Thought Leadership

Episode #343: Reducing Buyer Friction In Japan

Why do great products still struggle to sell in Japan? Japan is one of the world’s most sophisticated markets—...

Episode #344: Questioning Skills In Sales

Even seasoned sales professionals sometimes walk out of a meeting confident… only to discover later that the b...

Episode #345: What Do You Do When Nothing Is Working In Sales

Why do even top salespeople hit slumps — and why do they feel so brutal? Sales slumps are normal, fast, and un...

Episode #346: Keep Following Up Buyers

Why do some companies stay top-of-mind with prospects for years? A well-known Japanese recruitment firm has ca...

Episode #347: Has Covid Changed The Way We Sell In Japan?

What has changed for sales in Japan after Covid, and why does it matter now? Buyer anxiety about Covid has fad...

Episode #350: Buyers Have Many Woes And We Need These In Sales

Why do sales meetings stall when buyers say “we have no problems”? Because a buyer without visible pain feels ...

Episode #351 Make The Buyer The Hero When Selling

Why is decision-making in Japan usually collective, not individual? In Japan, the person you meet is rarely th...

Episode #352: The Arrogance Of The Sales Amateur

Why are post-COVID sales results still lagging for many CEOs? Post-COVID buyers are more cautious, more inform...

Episode #353: Selling Yourself Is The First Sale You Need To Make

Why do buyers hesitate to trust you at first meeting? When buyers first encounter your company, they don’t hav...

Episode #354: Recognising Non-Clients

When sales targets tighten, pipelines shrink, and every meeting feels like a lifeline, what separates professi...

Episode #355: Selling When the Client Doesn't Follow Our Script

Why do professional salespeople follow a script instead of “winging it”? Professional salespeople use a clear ...

Episode #356: Dealing With Multiple Buyers

Why do sales meetings in Japan often include multiple buyers? In Japan, sales calls commonly involve several s...

Episode #357: Will My Content Marketing Be Swamped By ChatGPT?

What’s changing in content marketing now that ChatGPT can mass-produce content? Content marketing has long bee...

Episode #358: How Detailed Should Our Sales Proposals Be?

Why does the proposal matter more in Japan than in many other markets? In Japan, the first meeting usually foc...

Episode #359: Developing A Personal Following In Sales

Why do buyers in Japan stay loyal to one salesperson? In most markets—and especially in Japan—buyers tend to s...

Episode #360: Don't Drown The Buyer In Detail When Selling

Why do strong sales in Japan stall during solution presentations? In Japan, buyers often enter solution presen...

Episode #361: Dealing With Pushback from Buyers

Why do buyers push back during sales conversations? Pushback is a normal part of any sales process, but it com...

Episode #362: Sell The Reaction To Your Client

In Japan, sales meetings can stall fast when buyers pull you into endless feature scrutiny. If you don’t guide...

Episode #363 Self-Belief In Sales

Sales leaders in Japan face a brutal paradox: expectations rise every year, but markets, budgets, and internal...

Episode #364: Do We Really Understand Client's Needs In Sales?

Why do many sales conversations fail before they start? Because too many salespeople still lead with a product...