Thought Leadership

Episode #269: The Client's Needs Analysis

Why do so many capable salespeople struggle to uncover real buyer needs? In complex B2B sales, the biggest dea...

Episode #270: The Buyer's Gap

Why do clients often take no action—even when a problem is obvious? In real sales conversations, one hard trut...

Episode #271: The Smart Salesperson's Secret New Year's Resolution

Why do salespeople in Japan (日本 / Japan) need to ask smarter questions in 2025 and beyond? Many sales conversa...

Episode #272: Shoshin - The Beginner's Mind

Why does sales performance stall even for experienced professionals? When salespeople gain experience, they al...

Episode #273: The Sales Questioning Model

Why do sales meetings go off track — and what does a strong questioning model fix? Most sales meetings drift b...

Episode #274: Our Solution Provision

What is the core principle behind this consultative sales approach? This approach starts with a disciplined be...

Episode #275: Listening Skills

In sales, the difference between “almost closed” and “closed” is often listening — not talking. Many sales pro...

Episode #276: Becoming a Master of Handling Objections

Executives don’t lose deals because prospects object. They lose deals because teams react emotionally, argue, ...

Episode #277: The Salesperson's Time, Treasure and Talent

Sales can feel like a rollercoaster: one strong month, then a sudden wall. Deals collapse because clients chan...

Episode #278: Four Powerful Japanese Mindsets For Sales

Why do talented salespeople still struggle, even when they know the “right” techniques? Sales often feels like...

Episode #279: Painting a Word Picture Of Why They Should Buy Now

Why do deals stall even after you present a strong solution? In many sales conversations, you can do everythin...

Episode #280: Closing

What makes “closing” feel difficult in modern sales — especially in Japan (日本)? In many sales cultures, the wo...

Episode #281: Handling Post Purchase Mistakes

Why do post-purchase problems matter even after the sale is done? Even the best plans can go off track after a...

Episode #282: The Big Sales Audio Landgrab

If you work in sales in Tokyo, your biggest risk isn’t competition — it’s invisibility. In a market where buye...

Episode #283: Package Up The Value In The Sale

Price-first conversations feel like quick progress, but they usually signal a deal you’re about to lose. When ...

Episode #284: Mentally Preparing For The Coming Economic Recession

Global shocks are stacking up: war in Ukraine, sanctions, surging energy costs, food inflation, supply-chain g...

Episode #285 A Different Value Based Selling

If your sales team can explain value but still struggles to earn lasting trust, the real issue may not be what...

Episode #286: Bait Your Hook In Sales

Sales teams often lose deals for a simple, fixable reason: they talk too much about what their solution does a...

Episode #287: Can You Stimulate The Buyer Greed Gland In Japan?

Why do sales conversations in Japan often stall right after the first questions? Sales processes move through ...

Episode #288: The Piranha Client

When a client keeps asking for “just a little more,” at what point does a good deal become a bad one? In high-...