Thought Leadership

Episode #184: Covid-19 Makes Sale's Listening Skills More Critical

Remote meetings are faster than ever, but are you really hearing what your client is trying to tell you? In on...

Episode #185: Covid-19 Or Not, You Still Have To Master Client Objections

What does “normality” look like after a market shock like Covid-19? Normality doesn’t return all at once—it re...

Episode #186: Salespeople Should Start Preparing For V-J Day

What does “normal” look like after a major disruption, and when does it return? “Normal” doesn’t snap back ove...

Episode #187: Covid-19 Triggers Tougher Negotiations Part One

Why are clients suddenly more price-sensitive, and why does that put your revenue at risk? When clients are su...

Episode #188: Covid-19 Triggers Tougher Negotiations Part 2

Why do negotiations with Japanese companies focus on relationships over contracts? In Japan, negotiations rare...

Episode #189: Presenting Your Sales Materials Remotely

Why are traditional in-person sales meetings disappearing, and what replaces them? In many industries, the cla...

Episode #190: The Ubiquitous Meishi Exchange And Event Networking - Are They Now Dead?

Why is cold calling Japanese companies so difficult for senior leaders? In Japan, business relationships are b...

Episode #191: The Cold Calling Zoom Salesperson- Part One

Why is cold calling still a hot topic for sales in Japan? Cold calling remains one of the most debated sales s...

Episode #192: The Cold Calling On Zoom Salesperson- Part Two

Why is getting a meeting so hard when cold calling in Japan? Cold calling without face-to-face access creates ...

Episode #193: The Cold Calling On Zoom Salesperson - Part Three

Executives don’t buy because you pitch well. They buy when they clearly see the cost of staying where they are...

Episode #194: The Cold Calling On Zoom Salesperson - Part Four

Why do sales presentations in Japan often stall right when you feel “close to the deal”? Even when you’ve done...

Episode #195: The Cold Calling On Zoom Salesperson - Part Five

Why do sales presentations fall apart right when you think you’re in control? Even after a strong process—cold...

Episode #196: The Cold Calling On Zoom Salesperson - Part Six

Why do deals stall at the final step in Japan, even after strong preparation? Even when trust is built, needs ...

Episode #197: Dealing With The Deal Sugar Hit

Why do buyers feel anxious right after saying “yes,” especially in Japan? In many sales conversations, we buil...

Episode #198: Virtual Selling - How To Gain Customer Trust

Why do online first impressions feel harder than face-to-face? When sales moves online, many of the skills tha...

Episode #199: Virtual Selling: How To Prepare For Online Meetings

Why are online meetings easy with existing clients but stressful with new ones? Online meetings with existing ...

Episode #200: Virtual Selling - How To Communicate Trust To The Buyer When Online

Why do first impressions still decide outcomes in online sales meetings? In the first moments of any meeting, ...

Episode #201: Virtual Selling - How To Master The First Impression Online

Why is selling online harder in today’s “Age of Distraction and Cynicism”? Online sales now happen in an envir...

Episode #202: Virtual Selling - We Need A New Questioning Approach (Part One)

Why do sales conversations get worse online — even with experienced salespeople? Salespeople often carry the s...

Episode #203: Virtual Selling - We Need A New Questioning Approach (Part Two)

Why do online sales calls fail even when the product is strong? Modern communication platforms create hidden f...