Thought Leadership

Episode #103: "We Don't Have Any Budget". Yes you do!

Why do prospects say “It’s not in my budget” — and why is that often misleading? In sales, “It’s not in my bud...

Episode #104: We Give Added Value. No You Don’t!

What does “adding value” really mean to today’s buyers? Many companies believe that small extras automatically...

Episode #105: Sales Poor Performers

Are you or your sales team missing targets right now? Sales is unforgiving. Results show up in metrics, and ov...

Episode #106: Building Expert Authority With Buyers

If a buyer Googled your name right now, would they feel confidence—or concern?In modern sales, your reputation...

Episode #107: Read The Air When Selling

Why does reading the air (Kuki wo Yomu — “read the air / atmosphere”) matter so much in Japanese sales meeting...

Episode #109: Forensic Sales Questioning Skills

Why do sales calls fail when we skip questions? Many sales calls fail because the salesperson starts pitching ...

Episode #110: The Successful Salesman and Saleswoman Has A Plan

Why do sales teams still “fail to plan” even with modern tools? Because tools don’t create discipline—people d...

Episode #111: Join The Conversation Going On In Your Prospect's Mind

Executives don’t buy solutions to minor problems. They buy relief from the critical issue that is slowing grow...

Episode #112: Never Forget A Customer; Never Let A Customer Forget You

Why do sales teams lose momentum after the deal closes? Because success creates busyness. After a sale, we rus...

Episode #113: Client Need Clarity

Why do top sales professionals start with the client’s real business needs, not assumptions? Clients rarely de...

Episode #114: Lying Salespeople

Sales has a trust problem. In Japan, that problem feels even sharper because buyers expect honesty—yet too man...

Episode #115: Selling Yourself First

Why do capable salespeople still lose deals in Japan even with a strong product? In many 日本企業 (Japanese compan...

Episode #116: Selling In the Coming 5G World

Why should sales professionals in Japan care about 5G right now? 5G (fifth-generation mobile networks) is not ...

Episode #117: How To Handle We Are Happy With Our Current Supplier

Why do so many Japan-based organisations struggle to change suppliers or adopt new ideas? Japan often prefers ...

Episode #118: No Value, No Sale

Why do sales conversations in Japan so often turn into price negotiations? Many salespeople start meetings by ...

Episode #119: Technical Salespeople Must Be Good Presenters Too

Why do highly technical experts struggle to influence non-technical decision makers? Technical expertise used ...

Episode #120: Get Your Sales Call Roadmap

Most sales professionals lose deals not because their product is weak, but because their meetings drift. They ...

Episode #121 When Is The Best Time To Call A Prospect In Japan

What makes Japan one of the hardest places in the world to prospect by phone? Japan can feel merciless for sal...

Episode #122: What To Say When You Get A “No” In Sales

Why do salespeople hear “no” so often — and why does it derail performance? In most sales conversations, a “no...

Episode #123: Your Price Is Too High - Your Reply Is?

When a buyer says, “Your price is too high,” do you tense up, argue, or scramble for a comeback? In competitiv...