Episode #57: How To End The Year Strong

December doesn’t have to be a slow month for sales teams in Japan. If anything, it’s a strategic window to strengthen relationships, uncover hidden opportunities, and build a January-ready pipeline—especially for 日本企業 (nihon kigyō, “Japanese companies”) and 外資系企業 (gaishikei kigyō, “multinational/foreign-affiliated companies”) operating in 東京 (Tōkyō, “Tokyo”) and beyond.

Most Japanese financial years end in March, so late December can feel like a natural time to coast. But that “coasting” period is roughly 8% of the year—far too big to waste. The real question is: what should salespeople focus on right now to keep performance strong through the final working day?

Salespeople often follow predictable rhythms, and one negative rhythm is easing off near year-end. In Japan, December brings holiday planning, internal closing tasks, and a mental shift toward “wrapping up.” Deal cycles appear to pause, and activity drops.

That slowdown is risky because the pipeline doesn’t refill itself automatically. If you lose December momentum, you start January hungry, behind, and reactive instead of confident and proactive.

Mini-summary: December slowdown is natural—but costly. If activity drops now, January starts with an empty funnel.

How can we increase revenue from existing customers before year-end?

The fastest, lowest-risk growth opportunity is already in your client base. Reach out to current customers and ask where else you can help. Even if you’re already delivering something, they often have unmet needs you can solve.

A practical way to spot these openings is the Opportunity Matrix.

What is an Opportunity Matrix and how do you build one?

1. Write your solutions/products across the top.

2. List existing client companies down the side.

3. Check what they’re already buying.

4. Mark remaining solutions as:

   • A = good sales chance

   • B = so-so chance

   • C = no chance

5. Use the matrix to guide targeted conversations about growth.

This isn’t random upselling. It’s structured discovery based on real patterns: most clients buy only a small slice of what you offer.

Mini-summary: Use an Opportunity Matrix to uncover realistic cross-sell chances and spark meaningful growth conversations.

Prospecting is never “done.” December is ideal for two high-impact prospecting moves:

1) Reconnect with “orphans”

These are past clients you no longer actively serve. They may have stopped buying because:

• Your internal champion moved roles or left.

• The successor didn’t engage.

• Budgets tightened.

• Timing or terms weren’t right back then.

Those reasons don’t mean the relationship is dead. December is a perfect time to reignite trust and schedule a meeting—even if the meeting happens in January.

2) Identify look-alike targets

Look for companies similar to your current best clients:

• Same industry

• Same sector

• Similar likely needs

• Where you already have relevant insight

This is focused, intelligent outreach—not telemarketing.

Mini-summary: Re-activate past clients and pursue look-alike targets to fill January with high-quality meetings.

How do we reach decision-makers when Japanese companies hide contact info?

One common barrier in Japan is not knowing who the true decision-maker is. Annual reports help. LinkedIn can help sometimes, but adoption is limited in Japan. Company websites often don’t reveal names.

So you need a layered approach:

1. Research annual reports and public filings.

2. Search online and cross-reference industry sources.

3. Use your network for introductions.

4. If all else fails, rely on a powerful credibility statement to get past gatekeepers.

A strong credibility statement includes:

• A clear, general summary of what you do.

• Evidence of success with similar competitors.

• A confident, direct request to speak to the key person now.

Because you’ve worked with their competitors, your insight is real—and that authority should come through clearly.

Mini-summary: When names are hard to find, research + network + a proven credibility statement gets you to the decision-maker.

What mindset should salespeople adopt for a strong finish?

In the Japanese calendar, December is called 師走 (shiwasu, “the month when even teachers run around busy”). Salespeople should embody that same energy: active, moving, visible, and determined.

The goal isn’t just closing December. It’s building January momentum so the new year starts with meetings already booked and opportunities already moving.

Mini-summary: Treat December like 師走 (shiwasu, “busy-running month”): keep activity high so the new year begins ahead, not behind.

• Protect December activity—losing 8% of the year hurts far more than it feels.

• Mine existing accounts using an Opportunity Matrix to find practical cross-sell wins.

• Prospect smartly by re-engaging “orphans” and targeting look-alike companies.

• Break through gatekeepers with research and a credibility statement backed by competitor insight.

Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, has been empowering both Japanese and multinational corporate clients ever since.