Thought Leadership

Episode #21: The Sales Success Environment

Why do many sales teams in 日本企業 (Japanese companies) and 外資系企業 (multinational firms) struggle even when their ...

Episode #22: Negotiation Fails

Why do so many business leaders in 日本企業 (Japanese companies) and 外資系企業 (global companies) struggle with negoti...

Episode #23: Sales Understanding

Why Do Salespeople in 日本企業 (Japanese companies) and 外資系企業 (multinational firms) Struggle With Price Discussion...

Episode #24: Keep Your Shtick To Yourself Buddy

Why do so many salespeople in Japan struggle to build trust with clients? In both 日本企業 (Japanese companies) an...

Episode #25: Designing Your Sales Conversation Part One

Why do sales conversations fail in 日本企業 (Japanese companies) and 外資系企業 (multinational firms) in Japan? Many sa...

Episode #26: Designing Your Sales Conversation Part Two

Why do high-performing salespeople consistently uncover deeper needs and close more deals? Because they don’t ...

Episode #27: Designing Your Sales Conversation Part Three

When executives in 日本企業 (Japanese companies) and 外資系企業 (multinational companies) in 東京 (Tokyo) meet with solut...

Episode #28: Japan New Client Sale's Agonies

Japan is one of the world’s most attractive markets: wealthy, sophisticated, design-driven, and known for team...

Episode #29: The 106 Centimeter Cold Caller

Is cold calling really “impossible” in Japan? Salespeople in Japan and worldwide often insist that cold callin...

Episode #30: Sales Rocks, But It Is All Uphill

Why does every new financial year feel like pushing a rock uphill? For many sales professionals in 日本企業 (Japan...

Episode #31: Create Your Own Philosophy Of Sales

Why do many salespeople in Japan and globally struggle to build trust with modern buyers? In both 日本企業 (Japane...

Episode #32: Winner Sales Follow Through

What is the real goal of sales in Japan today? If your goal is “get the sale,” you are already behind.In Japan...

Episode #33: In Sales When To Start Selling

Why does “getting straight to the point” often fail in Japan? Many Western salespeople enter a meeting in Toky...

Episode #34: Woeful Contributions From Salespeople

Why Do Many Sales Teams in 日本企業 (Japanese companies) and 外資系企業 (multinational companies) Struggle to Have Mean...

Episode #35: What To say When You Cold Call

Executives in 日本企業 (Japanese companies) and 外資系企業 (global companies operating in Japan) often ask:“How can our...

Episode #36: The Importance Of Consistency In Sales

Why Do Japanese and Global Buyers Prioritize Consistency When Choosing a Vendor? In Japan’s business culture—日...

Episode #37: How To Properly Prepare for Client Meetings

Why Do So Many Salespeople in 日本企業 (Japanese companies) and 外資系企業 (multinational companies) Struggle to Prepar...

Episode #38: Hard Sell Stupidity

Why do so many sales teams in 日本企業 (Japanese companies) and 外資系企業 (multinational companies) still rely on outd...

Episode #39: Prospecting For Golden Clients

In Japan, many sales teams struggle with a fundamental question: How do we identify clients who will become lo...

Episode #40: In The Mood For Sales?

Why do my salespeople perform like stars some days and disappear on others? In many sales teams, performance r...