Thought Leadership

Episode #337: What to do About Losing Track Of Buyers

Why do we suddenly lose track of buyers in Japan? It often starts with a simple change: the trusted person ins...

Episode #338: Not Doing Sales Training Is Stupid

Why do some senior leaders think LinkedIn Learning can replace real training? Many executives look at online l...

Episode #339: Prediction Ability In The Sales Call

Why is there a power imbalance between salespeople and clients—and how can professionals use it ethically? Sal...

Episode #340: How To Do Sales Role Play Practice

Role play is one of the fastest ways to improve real-world sales performance—yet most salespeople still “pract...

Episode #341: Haggling Over The Sales Price In Japan

Executives in Japan know the consumer rule: the sticker price is the price. But in B2B—especially for services...

Episode #342: Don't Be In Awe Of the Buyer When Selling

Ever walked into a sales meeting in Tokyo and felt the buyer held all the power? Many sales professionals—espe...

Episode #343: Reducing Buyer Friction In Japan

Why do great products still struggle to sell in Japan? Japan is one of the world’s most sophisticated markets—...

Episode #344: Questioning Skills In Sales

Even seasoned sales professionals sometimes walk out of a meeting confident… only to discover later that the b...

Episode #345: What Do You Do When Nothing Is Working In Sales

Why do even top salespeople hit slumps — and why do they feel so brutal? Sales slumps are normal, fast, and un...

Episode #346: Keep Following Up Buyers

Why do some companies stay top-of-mind with prospects for years? A well-known Japanese recruitment firm has ca...

Episode #347: Has Covid Changed The Way We Sell In Japan?

What has changed for sales in Japan after Covid, and why does it matter now? Buyer anxiety about Covid has fad...

Episode #350: Buyers Have Many Woes And We Need These In Sales

Why do sales meetings stall when buyers say “we have no problems”? Because a buyer without visible pain feels ...

Episode #351 Make The Buyer The Hero When Selling

Why is decision-making in Japan usually collective, not individual? In Japan, the person you meet is rarely th...

Episode #352: The Arrogance Of The Sales Amateur

Why are post-COVID sales results still lagging for many CEOs? Post-COVID buyers are more cautious, more inform...

Episode #353: Selling Yourself Is The First Sale You Need To Make

Why do buyers hesitate to trust you at first meeting? When buyers first encounter your company, they don’t hav...

Episode #354: Recognising Non-Clients

When sales targets tighten, pipelines shrink, and every meeting feels like a lifeline, what separates professi...

Episode #355: Selling When the Client Doesn't Follow Our Script

Why do professional salespeople follow a script instead of “winging it”? Professional salespeople use a clear ...

Episode #356: Dealing With Multiple Buyers

Why do sales meetings in Japan often include multiple buyers? In Japan, sales calls commonly involve several s...

Episode #357: Will My Content Marketing Be Swamped By ChatGPT?

What’s changing in content marketing now that ChatGPT can mass-produce content? Content marketing has long bee...

Episode #358: How Detailed Should Our Sales Proposals Be?

Why does the proposal matter more in Japan than in many other markets? In Japan, the first meeting usually foc...