Thought Leadership

Episode #249: Unlocking Value For Clients

What if your biggest revenue opportunity isn’t a new product — but the hidden value already sitting inside you...

Episode #250: Don’t Say “No” For The Client

Why do capable salespeople unintentionally lose deals before the conversation even starts? Many salespeople—es...

Episode #251: Getting New Clients During Covid’s Long Tail

COVID has not ended with a clear signal, and waiting for a perfect “all-clear” moment is costing companies opp...

Episode #252: How To Own The Sales Transition Zone

Why do new clients feel demanding at the start of a sales relationship? New clients want two things fast: clar...

Episode #253: Japan Doesn't Change In Sales

Why do Western sales methods keep “evolving,” while Japan seems stuck? In the West, sales frameworks like SPIN...

Episode #254: Building Customer Loyalty

Why does trust matter more than price in today’s sales environment? In competitive markets, especially in Toky...

Episode #255: Why You Need A Salescycle

Why do sales conversations in Japan succeed or stall? In Japan’s competitive B2B landscape, many capable sales...

Episode #256: Revising Our Unique Selling Proposition

Why are USPs more important now, even after Covid? If your business survived Covid, it’s tempting to assume co...

Episode #257: How To Build Strong Relationships With Our Buyers

Why do sales professionals struggle to get consistent buyer cooperation? Even strong salespeople hit a wall wh...

Episode #258: How To Build Strong Relationships With Our Buyers (Part Two)

What makes trust the real currency in modern sales? In high-pressure sales environments, buyers decide faster ...

Episode #259: How To Build Strong Relationships With Our Buyers (Part Three)

When a buyer hesitates, it’s rarely because your proposal is “wrong on paper.” It’s because trust isn’t there ...

Episode #260: How To Get Better Results

When sales teams are pulled in ten directions at once, it’s easy to get buried in activity and lose sight of w...

Episode #261: Honing Our Unique Selling Proposition

Every minute, more competitors chase the same clients. Prices get squeezed, “discounting wars” start, and buye...

Episode #262: Don't Sell The Prez

What happens after you finally meet the President—and still don’t get the sale? You win the meeting. The Presi...

Episode #263: Sales Attitude, Image and Credibility

What makes sales success feel like a roller coaster — and how can you stabilize it? Sales success often swings...

Episode #264: Our Personal Sales KPIs

When sales results feel unpredictable, the real issue is usually not effort — it’s focus. Key Performance Indi...

Episode #265: Our Pre-Approach in Sales

Why is a pre-approach regimen essential before meeting a buyer? A pre-approach regimen is the discipline of pr...

Episode #266: Building Our Credibility Statement

Why do buyers distrust salespeople, and why does that matter in Japan (日本企業 nihon kigyō / “Japanese companies”...

Episode #267: Designing Qualifying Questions and Our Agenda Statement

Why do sales meetings with executives often stall or drift off track? In high-stakes sales conversations, espe...

Episode #268: Dealing with Misperceptions

Why can competitor misinformation destroy deals before you even start? In Japan’s competitive B2B environment,...