Thought Leadership

Episode #365: How Do We Sell To Idiot Buyers?

Why do capable sales teams still lose deals on price? Price pushback often isn’t about your solution being wro...

Episode #366: How To Pitch For Business In The Worst Case Scenario

Why is pitching to a company so different from selling in a normal meeting room? A business pitch is rarely a ...

Episode #367: Dealing With Organisational Distractions When Selling

What happens to sales performance when organisational change keeps swinging? Organisational change often follo...

Credibility Counts For Everything In Sales

Why do salespeople face resistance when meeting clients for the first time in Japan (日本 / Japan)? Many clients...

Principled Salespeople Win

Why do many capable salespeople still struggle with clients—even when they know what to do? In 1936, after yea...

Selling Ain't Telling

Are your sales meetings turning into one-way PowerPoint marathons? You may be losing deals without realizing i...

Let's Go For The Sale's Bulls-Eye

(Dale Carnegie Tokyo | 営業研修 (sales training) for 日本企業 (Japanese companies) and 外資系企業 (multinational companies)...

Episode #368: AI Created Content Is Average So Add Your Storytelling

Why does AI make most business content feel the same? AI has removed the barriers to producing text at scale, ...

Episode #369: The Real Know, Like And Trust In Sales In Japan - Part One -KNOW

In a post-Covid business climate, many sales professionals feel invisible. Buyers are harder to reach, network...

Episode #370: The Real Know, Like And Trust In Sales In Japan - Part Two -LIKE

Why does being liked matter in sales—do buyers really need to like us? Buyers don’t always need to like a sale...

Episode #371: The Real Know, Like And Trust In Sales In Japan - Part Three - TRUST

Why do buyers hesitate to trust salespeople, even when they like them? Buyers can enjoy talking with you and s...

Episode #372: In Sales How To Be Liked By Different Types Of Buyers In Japan

Why do smart, well-intentioned professionals still struggle with certain colleagues or clients? In many 日本企業 (...

Episode #373: In Sales How To Break Through The Buyer Brain Logjam

Today’s salespeople face intense competition for a client’s attention. Between back-to-back meetings, overflow...

Episode #374: Japan Small Businesses Must Pick Up The Dregs Of Sales

Why is Japan facing a severe labor shortage now? Japan is in the middle of a structural workforce crunch. The ...

Episode #375: Content Marketing Is Great For Japan Sales But Can Be Fraught

Social media has changed the sales game. If you’re a salesperson in Japan who wants more visibility, more trus...

Episode #376: The Buyer Is Never On Your Schedule In Japan

Why do salespeople in Tokyo need a different networking approach? In Tokyo, networking events are crowded, pol...

Episode #377: Using Demonstrations And Trial Lessons To Sell In Japan

Why do sales conversations in Japan often stall at “features”? Many salespeople are excellent presenters, but ...

Episode #378: How We Lose Clients In Sales In Japan

Why is finding new clients so expensive for companies today? Acquiring new clients is one of the highest-cost ...

Episode #379: Selling Yourself From Stage In Japan

Why do public speaking “spots” work so well for business growth in Japan (日本 / Japan)? Public speaking spots a...

Episode #380: Dress For Success When Selling In Japan

Why are first impressions so decisive in business and sales? In business, especially in sales, clients form ju...