Thought Leadership

Episode #375: Content Marketing Is Great For Japan Sales But Can Be Fraught

Social media has changed the sales game. If you’re a salesperson in Japan who wants more visibility, more trus...

Episode #376: The Buyer Is Never On Your Schedule In Japan

Why do salespeople in Tokyo need a different networking approach? In Tokyo, networking events are crowded, pol...

Episode #377: Using Demonstrations And Trial Lessons To Sell In Japan

Why do sales conversations in Japan often stall at “features”? Many salespeople are excellent presenters, but ...

Episode #378: How We Lose Clients In Sales In Japan

Why is finding new clients so expensive for companies today? Acquiring new clients is one of the highest-cost ...

Episode #379: Selling Yourself From Stage In Japan

Why do public speaking “spots” work so well for business growth in Japan (日本 / Japan)? Public speaking spots a...

Episode #380: Dress For Success When Selling In Japan

Why are first impressions so decisive in business and sales? In business, especially in sales, clients form ju...

Sell With Passion In Japan

Why do buyers in Japan still “buy on emotion and justify with logic”? Many business leaders hear the rule: peo...

Episode #382: Selling To Sceptics On The Small Screen In Japan

Why are online sales calls still a problem for business development? Online meetings via Teams or Zoom are eff...

Episode #383: Being Convincing In Front Of The Buyer In Japan

Why do buyers today distrust salespeople — and what does that mean for your team? Modern buyers are cautious b...

Episode #384: Sardonic Humour, Sarcasm and Irony When Selling in Japan

Australian exporters often ask: “Why do our sales conversations feel smooth at home, but awkward or unproducti...

Episode #385: Body Language In Sales In Japan

Why does body language matter as much as what we say in sales meetings? Body language is a silent language tha...

Episode #386: Controlling Our Hour For The Sales Meeting In Japan

Are you getting only 30 minutes with a buyer—and feeling pressure to “pitch everything” at once? In Japan, sel...

Episode #387: How To Present Your Sales Materials To The Japanese Buyer

Japanese buyers often hesitate not because they dislike your solution, but because they feel a deep responsibi...

Episode #388: Confirming Your Understanding Of The Client Needs In Japan

Why do smart client conversations in Japan sometimes feel confusing? Even experienced salespeople and consulta...

Episode #389: AI And The Death Of Content Marketing

Why is content marketing (コンテンツマーケティング / content marketing) suddenly losing power in Japan and globally? AI-dr...

Episode #390: Sales Can Be Depressing In Japan

Why does a “bad run” in sales feel so brutal, especially in Tokyo? When you’re doing everything right—networki...

Episode #391 Stress Free Closing The Sale In Japan

Why do negotiations stall when a buyer cuts budgets or cancels training? Budget cuts and sudden cancellations ...

Episode #392: Preparing RFPs in Japan

Why do RFPs in Japan feel harder than elsewhere? In Japan, responding to an RFP (Request for Proposal) often f...

Episode #393: Missing The Real Needs When Selling In Japan

Why do long-term client pursuits suddenly stall, even when the relationship is strong? If you’ve chased a clie...

Episode #395: The Thrill Of The Hunt In Sales In Japan

In competitive markets like Tokyo (東京, Tokyo), sales teams can’t rely on one style alone. Leaders at 日本企業 (Jap...