Thought Leadership

Episode #396: No Zen Needed In Sales In Japan

Selling in Japan can feel like paradox: you’re expected to achieve results without looking like you’re “sellin...

Episode #397: Joe Biden Couldn’t Sell His Message And What About You?

Why do strong proposals fail at the final moment—especially in Japan? Even when a solution is objectively bett...

Episode #398: Elements Of Outstanding Customer Service In Japan - Part One

Customer service in Japan is widely admired, yet many leaders notice a gap: service can feel polite but impers...

Episode #399: Elements Of Outstanding Customer Service In Japan - Part Two

In Part One, we explored key foundations for excellent customer service. Now we continue with six practical el...

Episode #400: Elements Of Outstanding Customer Service In Japan - Part Three

Why do even experienced teams struggle to deliver “superior customer service” in Japan? In today’s Japan, cust...

Episode #401: Don’t Get Emotional In Sales In Japan

Why do founders and sales leaders take rejection so personally — and how do you stop it? Rejection in sales fe...

Episode #402: What To Look For When Hiring A Salesperson In Japan

Why is hiring strong salespeople in Japan (東京 Tokyo and beyond) uniquely challenging today? Many sales roles i...

Episode #403 Rationalising Failure In Sales In Japan

Are there really “no excuses” for failing in sales? Website_Prompt The belief that “there are no excuses for ...

Episode #404: Salespeople Hate Organisational Changes In Japan

Why do top-down changes often fail inside sales teams? In many organisations, strategy is shaped far from the ...

Episode #405: The Required Mindset For Selling In Japan

Why does consultative selling often fail in Japan? Many sales professionals arrive in Japan assuming “sales is...

Episode #406: Victor Antonio You Are Wrong About Weasel Words In Japan

How should sales professionals balance certainty and humility in Japan? In many Western sales models, the sell...

Episode #407: In Japan, How To Tell If The Deal Is Real?

Why do smart salespeople still waste time on deals that never close? You already know the painful truth: rough...

Episode #408: Balancing Questions With Suggestions In Sales In Japan

Why do so many salespeople struggle with the full sales process? Many salespeople are effectively self-taught....

Episode #409: Caring For Your Sales Orphans In Japan

Why is hunting for new clients so expensive compared to winning reorders? Finding brand-new buyers costs real ...

Episode #410: Why Sending Your Sales Proposal in Japan Is the Worst Mistake You Can Make

Why do proposals fail when you send them after the first meeting? Because a proposal sent alone—especially aft...

Episode #411: The Limits of Opportunity Cost in Japan: A Sales Guide to Winning Reluctant Buyers

In many global sales environments, the biggest risk is doing nothing. But if you're selling to Japanese enterp...

Episode #412: Turning Rejections into Resilience: Dealing with ‘Dear John’ Letters from Japanese Buyers

Why do even strong proposals get rejected in corporate training sales? Rejection often happens after you’ve do...

Episode #412: Turning Rejections into Resilience: Dealing with ‘Dear John’ Letters from Japanese Buyers

Why does a well-run sales process still end in rejection? Even when a client contacts you first, meets face-to...

Episode #413: Networking Done Very Badly. A Real-Life Lesson From Tokyo

Why do so many networking follow-ups fail in Tokyo? Because they’re generic, untailored, and disconnected from...

Episode #414: Thrill, Skill, and Follow-Through: Mastering Sales Account Management In Japan

Why do “hunters” win new deals but still lose long-term revenue? In many sales organizations, especially in co...