Thought Leadership

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 #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...

Episode #415: Micro Stories Unlock Trust In Sales Meetings In Japan

Senior buyers in Japan make decisions under intense time pressure—often with only one hour to decide whether y...

Selling Year In, Year Out (Part One)

What makes starting a new sales year mentally hard, especially in Japan? Salespeople often treat January 1st a...

Joe Hart, Global President Dale Carnegie & Associates

Why do leaders in Japan and global teams need a fresh approach to leadership now? Markets are shifting faster ...

Sell With Passion In Japan

Most Japanese sales conversations sound logical, careful, and low-key. Yet buyers in Japan still “buy on emoti...

Where Do Presentations Go Off The Rails?

Why do capable professionals still “crash and burn” during presentations? Even experienced leaders can unravel...

Group Selling Is Not For The Faint Hearted

Why do client meetings in Japan feel so different from meetings elsewhere? In many Japanese companies, meeting...

Sales Service Debacles Are The Boss’s Fault

Why do B2B sales fail most often — even when meetings go well? In many B2B environments, sales meetings are ha...

Sell With Passion In Japan

Why do buyers in Japan still “buy on emotion and justify with logic”? Even in highly analytical business envir...