Thought Leadership

Episode #41: Sales Stories

Why do some salespeople in Japan win complex deals with ease while others struggle to keep a buyer’s attention...

Episode #42: Fast And Slow In Sales

In many sales organizations, especially in 東京 (Tokyo), the real problem is not “bad products” but bad timing. ...

Episode #43 Rejection

Why do even good salespeople struggle with rejection in Japan? For many 日本企業 (Japanese companies) and 外資系企業 (f...

Episode #44: Jealousy, Envy and Spite In Sales

Why is sales already such an emotionally demanding role? Sales professionals live with constant pressure: dema...

Episode #45: Boozing Your Way To Sales Success In Japan

Are client dinners and late-night drinking still necessary to win sales in Japan? Many sales professionals in ...

Episode #46: Real World Negotiations

In many 日本企業 (Japanese companies) and 外資系企業 (multinational companies), sales negotiations still look like a mo...

Episode #47: To Push Or Not to Push

When a promising opportunity suddenly goes silent after your proposal, your sales pipeline stalls, your foreca...

Episode #48: Showmanship In Sales

Why do smart buyers ignore even our best sales arguments? Decision-makers in 日本企業 (Japanese companies) and 外資系...

Episode #49: Salespeople Need Better Self-Awareness

Why is sales performance the clearest indicator of business health? In most areas of business, impact is hard ...

Episode #50: "I'm Listening". No You're Not!

Sales targets keep going up, but client trust is going down.Many leaders in 日本企業 (Japanese companies) and 外資系企...

Episode #51: Excuse Time Is Over Baby

Why do so many salespeople blame everything except themselves for poor results?In many 日本企業 (Japanese companie...

Episode #52: Dealing With Buyer Push Back

Why do so many sales teams lose confidence in their own pricing? In many companies, the boss sets the price an...

Episode #53: Clueless Cold Calling In Japan

Cold calling may feel outdated, but in Japan’s competitive B2B world, there are still moments when you must ap...

Episode #54: Sales Is Easy, So Why Do We Make It So Hard

Why do pricing objections (“too expensive”) matter so much for business success? Every sale is an exchange of ...

Episode #55 Back To Basics Baby

What happens when sales professionals in Japan get complacent? Salespeople often drift into comfort once they ...

Episode #56: Brand Killing Customer Service

Why does brand protection matter so much in competitive markets like Japan? Brands lower a buyer’s sense of ri...

Episode #57: How To End The Year Strong

December doesn’t have to be a slow month for sales teams in Japan. If anything, it’s a strategic window to str...

Episode #58: Stop Cutting Corners

Why do sales teams drift into routine — and why is that dangerous? Most professionals live by predictable rhyt...

Episode #59: Buyers Please Object

Are “no objections” really a win for salespeople? Salespeople often hope buyers will say “yes” immediately. Bu...

Episode #60: Handling Buyer Objections

Why do buyers say “no,” and why is it so hard to hear? Most people dislike hearing “no” because it signals den...