Thought Leadership

The Seven Lucky Stars Of Selling

Luck isn’t random. In sales, luck is the meeting point of hard work and persistence. Top performers don’t wait...

The Care Factor In Sales In Japan

Japanese salespeople often show extraordinary dedication to clients. That client-first mindset is a major comp...

How to Communicate With Greater Impact — Six Tools Every Executive Presenter Must Master

Impact means being remembered. It means your message sticks emotionally and logically long after the talk ends...

Selling Through Micro Stories

Why do modern buyers tune out traditional pitching? In today’s high-tech, time-poor business world, buyers are...

How to Reset Your Communication Skills for the New Year — Using Time, Talent, and Treasure to Become a More Persuasive Leader

Most resolutions collapse not because they’re unrealistic—but because they require new habits, new energy, and...

How to Motivate Others to Take Action — Using the Dale Carnegie “Magic Formula”

Getting people to talk about change is easy. Getting them to do something different is extraordinarily hard. H...

How to Inspire People to Embrace Change — A Proven Presentation Structure for Leaders

Most people resist change, even when the change is trivial. Ask someone to fold their arms with the opposite a...

We Buy From People We Like And Trust

Buying from people we like and trust is easy. Buying from people we don’t trust feels risky, even desperate. I...

How to Introduce a Speaker Professionally — The TIQS Model for Executives and MCs

Most MCs treat speaker introductions as a minor formality. They mumble, improvise, skim the Bio, or rush throu...

Confidence And Truth In Selling

Why does confidence sell — and when does it backfire? Confidence is persuasive because buyers instinctively tr...

Why Selling To Japanese Buyers Is So Hard And What To Do About It

Why do skilled Western salespeople struggle with buyers in Japan? Many international sales professionals arriv...

Dealing With Bad News

Why do smart buyers say “no” even when our solution is right? Executives don’t reject us because the price is ...

How to Thank a Speaker Professionally — The Executive Guide to High-Impact Closings

Every presentation has a cadence: invitations go out, participants register, the MC opens the event, the speak...

The Big Myth Of The Sales A Player

Running a small or mid-sized business, you’re told to “hire A Players” to boost performance. But what if your ...

Do You Have Enough Grey Hairs In The Sales Team?

Japan is a hierarchical society, meaning people respect age and seniority. For training and sales in Japan, th...

How Executives Can Become More Persuasive Speakers — Even if They’re Naturally Quiet or Naturally Intense

Persuasion is not optional in business. Whether presenting to clients, senior leadership, or cross-functional ...

Create Reference Points For Clients

How has the pandemic changed sales in Japan? The pandemic has made it difficult to meet new clients. With new ...

Why Japanese Executives Should Stop Chasing Perfection in English Presentations

Japan’s deep respect for kata (the correct way to do things) and kanpekishugi (perfectionism) creates extraord...

The Three Barbers Of Minato

What does Minato-ku teach us about customer service? Minato-ku — the “Port Area” — is a central part of Tokyo ...

Nemawashi Is Gold When Selling In Japan

Why are shareholder, customer, and employee interests linked? Shareholders invest their future security hoping...