Thought Leadership

Episode #359: Developing A Personal Following In Sales

Why do buyers in Japan stay loyal to one salesperson? In most markets—and especially in Japan—buyers tend to s...

Episode #360: Don't Drown The Buyer In Detail When Selling

Why do strong sales in Japan stall during solution presentations? In Japan, buyers often enter solution presen...

Episode #361: Dealing With Pushback from Buyers

Why do buyers push back during sales conversations? Pushback is a normal part of any sales process, but it com...

Episode #362: Sell The Reaction To Your Client

In Japan, sales meetings can stall fast when buyers pull you into endless feature scrutiny. If you don’t guide...

Episode #363 Self-Belief In Sales

Sales leaders in Japan face a brutal paradox: expectations rise every year, but markets, budgets, and internal...

Episode #364: Do We Really Understand Client's Needs In Sales?

Why do many sales conversations fail before they start? Because too many salespeople still lead with a product...

Episode #365: How Do We Sell To Idiot Buyers?

Why do capable sales teams still lose deals on price? Price pushback often isn’t about your solution being wro...

Episode #366: How To Pitch For Business In The Worst Case Scenario

Why is pitching to a company so different from selling in a normal meeting room? A business pitch is rarely a ...

Episode #367: Dealing With Organisational Distractions When Selling

What happens to sales performance when organisational change keeps swinging? Organisational change often follo...

Credibility Counts For Everything In Sales

Why do salespeople face resistance when meeting clients for the first time in Japan (日本 / Japan)? Many clients...

Principled Salespeople Win

Why do many capable salespeople still struggle with clients—even when they know what to do? In 1936, after yea...

Selling Ain't Telling

Are your sales meetings turning into one-way PowerPoint marathons? You may be losing deals without realizing i...

Let's Go For The Sale's Bulls-Eye

(Dale Carnegie Tokyo | 営業研修 (sales training) for 日本企業 (Japanese companies) and 外資系企業 (multinational companies)...

Episode #368: AI Created Content Is Average So Add Your Storytelling

Why does AI make most business content feel the same? AI has removed the barriers to producing text at scale, ...

Episode #369: The Real Know, Like And Trust In Sales In Japan - Part One -KNOW

In a post-Covid business climate, many sales professionals feel invisible. Buyers are harder to reach, network...

Episode #370: The Real Know, Like And Trust In Sales In Japan - Part Two -LIKE

Why does being liked matter in sales—do buyers really need to like us? Buyers don’t always need to like a sale...

Episode #371: The Real Know, Like And Trust In Sales In Japan - Part Three - TRUST

Why do buyers hesitate to trust salespeople, even when they like them? Buyers can enjoy talking with you and s...

Episode #372: In Sales How To Be Liked By Different Types Of Buyers In Japan

Why do smart, well-intentioned professionals still struggle with certain colleagues or clients? In many 日本企業 (...

Episode #373: In Sales How To Break Through The Buyer Brain Logjam

Today’s salespeople face intense competition for a client’s attention. Between back-to-back meetings, overflow...

Episode #374: Japan Small Businesses Must Pick Up The Dregs Of Sales

Why is Japan facing a severe labor shortage now? Japan is in the middle of a structural workforce crunch. The ...