Thought Leadership

Episode #243: We Need More Formality On Line When Selling To Japanese Buyers

Selling face-to-face to a Japanese buyer and selling to that same buyer online are completely different games....

Episode #244: The Craziness Of Sales In Japan

Why do many highly capable Japanese teams still underperform in sales by Western benchmarks? Japan is world-cl...

Episode #245: That Sounds Pricey

When a buyer in Japan says, “That sounds pricey,” most salespeople feel a spike of pressure to defend the numb...

Episode #246: How To Sell From The Stage

Why do audiences resist sales pitches at events — and how can you prevent it? Most event presentations follow ...

Episode #247: Four Client Focus Areas For Salespeople

Why do buyers still say “no” even when your solution is strong? Many sales conversations fail not because the ...

Episode #248: Selling As A Team

Business leaders in Japan often ask: Why do capable sales teams still miss growth targets even when everyone i...

Episode #249: Unlocking Value For Clients

What if your biggest revenue opportunity isn’t a new product — but the hidden value already sitting inside you...

Episode #250: Don’t Say “No” For The Client

Why do capable salespeople unintentionally lose deals before the conversation even starts? Many salespeople—es...

Episode #251: Getting New Clients During Covid’s Long Tail

COVID has not ended with a clear signal, and waiting for a perfect “all-clear” moment is costing companies opp...

Episode #252: How To Own The Sales Transition Zone

Why do new clients feel demanding at the start of a sales relationship? New clients want two things fast: clar...

Episode #253: Japan Doesn't Change In Sales

Why do Western sales methods keep “evolving,” while Japan seems stuck? In the West, sales frameworks like SPIN...

Episode #254: Building Customer Loyalty

Why does trust matter more than price in today’s sales environment? In competitive markets, especially in Toky...

Episode #255: Why You Need A Salescycle

Why do sales conversations in Japan succeed or stall? In Japan’s competitive B2B landscape, many capable sales...

Episode #256: Revising Our Unique Selling Proposition

Why are USPs more important now, even after Covid? If your business survived Covid, it’s tempting to assume co...

Episode #257: How To Build Strong Relationships With Our Buyers

Why do sales professionals struggle to get consistent buyer cooperation? Even strong salespeople hit a wall wh...

Episode #258: How To Build Strong Relationships With Our Buyers (Part Two)

What makes trust the real currency in modern sales? In high-pressure sales environments, buyers decide faster ...

Episode #259: How To Build Strong Relationships With Our Buyers (Part Three)

When a buyer hesitates, it’s rarely because your proposal is “wrong on paper.” It’s because trust isn’t there ...

Episode #260: How To Get Better Results

When sales teams are pulled in ten directions at once, it’s easy to get buried in activity and lose sight of w...

Episode #261: Honing Our Unique Selling Proposition

Every minute, more competitors chase the same clients. Prices get squeezed, “discounting wars” start, and buye...

Episode #262: Don't Sell The Prez

What happens after you finally meet the President—and still don’t get the sale? You win the meeting. The Presi...