Thought Leadership

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...

Episode #303: The Final Five Of Your Sales Call

Why do clients in Japan often reveal key information right at the end of a first meeting? In many first-time s...

Episode #304: Preparing For Selling During A Recession

Inflation is rising, interest rates are climbing, supply chains are unstable, and energy is being weaponised. ...

Episode #305: The Japanese business Glass Permanently Half-Empty

Why do Australian companies often struggle to win trust in Japan (日本企業 / Japanese companies)? Australian busin...

How Executives Can Use Evidence to Win Attention and Trust — The DEFEATS Framework for High-Impact Presentations

Modern presenters face two severe challenges: The Age of Distraction — Audiences drift instantly to their ph...

Episode #306: Trust In Sales Is Everything

When a client meeting starts with confusion, lateness, or a avoidable error, the real risk isn’t calendar disr...

Episode #307: What About The Deals We Lost

Why do so many deals fail to close even when the solution is good? Across U.S. research highlighted by sales c...

Episode #308: Boosting Our Champions In The Sale

What makes enterprise sales in Japan fundamentally different? In many 日本企業 (nihon kigyō — Japanese companies),...

How to Design Powerful Presentation Closings in Q&A-Based Meetings — Two-Closing Strategy for Business Leaders

In real meetings—especially in Japan-based organisations and multinational companies—presentations rarely end ...

How Executives Can Build Persuasion Power in 2025 — The CEP Method for Influence in Japanese and Global Business

Whether you work in a Japanese corporation or a multinational company in Tokyo, achieving your goals depends o...

Episode #309: Pitching Preferred In The Japanese Sales Call

Why does selling in Japan often feel different from other modern economies? In most advanced markets, a core s...

Persuasion Power in the Age of Distraction — Why Executives Must Upgrade Their Communication Skills in 2025

Since internal meetings and industry events migrated to Zoom, Teams, and Webex, the business world has sunk in...

Episode #310: Are We Ready For The End Of Covid

Why are sales conditions in Japan still tough, and what’s changing now? Japan’s sales environment has been sha...

Episode #312: Hope Is Not A Strategy In Sales

When markets shift overnight, sales targets don’t politely adjust with them. Leaders are still expected to del...

Episode #313: Secrets Of The Japanese Sales Call

In Japan’s business market—one of the world’s largest and most sophisticated—many sales conversations still be...

Persuasion Power in Executive Leadership — Why Presentation Skill Determines Career Trajectory in Japan and Globally

Many executives in Japanese companies and multinational organisations assume that seniority automatically conf...

Episode #314: Don’t Argue With The Client

Why do sales professionals in Tokyo still struggle with “the client is always right”? Salespeople are taught t...

Episode #315: Four Strategies For Building Confidence In Sales

When your pipeline dries up, confidence gets shaky fast. In Japan’s competitive B2B environment—whether you se...

Episode #316: Are Your Buyer Questioning Skills Good Enough?

Why do capable salespeople still lose deals in Japan (日本企業 Japanese companies) and multinational clients (外資系企...