Thought Leadership

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...

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),...

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...

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...

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...

Episode #317: The Japanese Concept of Shu-Ha-Ri for Sales

Why do many trained salespeople in Japan still feel stuck? In Tokyo’s fast-moving corporate world, even skille...

Episode #318: The Ideal Client Profile

Are you struggling to find new prospects in a remote-first sales world? Cold calling has become harder as deci...

Episode #319: Steve Jobs And The Death Of The Salesperson

What changed in sales after the iPhone, and why does it matter in Japan today? Before 2007, salespeople relied...

Episode #320: Over-Servicing Japanese Buyers

Why do foreign sales leaders in Japan feel their teams “over-service” buyers? Many foreign managers in Japan n...

Episode #321: Understanding Features And Benefits In Sales

Why do buyers ignore features, even when the solution is technically superior? Buyers rarely purchase because ...

Episode #322: No Cushion, No Sale In Japan

Even experienced sellers can lose momentum the moment a buyer says, “Your price is too high.” Instead of stayi...

Episode #323: Selling Is All About The Basics

Are you starting the year on autopilot, or with a deliberate sales strategy? The New Year is the perfect momen...