Thought Leadership

Episode #204: Virtual Selling - We Need A New Questioning Approach (Part Three)

Why do so many salespeople struggle, especially online? Many salespeople operate without a clear, repeatable m...

Episode #205: Virtual Selling: Engaging Decision Making Teams

Why do virtual sales calls with Japanese buying teams often feel unproductive? Virtual sales meetings can stal...

Episode #206: Virtual Selling - How To Present Virtual Solutions With Impact

Why do online sales calls in Japan fail without strong needs analysis? Online sales calls often fail because s...

Episode #207: Virtual Selling - Virtual Story Telling

Why do buyers remember stories far more than facts and data? Buyers process an endless stream of information e...

Episode #208: Virtual Selling - Handling Objections

Many buyers in Japan are under intense pressure right now. Whole industries are struggling, budgets are tight,...

Episode #209: Virtual Selling - Closing The Deal

Why does closing a deal feel so difficult in Japan? In Japan, many sales conversations end politely but vaguel...

Episode #210: Sales Service Debacles Are The Boss’s Fault

Why do B2B sales teams often lose deals even after strong meetings? In B2B sales, the meeting itself is rarely...

Episode #211: Outbound Calls To New Clients During COVID-19

Why is cold calling still essential for sales teams during crises like Covid-19? When client acquisition stall...

Episode #212: Japanese Companies Employ Kunoichi Ninja To Answer Incoming Phone Calls

Why does cold calling in Japan feel uniquely difficult for salespeople? Cold calling in Japan often fails not ...

Episode #213: Sell With Passion

Why do buyers in Japan still “buy on emotion and justify with logic”? Even in highly analytical business envir...

Episode #214: Group Selling is Not for the Faint Hearted

Why do client meetings in Japan often feel one-sided and high-pressure for presenters? In many Japanese compan...

Episode #215: Fantasies, Folly, Mirages, And Other Illusions of Salespeople

If a struggling employee says, “I like talking with people, so I want to be in sales,” leaders should feel a c...

Episode #216: Do You Have An End To End Sales Process

Why is “I like talking with people, so I want to be in sales” risky for managers? When a staff member says, “I...

Episode #217: How To Deal With Major Misperceptions Buyers Have About Your Company

Why are Japanese buyers cautious when a salesperson contacts them out of the blue? Japanese buyers often start...

Episode #218: The Seven Bridges Of Sales

Why do so many capable salespeople still lose deals in Japan and globally? In complex B2B environments, “wingi...

Episode #219: Is That Light At The End Of The Sales Funnel I Can See

Why has Covid-19 weakened sales prospecting in Japan? Covid-19 pushed many professionals into remote work, lim...

Episode #220: Selling Year In Year Out (Part One)

Why do salespeople feel “worn out” at the start of a new year — and what helps them restart strong? Sales has ...

Episode #221: Selling Year In, Year Out (Part Two)

Why do sales fundamentals matter more this year than last year? Sales success doesn’t come from repeating last...

Episode #222: Selling Before Meeting The Buyer

Why does your personal brand matter as much as your company brand? A company brand is a shortcut for trust bui...

Episode #223: Cold Call Questioning Necessities

Unexpected overseas cold calls can be a minefield for busy executives. One unclear introduction, one missing c...