Thought Leadership

Episode #1: Salespeople Need To Care

Why do so many smart, technically skilled salespeople still struggle to win trust and close business in Japan,...

Episode #2: How To Be Likeable And Trustworthy In Sales

Your sales team in Japan might be losing deals in the first 7–10 seconds of every meeting, long before they ev...

Episode #3: You Can't Cold Call In Japan. Really?

Why are our sales results not growing fast enough in Japan? Sales targets in Japan rarely stand still. Every q...

Episode #4: Sales Certainty

Why Do So Many Sales Teams in 日本企業 and 外資系企業 Struggle to Sell Consistently? Many organisations assume sales fa...

Episode #5: Credibility Counts for Everything In Sales

Sales teams in Japan often walk into meetings already on the defensive. Clients are cautious, skeptical, and d...

Episode #6: Principled Salespeople Win

Why do many salespeople in 日本企業 (Japanese companies) and 外資系企業 (global companies) still struggle to build trus...

Episode #7: Selling Ain't Telling

Why Do So Many Sales Professionals in Japan and Globally Still Lose Deals They Should Win? In both 日本企業 (Japan...

Episode #8: Let's Go for The Sale's Bulls-eye

Why do many sales organizations in 日本企業 and 外資系企業 still struggle to create consistent, high-value client outco...

Episode #9: The Sales Valley Of Death

Why do 日本企業 (Japanese companies) and 外資系企業 (multinational companies) in Tokyo struggle with consistent sales r...

Episode #10: Nasty Buyers

Why do Japanese buyers sometimes behave like “Kamisama (God)”—and what can salespeople do when they act more l...

Episode #11: Omotenashi - Real Japanese Customer Service

Why do Japanese companies with strong heritage excel in emotional customer connection? Many 日本企業 (Japanese com...

Episode #12: What Successful Negotiators Do

Every sales conversation is a negotiation. Whether you are in a 日本企業 (Japanese company) or 外資系企業 (multinationa...

Episode #13: The Negotiation Process

Why do negotiations in Japan often fail — and how can leaders create predictable success? In today’s complex b...

Episode #14: Stop Sales Suicide

Why do so many sales training initiatives fail in Japan—especially for teams selling in Japanese? Executives o...

Episode #15: You Don't Want Sales

How do you grow revenue in Japan without turning your sales force into fast-talking “sharks” who damage your b...

Episode #16: Creating Consistently Great Customer Service

How Much Brand Value Are You Losing From One Inconsistent Customer Interaction? Your marketing team invests he...

Episode #17: Presenting Our Sales Materials

Why Does Controlling Client Collateral Matter So Much in Japanese Sales Meetings? In Japan’s risk-averse and d...

Episode #18: Toxic Sales

Why do so many sales careers in Japan start in a toxic environment? Many professionals in Japan and worldwide ...

Episode #19: Lawyers Can't Sell, But Need To

Why Are Lawyers in Japan Struggling to Win New Business Today? In today’s competitive legal market, both 日本企業 ...

Episode #20: Pricing

Why do so many salespeople in Japan give discounts too quickly? In many organisations, salespeople do not set ...