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Yoann Delwarde is CEO and Co-Founder of Infinity Growth ltd., a Shanghai-based firm that offers sales coaching and consulting to a wide range of clients, including multinationals, startups, MBA students, and accelerators and incubators. In this episode of The Negotiation, we talk about the difference in working with startups and corporate clientele; we compare the historical methods of B2B selling in China to the way it’s done today; the value of platforms like WeChat to the salesperson and process; the difficult lessons Yoann faces coaching his clients; and how Chinese buyers differ from those in the West. Enjoy!