Thought Leadership

Appealing to Human Instincts in Sales — A Framework for Japanese and Global Teams

Traditional sales focuses on uncovering stated and unstated needs. But clients are not purely rational — they ...

Team Selling in Japan — How Sales Masterminds Boost Client Results

In Japan, salespeople are rarely paid on 100% commission. Most receive a base salary plus bonuses, which reduc...

Style vs. Substance in Business Presentations — Why Leaders Must Master the Two-Sword (Nitoryu) Approach

In large meetings, technical experts often rely on dense content while overlooking delivery. When confronted b...

Storytelling in Business Presentations — How to Overcome Information Overload

Nobel Laureate Herbert Simon predicted in 1971 that “a wealth of information creates a poverty of attention.” ...

Authenticity vs. Imposter Syndrome — How Leaders Can Project Confidence in Presentations

Authenticity is the easiest state to maintain. Pretending or maintaining a fiction takes energy and increases ...

Why Leaders Fail on Video — and How to Avoid Communication Disasters

One global leader recently released a video asking for major financial support — and failed spectacularly. Poo...

First Impressions in Presentations — How to Win Audiences in 3 Seconds

A polished speaker can still miss the mark if the content isn’t relevant. One executive recently gave a talk o...

Cancel Culture and Public Speaking — How Executives Can Respond

Presenters today face more than distraction and cynicism — they also face cancel culture. A story, example, or...

How to Succeed in Virtual Breakout Rooms

Since 2020, breakout rooms have become a regular feature of virtual meetings and training. Yet many participan...

Unlocking Latent Value in Sales — Why Japanese Companies Must Maximize Existing Assets

Sales leaders often talk about value creation, but many miss opportunities sitting right in front of them. Too...

Why Engineers in Japan Need Strong Presentation Skills

Engineering students often choose math and science over communication skills. At university and early in their...

Presentation Skills in Japan — Balancing Professionalism and Cultural Expectations

In Western business culture, a confident, polished stage presence signals credibility. But in Japan, overt smo...

Japan’s World-Class Efficiency vs. Outdated Sales Practices — What Executives Need to Know

Japan is admired globally for its efficiency, safety, and culture—from Shinkansen punctuality to Michelin-star...

Don’t Say “No” for the Client — How Japanese Sales Teams Can Defend Value Without Discounts

Many salespeople mistakenly decide on behalf of the client. They assume objections—about price, conditions, or...

Video Presentation Skills for Executives

Video seems simple: stand in front of the camera and speak. Yet in practice, most executives lose 20% of their...

Mastering Client Conversations in Japan — Why the Sales Transition Zone Defines Long-Term Success

The “transition zone” between small talk and business sets the tone for the entire meeting. Clients often want...

Why Western Sales Revolutions Haven’t Transformed Japanese Selling Practices — Insights from Dale Carnegie Tokyo

Global sales frameworks like SPIN Selling, Consultative Selling, and Challenger Selling dominate Western train...

Trust in Sales in Japan — Why It Outweighs Price for Long-Term Loyalty

Executives in 日本企業 and 外資系企業 alike recognize that while discounts win one deal, they rarely create loyalty. In...

Improving Japanese Presentation Skills — Clarity, Confidence, and Impact

Many Japanese presenters excel at compiling data but overwhelm audiences with slides packed with information a...

Persuasion in Business Presentations — Structuring Punchline, Context, and Benefits

Frustration arises when colleagues, bosses, or subordinates reject requests or ideas. The common mistake? Pres...