Tell us a little bit about yourself and how you ended up in Singapore.

I've been in research and consulting for six or seven years now working for different companies. I started at Gartner at the EMEA Headquarters in Dublin. Right now I'm leading the business development effort in ASEAN (The Association of South East Asian Nations) at Analysys Mason. We do business and technology research for telecoms primarily advising high-level executives with business strategies. 

I always wanted to go to Asia because it's just like Europe, a rich mix of different cultures in a small area. That's been the great thing about Singapore, its right in the middle of Asia Pacific so you can easily travel around. Also, it's very secure. It's very business-focused as well. So, if you're ambitious, I think Singapore is a great place, just like The States.

 

 

Interesting. So, I wonder, how did you get involved with social selling and LinkedIn Sales Navigator?

Well, I've been using LinkedIn quite a lot, for the last, I believe, six years. But what you guys did with Sales Navigator is put more structure and information around the sales process. That's what I liked from Sales Navigator. The fact that you can save the accounts, you can save leads for later and you get insights that relate to your prospects. It makes it easy for me to build relationships.

Find leads on Sales Navigator

"That's what I liked from Sales Navigator. The fact that you can save accounts and you can save leads for later. It allows you to structure your sales approach to a specific account."

What attracted you to research and consulting? Why that industry?

Well, I think it's because it's very insight-driven. I love the fact that you can impact an organization by giving specific advice. In a way, I'm really selling knowledge. I also love the clients I get to work with – usually it's Chief Strategy Officers and Chief Marketing Officers. Building relationships with them is amazing. Like just yesterday, I was in Kuala Lumpur meeting two CMOs from two telecoms. 

Start conversations with your prospects

Have you used any of those insights and skills to close any big deals?

Yes. One of the biggest accounts I landed some time ago ended up being valued at over $300,000. It was with one of the big banks here. Usually the cycle on deals like this takes six months or more, but Sales Navigator really accelerated that process.

Often one can spend months getting new referrals or trying to find the right person to talk to. Using Sales Navigator, I found a COO who shared the name of a contact at the bank. This was an important lead because the contact was in charge of a large customer experience initiative. The initiative was very important to the bank, so we set up a meeting quickly.

The insights and updates from Sales Navigator gave me detailed information about the initiative. I think it does a great job providing relevant information and sorting through all of the clutter around a lead. After a few meetings, we were able to close the deal and launch a new partnership with the bank.

 

Alex's secrets to successful selling

We've compiled Alex's favorite LinkedIn Sales Navigator tips and suggestions. Check them out to up your social selling performance.

Can you walk us through where LinkedIn Sales Navigator fits into your day?

I have very specific times when I use it. I have a tab with LinkedIn open the whole week, but on very specific days I do prospecting. I usually do it at the beginning of the week. I make sure to block out specific time in my calendar.

I just follow an account plan, and because now I'm like 90% or 95% new business, it's a pure hunting role. I spend a good two days a week researching and reaching out to people in Sales Navigator. And then in the middle of the week I have my meetings. I go and meet them or I spend time building proposals or content that we are going to present.

 

What is your strategy for saving a lead?

Usually I start with the lead recommendations in Sales Navigator. It does a great job matching up suggested prospects related to the initial lead. I also like the “people also viewed…” feature because it has great contacts that are always relevant.

So, after I surf, I save the leads I find most relevant. I’ll often reach out to those leads in hope of building that relationship through InMail. It’s helpful that you can also search a list of leads as opposed to just one prospect.

Save an account to get Lead Recommendations

 

What do you do in your free time?

I love to go kitesurfing. I started a year ago with it. Southeast Asia is a great spot if you’re into it. I travel to Indonesia, Thailand, and Philippines on the weekends, which are really cool places with a lot of people in the sport. It's one of the fastest growing sports right now in this region and extremely rewarding.

I'm also into music production. I've been doing it for five years. I love how technology can help you produce music and I love to get immersed into my productions, which is why I have my own studio at home.

 

What is your definition of success?

I believe the definition of success is about knowing how to enjoy the moment and living life fully. It’s about the continued expansion of happiness and the realization of your goals. You should not be concerned too much with your future if you know who you want to be. Some people think it’s about their car or their bank account, but success is a mental state, not a financial one.

Success is also about your family and close friends we are with. This is important to me because I recently got married six months ago in Prague.