Thought Leadership

Bringing More Marketing Into Sales Calls

Why do most sales tools underperform? Salespeople rely on tools like flyers, catalogues, slide decks, proposal...

I Like It, It Sounds Really Good, But I Am Not Going To Buy It

You Got the Appointment. That’s Already a Victory. Landing an appointment these days is an accomplishment in i...

That Sounds Pricey

Why is “that sounds pricey” actually good news for Japanese salespeople? When a buyer says “that sounds pricey...

How To Sell from The Stage

Why do stage-based sales pitches often trigger audience resistance? Most event talks follow a predictable patt...

Four Client Focus Areas For Salespeople

Why do smart sales conversations still fall flat? Even seasoned salespeople sometimes lose deals not because t...

Unlocking Value For Clients

Why do capable sales teams still leave value on the table? Even high-performing teams fall into “neuron groove...

Why the Consultative Sales Approach Needs a Makeover in Japan

Many salespeople arriving in Japan assume that sales techniques are universal. They expect the same logic that...

Finding the Balance in Japanese Sales — Confidence Without Pushiness

Sales expert Victor Antonio warns against using “weasel words”—phrases like perhaps, maybe, could—that signal ...

Qualifying Buyers Faster in Japan — How to Read Buying Signals and Avoid Time Sinks

In practice, about one third of prospects will never buy, one third will buy later, and one third are ready no...

Selling in Japan: Navigating the Sales Process and Decision-Making Culture

Across industries, many salespeople in Japan and abroad operate without a structured understanding of the full...

Reconnecting with Lost Clients in Japan — How to Revive Dormant Relationships and Boost Sales

Hunting for new clients is expensive and time-consuming. Marketing, advertising, SEO, and networking events al...

Why You Should Never “Just Send the Proposal” — How Real Sales Happen Face-to-Face

Few sentences damage a sales opportunity faster than: “I’ll send you my proposal.” Even worse is when you volu...

Why “Doing Nothing” Is the Most Expensive Decision — Understanding Japanese Buyer Psychology

In Western business contexts, we often emphasise that doing nothing carries a cost — the opportunity cost. Com...

Why Sales Proposals Fail — and How to Turn Rejection into Your Next Win

Few things sting more than a polite rejection after you’ve invested weeks crafting a proposal. You receive tha...

Networking Without Wasting Time — How to Filter Prospects and Follow Up Effectively | Dale Carnegie Tokyo

After a networking event, many people send polite but meaningless follow-up emails — often copy-pasted templat...

Hunters and Farmers — Why Every Sales Team Needs Both to Succeed

Bosses love hunters — they chase new business, fight for deals, and bring excitement to the pipeline.But once ...

The Power of Micro-Storytelling in Japanese Sales — How to Build Credibility and Trust Fast

When people think of storytelling, they imagine novels, movies, or long TV dramas.But in Japanese sales, our w...

Getting Back in the Sales Saddle — Reigniting Motivation and Trust in Japan’s Sales Culture

A new year often feels like a fresh start, but for many sales professionals, it’s just another lap on the same...

Leading with Trust, Technology, and Humanity — Insights from Joe Hart, Global CEO of Dale Carnegie & Associates

Leadership today demands both adaptability and empathy. Joe Hart, Global CEO of Dale Carnegie & Associates...

The Missing Ingredient in Japanese Sales — Selling with Emotion | Dale Carnegie Tokyo

We often hear that people buy on emotion and justify with logic — yet, in Japan, most sales talks are the oppo...