Thought Leadership

Episode #283: Package Up The Value In The Sale

Price-first conversations feel like quick progress, but they usually signal a deal you’re about to lose. When ...

Episode #284: Mentally Preparing For The Coming Economic Recession

Global shocks are stacking up: war in Ukraine, sanctions, surging energy costs, food inflation, supply-chain g...

Episode #285 A Different Value Based Selling

If your sales team can explain value but still struggles to earn lasting trust, the real issue may not be what...

Episode #286: Bait Your Hook In Sales

Sales teams often lose deals for a simple, fixable reason: they talk too much about what their solution does a...

Episode #287: Can You Stimulate The Buyer Greed Gland In Japan?

Why do sales conversations in Japan often stall right after the first questions? Sales processes move through ...

Episode #288: The Piranha Client

When a client keeps asking for “just a little more,” at what point does a good deal become a bad one? In high-...

Episode #289: Blocking, Tackling And Grinding In Sales

Sales leaders and business owners are asking a hard question right now: why do smart, talented salespeople sti...

Episode #290: Work On Your Sales Not In Your Sales

Why do business owners get stuck “working in the business” instead of “on the business”? Many founders love se...

Episode #291: Your Agenda Or The Buyer’s When Selling

Why do buyers walk into sales calls defensive and time-poor? Most buyers begin a sales meeting with a protecti...

Episode #292: Be Bullet Proof Against Criticism Of Your Follow-up

You had a great conversation at a networking event. You followed up. And then… silence. If this sounds familia...

Episode #293: Silence Is Golden In Business In Japan

Why is tension a “good thing” in business, and why does it feel different in Japan? In any company, tension is...

Episode #294: How Good Are Your Supporting Documents To Drive The Sale

Japan often devours data — statistics, specifications, and microscopic detail. If you sell to Japanese compani...

Episode #295: Wasting Salespeople

Why are “useless” salespeople getting fired — and what’s the real problem? Most salespeople who fail to hit ta...

Episode #296: When Is Too Much, Too Much In Sales

Why do sales teams in Japan get labeled “too passive”? Many executives in Japanese companies (日本企業 / Japanese ...

Episode #297: You Have Three Seconds For An Effective First impression

Why do first impressions matter more than ever in sales today? Most buyers form an opinion about a new person ...

Episode #298: Networking In A Time Of Covid

Why has business networking felt “dead” for the last two-and-a-half years? For many sales professionals, netwo...

Episode #299: Controlling Your Public Image As A Salesperson

Why does social media now shape a buyer’s decision before you even meet? Buyers today search salespeople onlin...

Episode #300: Should We Worry About Our Competitors?

When competitors get fiercer overnight, most businesses discover too late that “doing fine” isn’t a strategy. ...

Episode #301: Why Does Everything Take So Long In Business In Japan?

In a market where change is constant, leaders often ask: “Why do things move so slowly inside Japanese firms, ...

Episode #302: Clients Forget The Price

Why do buyers remember quality longer than price? Buyers rarely carry the exact price they paid in their memor...