, and networking.

Achievements: 
•	Acquired ten new logos of digital and fintech companies (Transferwise, Grab Taxi), reactivated partnerships with largest consulting firms (Accenture, PWC, KPMG) and generated a sales pipeline of SGD XXM after only six months in the role. 
•	Achieved XX% generating XXK with an average margin of XX% with the conversion ratio of 30%. 
•	Significantly improved profitability by maintaining an average of 25% fees on assignments. 
•	Successfully negotiated a global agreement with the world’s largest fintech company (Alipay) for several locations including the US, the Middle East, and SE Asia.

Head of Business Development for Permanent Recruitment 	

K2 Partnering Solutions

Responsible for driving new sales and business development to onboard new logos within the technology industry (cloud, cybersecurity, mobility, social media, analytics) for both contracts and permanent assignments within APAC (Hong Kong, Singapore, Australia)

Achievements: 
•	Successfully built up a new revenue stream by implementing innovative services through partners ecosystems, leveraging the partnership between K2 and Salesforce.com. 
•	Established and nurtured C-level relationships within targeted accounts through many varied engagements (referrals, networking, warm and cold calling, social selling) to grow sales pipeline and close deals in the Singapore market. 
•	Acquired 10+ new logos in the first year from the ground up, generating a pipeline of SGD XXM. 
•	Accomplished direct annual sales turnover of SGD XXk with a conversion rate of 10% (XXk directly and SGD XXk indirectly) by cross-selling with the other business units across the Asia Pacific and Europe. 
•	Closed the largest deal across the Asia Pacific, generating a service fee of SGD 50k on one placement.

Technology Practice Director

Gemini Personel

•	Led teams comprising of 240+ employees across China (Shenzhen, Beijing, Shanghai, Guangzhou) and managed P&L for the group exceeding USD 10m revenue.  Managed a team of 11 directors across all functions, including Sales, Marketing, HR, Finance, Delivery, and Marketing and upheld complex relationships with the Board of Directors, shareholders, and Group Chairman. Managed effectiveness through performance management, recruitment, coaching, and mentoring

Achievements: 
•	Led transformational New Sales and Account Management culture change, initiating sales revenue increase.
•	Increase sales by 22% in the first year through a series of process changes that refocused sales and account management teams on quantifiable sales goals and performance. 
•	Leveraged web crawling technology to support the lead generation process, resulting in the creation of a USD 20m sales pipeline with a conversion rate of 11%.
•	Navigated intense internal politics, eradicating a dysfunctional and intimidating corporate culture, to restore employee morale, motivation, and a focus on performance and service excellence. 
•	Provided effective change leadership to increase employee retention across senior and middle management teams.

Managing Director

I-Technology Recruitment

Led diverse teams across China (Beijing, Shanghai, and Hong Kong) and managed P&L. 

Achievements: 
•	Revived a struggling operation from being on the verge of bankruptcy to turnaround success.  
•	Championed the development and implementation of strategic plans and innovative marketing ideas. 
•	Restructured company organization to focus on selling and built a team capable of delivering sustained organic growth. 
•	Credited for my part in growing sales 400% in 1.5 years and boosting the annual turnover to USD 4m+.
•	Leveraged technology and implemented and analytics-driven sales process. 
•	Implemented new accounting processes and robust financial discipline/monitoring processes (revenue, deals margin, cash flow) 
•	Increased gross margin from 30% to 77% and a net profit margin of 30+%. 
•	Recruited and trained Chinese teams across Sales, Human Resources, IT, Delivery, Marketing, and Accounting functions.

Chief Operating Officer

Groupe onePoint

•	Responsibility for XX+ employees, managing P&L exceeding USD XXm revenue and daily operations, focusing on sales and business development. 

Achievements: 
•	Increase sales by repositioning the subsidiary as the Group’s outsourcing platform while acquiring new customers locally. 
•	Led a quick turnaround in sales by leveraging the customer base of the group. 
•	Increased annual sales turnover from USD XXM to USD XXM.
•	Created new revenue streams through BPO services (Business Process Outsourcing).

Achievements: 
•	Successfully developed strategic and tactical sales plans to secure existing account and grow new markets. 
•	Established new business, customer acquisition and pre-sales in a complex sales environment. 
•	Promoted innovative technology revenue streams such as mobile technologies, augmented reality, enterprise architecture acting as sales, pre-sales, and technical subject matter.

IT Service Sales Manager

PS consulting

Responsible for 15 direct reports and USD XXM+ turnover.

Achievements: 
•	Improved sales growth by building new revenue streams through new markets and leveraging the existing base of customers.
•	Recruited, coached, and mentored the Sales Manager and an engineer to exceed business goals consistently.
•	Attained annual sales revenue of USD XXM +.
•	Managed 10+ key strategic accounts, including retail, banking, industry, telecommunication.

Business Development Director / Enterprise Architect / Solution & Technical Architect

Cap Gemini Sogeti

Presales an Project Management for New Technologies
Team Leader
IT Consulting and Audit
IT Architecture (BPM, SOA, EAI,Workflow, SOA, J2EE, .NET, Mobile)
IT infrastructure Audit (Linux, Unix, Windows)

Project Manager / IT Auditor / Technical Project Manager

Converting businesses into brands | Creating Insane marketing and sales systems for your brands to 10X your growth.

Is your brand not generating enough sales?

It sucks if your business goes downhill because of:

➤  Hiring issues
➤  Execution hurdles with over 25 employees
➤  Owner-led sales to system transition challenges
➤  Ineffective marketing by a profitable multinational
➤  Issues with financial modelling, pricing, and forecasting

LET ME HANDLE YOUR PROBLEMS!

I will embed my growth teams in your brand to ensure all the elements of growth including:

➤ Boosting Sales
➤ Managing Revenue
➤ Launching Products 
➤ Analyzing Competitors 
➤ Mastering Digital Marketing
➤ Gathering Market Intelligence
➤ Strengthening Human Resources 

In short - I can help you build a 7-figure brand in no time.

Your growth journey begins with the right partner.

Being your sales and marketing expert, I can guarantee:

➤  10X sales 
➤  10X lead generation
➤  Effective audience outreach
➤  Customer acquisition system
➤  Enhanced customer retention 
➤  Double digit year on year growth 
➤  Attract A-players for small and medium businesses

Just to let you know:

I'm not just about sales; I'm about building empires.

With 20 years of sales and marketing mastery,

I've transformed businesses into revenue powerhouses!

Still not sure?

My 15+ recommendations speak for themselves!

So, are you ready to turn your business into 7 figure brands?

I'm the guy you don't want your competition to hire! 

DM me “SALES” and transform your brand into a sales machine.

How I closed a Retainer Client in Egypt?  

(Working 12 hours a day definitely pays off)

Last month, I found this client in Egypt. 

Looking for boosting sales for SaaS company. 

My Expertise? 

→ Boosting Sales as a partner. 
→ Setting up CRM and technology. 
→ Making sure to build a sales funnel. 

My solutions?

→ Use video calls for trust building
→ Prioritize conversations over calls
→ Setup Sales Automation for leads. 

How do we do it? 

→ Crafting your customer avatar
→ Reaching out to 10-15 prospects daily
→ Posting consistently 3-5 times a week

And good old fashion hard work.

And refine with:

→ Weekly calls
→ Valuable lessons
→ Community engagement

Don't overcomplicate it.

Let's solve your biggest problems together.

Just like Elon's taking us to Mars.

I'm here with my family on the Pyramids. 

Shukran Habibi for reading my post. 

P.S. No - the client is not the camel in the picture :) 

Pascal CALOC (Your Sales Guy)

Exciting News! 

Just received the Top Lead-Gen Voice badge! 

I was enjoying my trip to Egypt. 

Then I received a notification.  

Saying you’re a top lead-gen expert. 

A field - I'm truly passionate about.

It's an incredible feeling, to be honest. 

This badge represents not only my hard work.

But also the trust of my amazing network.

Big thanks to everyone for your support!

Let's keep rocking the lead-gen game together! 

Let’s do this together. 💪

P.S. Is 2024 going so fast or is it just me?

At 40, I used to struggle with sales calls.

But I didn't get better by avoiding them.

Fast forward 12 years and I've mastered
the art of closing deals effortlessly.

Go from hesitant to confident:

Your 1st sales call:
↳ Might be a little awkward. 

Your 10th sales call:
↳ Could feel slightly less intimidating

Your 100th sales call:
↳ Starts to feel like second nature.

But here's the transformation that unfolds:

100 genuine conversations:

→ Will sharpen your sales skills
→ Will build lasting relationships
→ Will establish you as a trusted advisor

Will pave the way for your sales triumphs.

(THE KEY)

Just keep dialling.

Forge connections, not just transactions.

You're only a few calls away
from your next big deal.

P.S. How many sales calls have you made this week?

10 Solid hacks to boost your website traffic. 

1) Killer Content
2) Master SEO
3) Social Media
4) Email Marketing
5) Collaborate
6) Visuals Matter
7) Guest Posting
8) Mobile Optimization
9) Contests & Giveaways
10) Analyze & Adapt

Watch your online presence flourish!

Open article: 10 Irresistible Hacks to Generate Traffic Like Never Before. by Pascal CALOC (Your Sales Guy) • 1 min read

Pascal CALOC (Your Sales Guy) on LinkedIn • 1 min read

10 Irresistible Hacks to Generate Traffic Like Never Before.

How to Close Your First Client in 6 Steps?

Let's talk real steps here.

Every day, my inbox fills up with messages like, 

“I’ve been trying for months, 
- why can’t I land a client?” 

Trust me, I’ve been there → it sucks. 

Here’s my foolproof plan.

1) Chat Daily: 

Start conversations with at least 10 ICPs.  

2) Offer Free Help: 

Offer your service for free at first. 

3) Deliver Value:

 Use four sessions to solve their problems.

4) Create Case Studies: 

Document the transformation you facilitated.

5) Build Your Portfolio: 

Aim for five success stories. 

6) Start Selling: 

With real results, selling becomes natural.

Skip the endless online engagement. 

Focus on real interactions and prove your worth. 

Confidence in your ability is your ultimate sales tool.

P.S. How did you get your first client? 

"Negotiate As You've Already Won”

Learn from my years of experience. 

1) Stand Firm: 
↳ Show you're not swayed by high-pressure tactics.

2) Value First: 
↳ Understand the deep value of your offerings.

3) Avoid Desperation: 
↳ Never let 'commission' tarnish your discussions.

4) Interests Aligned: 
↳ Only move forward when it benefits both parties.

The power in negotiations?

 Being ready to walk away. 

If it doesn't meet our high standards, 

We simply pass.

❌ Desperation doesn't close deals.
✅ Confidence and readiness to say 'no' do. 

Approach every negotiation with this mindset.
 
“That you don't need to compromise your value” 

Sell from a place of power, not necessity."

P.S. Repost this for the sake of others. 

--------

Negotiate on your own and learn the hard way. 
OR I can help you learn in 1 month. 
Offering a FREE 1:1 sales session.

How I went from struggling salesman 

To earning $100K+ in sales with a coach.  

Sales can be tough. 

- Long hours. 
- Pressure to hit targets. 
- And feeling stuck for a long. 

It can get to anyone.  
I was there too.

Wondering what I was doing wrong.

1) The Old Way Wasn't Working

- I tried everything.
- Working long hours.  
- Following all the scripts.  

+ But I knew there had to be a better way

2) A New Path to Success

- Building relationships.
- The idea of enjoying sales 
- And making a bigger impact  

+ I was hooked!

3) Learning and Growing

- I learned new skills,  
- Using data to understand customers. 
- I became passionate about helping people. 

+ Not just making sales.

4) Helping Others Succeed

- Today, I help other salespeople. 
- Multiply their sales and lead gen system.
- If you want to be successful, I can help you! 

Are YOU Ready to Take Charge?

I offer a fun and supportive environment. 
And the chance to become a sales leader.

Let's chat!  

I'd love to hear about your goals 
And how I can help you crush your sales targets.

P.S. Chilling out in your garden is a blessing :)

"Success in sales isn't just about closing deals"  

It's about: 

- The foundation you build initially 
- The dreams that drive you
- The values you uphold 

Why do I say this?

- You empathize with their challenges
- You genuinely care for your clients. 
- You understand their needs

I know for a fact that: 

Your passion for sales is undeniable.

(IMPORTANT) 

- Keep striving toward the life of your dreams
- Keep serving your clients with integrity
- Keep strengthening their business

Because the possibilities are endless. 

And success is within your reach.

So, keep shining your light, my friends.

P.S. Repost ♻️ this to help others.

“Specificity is your secret weapon”

Never think like this:

"How to build an online business"

Always be specific in your goals.

 "How to grow an online business from $0 to $5k/mo”

No more guesswork. No more uncertainty.

It's all about honing in on the specifics.

The power lies in your mindset.

My business tip of the day.

Monday Motivation to everyone.

P.S. Happy Easter to you and your family.

“Your clients don’t care about you” 

All they care about is the value. 

This is the most underrated sales hack ever. 

Here's the deal: 

Clients aren't interested in you
 
They're interested in what you can do for them. 

Forget about talking about yourself.

Instead, focus on the results. 

- Meet their needs.
- Solve their problems 
- Help them reach their goals

Shift your approach and watch your sales soar. 

Happy Monday guys. 

P.S. I’m working on a sales sheet this month. 

P.P.S. It will be FREE for everyone.

“Sales isn't just a 9-5 job”

It's a pathway to freedom.

But it won't be a walk in the park.

In the beginning,

You'll be hopeful
You'll be thrilled
You'll enjoy every moment.

But soon, reality kicks in...

That's when the grind starts
And it gets tough.

You'll wonder

If you have what it takes
If you chose the right path
If success is within reach

And you'll contemplate quitting countless times.

But trust me — if you hang in there
Freedom awaits.

And once you achieve it
You'll never look back.

Do you agree?

P.S. But you don’t have to grind alone.

-------------

DM me “Sales Guy” for a 1:1 Free Call.

Let’s uncover the secrets to sales success.

Don't miss out!

My day as a sales guy, parent, and closer.

5:00 AM - coffee, and dive into client work

6:00-6:30 AM - My daughter gets up.

6:30-8:30 AM - Breakfast, getting her ready.

8:30 AM - School drop-off

8:30 AM - 4:30 PM - Sales strategy and work.

(At 10:30 AM - I onboard a new client)

4:30 PM - School pick-up

4:30-7:30 PM - Family time and dinner prep.

7:30-8:30 PM - Kids' bedtime routine

8:30-10:30 PM - Focusing on client projects

11:00 PM - Lights out

I'm making every moment count.

And you can too.

Don't let a minute go to waste.

Every second is an opportunity.

To hustle. To thrive. To chase your dreams.

Just wanted to share my routine with you all.

P.S. I’m interested in knowing your routine as well.

Here’s why I close more deals easily! 

I always aim for the "Heart Sell” 

It's not about the "Hard Sell" anymore. 

- It's about understanding your audience.
- Connecting on an emotional level. 
- Addressing their core needs.

The key? 

(Asking the right questions)

Good questions can get to the heart and soul.  

- They create genuine conversations.
- Build authentic relationships.
- Establish understanding. 

It's not about pushing your product or service.

it's about how you can truly add value

(THE TAKEAWAY)

Shift your focus from hard sell to heart sell. 

- Let's ask questions that truly matter.  
- Offer solutions that resonate. 
- Listen with empathy.

So now you have 2 choices. 

Choice Number 1: 
Spend 6 months and figure out the questions.

Choice Number 2:
You can take my expertise and save your time. 

(BONUS) 

I’m offering a 1:1 FREE 30-minute call. 
You can avail of this offer right away. 
Every one of you is welcome. 

P.S. What is the funniest question you ever asked?

Your sales guy will be giving big fat sales tips. 

(I'm thrilled and excited for this event) 

Join us for a special live event hosted by Olamide Akinde

Mark your calendars:

Date: 12th April 2024.
Time: 5:00 pm GST
Location: LinkedIn Live Event. 

Grab your popcorn along with a pen and paper. 

I will be sharing a full strategy to boost sales. 

Don't miss this opportunity to learn valuable strategies and techniques that can supercharge your sales and drive exponential growth for your brand. 

See you there!

P.S. Send me the questions that you want answers

At 52, I turned 'impossible' into 'I'm possible':

(My 90-day journey to sales mastery) 

In the last 90 days, I’ve:

→ Honed my pitch
→ Embraced rejection
→ Perfected my follow-up
→ Networked relentlessly

I said NO:

→ To excuses
→ To negativity
→ To self-doubt
→ To procrastination

And I’m better for it.

→ Closed 4 new deals
→ Doubled my monthly revenue targets

My new sales strategy is more than just numbers.

It's a symbol of not giving up.

I turned 'later' into 'now'.

This isn't just about professional change.

It was a testament to the power of:

→ Self-belief
→ Persistence

At 52, I'm living proof that it's never too late. 

It's never too late to redefine
your limits and chase the extraordinary.

Ready to challenge your boundaries?

Let's connect.

P.S. Age is just a number. I have 6 packs :)

Why Market Validation is Your Ultimate Guide?

(Don't Sail Blindly in Business Waters) 

Market validation is the compass guiding entrepreneurs through the tumultuous waters of business. 

It confirms the demand for your product or service, ensuring your efforts are not just creative sparks but practical solutions igniting real customer interest and satisfaction. 

#Sales #Ethum #Marketing #Business 

Introduction:
In the dynamic realm of software/SaaS sales, there's a league of extraordinary individuals – the esteemed top 1%. 

But what makes them flourish while others struggle to keep pace? It's not just luck or innate talent; it's a blend of grit, empathy, and savvy strategies that boosts them to unparalleled success. 

Let's take a closer look at the human side of these sales superheroes and uncover the secrets behind their triumphs.


Pascal CALOC (Your Sales Guy) on LinkedIn • 3 min read

Revealing the Blueprint of Software/SaaS Sales Excellence: What Sets the Top 1% Apart?

Google just released its new algorithm update. 

It’s focused on the future of AI content.

Let us give you a spoiler. 

Fresh content is going to be your new baby. 

It’s going to be the new trend for 2024. 

Beautifully explained by Neil Patel

#Ethum #Google #Sales #Business #Algorithm #AI #Content 

Taplio

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