Thought Leadership

Episode #124: How To Deal With The Dog Days Of Sales

When sales feel like a disaster spiral, what’s really happening? Sales rarely move in a straight line. Orders ...

Episode #125: Three Keys For Sales Success

Why do “know, like, and trust” decide whether a new client says yes? In business, people rarely buy only becau...

Episode #126: Saying "No" To Buyers

Why do salespeople in Japan (東京 / Tokyo) and beyond need the courage to hear “no” — and say it back? In most s...

Episode #127: Breaking Into The Mind Of The Buyer

Why is winning attention harder than ever in today’s business world? Business life is busy—busier than ever. C...

Episode #128: Helpful Selling

Why do salespeople get blindsided by competitors in existing accounts? When we work with long-term clients, we...

Episode #129: Taking A Hit On The Price

Why do clients push for discounts even when you’ve priced for value? Clients often demand discounts for reason...

Episode #130: Product Knowledge In Sales

Why does deep product knowledge matter for winning trust with Japanese and multinational clients in Tokyo? Buy...

Episode #131: Emotional Selling

Why do buyers make emotional decisions and then justify with logic? Buyers often decide with emotion first and...

Episode #132: Attribute Selling For Salespeople

Why do salespeople need to “sell themselves” before selling a product? In any sales conversation, the first “s...

Episode #133: What Do You Do When You Screw Up The Delivery

Why do sales promises break down after the contract is signed? Sales is the “front of house” of any business, ...

Episode #134: Why Japanese Salespeople Won't Question The Buyer

Why do sales calls in Japan often fail even when the product is strong? If your sales team is pitching hard bu...

Episode #135: Why Everyone Hates Salespeople

Why do capable salespeople still face distrust from buyers? Most buyers walk into a sales conversation carryin...

Episode #136: Customer Service - Problems and Solutions

Why do technically strong sales pitches still fail to win clients? Salespeople often excel at explaining produ...

Episode #137: Storytelling In Sales For Fun and Profit

Sales conversations often sound like spec sheets: accurate, logical, and forgettable. Yet in real buying decis...

Episode #138: Be Careful Of Friendly Fire When Selling

Ever walked into a client meeting and watched your deal get destroyed by someone on your own team? In Japan, s...

Episode #139: Keep Selling After The Sale

After the sales agreement is signed, the real value of the relationship is tested: delivery. In many Japanese ...

Episode #140: The Mental Game Of Sales

Why do buyers in Japan view salespeople as a risk? In Japan, the buyer enters every sales conversation with a ...

Episode #141: How To Use Sales Progression Bridges With Clients

Why do sales calls in Japan often feel “messy” instead of structured? Many salespeople follow a sales cycle—pr...

Episode #142: Presenting Manufactured Products

Why do industrial products feel hard to sell—especially in Japan (日本 / Japan)? Industrial products are often t...

Episode #143: Really Understand Your Expectations Of Your Sale's Team

Senior leaders in Tokyo (東京 — Tokyo) and across Japan are facing a costly pattern: you hire salespeople, perfo...