Thought Leadership

Episode #323: Selling Is All About The Basics

Are you starting the year on autopilot, or with a deliberate sales strategy? The New Year is the perfect momen...

Episode #324: How To Hit The Sales Target In Japan

What is “insight-led sales,” and why does it matter for modern businesses? Sales solutions are what keep the b...

Episode #325: Regret At Leisure If You Tolerate Riffraff Salespeople

Why does the sales profession have a trust problem in the first place? Sales is often judged more harshly than...

Episode #326: Asking For The Business In Sales

Why do “typical closes” still matter in modern sales? Many sales podcasts and experts claim classic closing li...

Episode #327: Do You Need To Speak Japanese To Sell In Japan?

Are you trying to close deals with 日本企業 (Japanese companies) even if you’re not fully fluent? Many foreign and...

Episode #328: We All Need Our Evidence Bit In Sales

Why do so many sales conversations stall right after a promising first meeting? Even when you’ve sourced a str...

Episode #329: Can ChatGDP Deliver The Perfect Sales Pitch?

Why are sales scripts still common in many sales organisations? Sales scripts are often used to harmonise mess...

Episode #330: SPIN Selling's Implication Genius

Why does SPIN Selling still matter for modern sales professionals? SPIN Selling remains one of the most resear...

Episode #331: Be Very Careful With Your Chitchat When Selling

Why do salespeople talk too much—and how does it hurt results? Salespeople are naturally enthusiastic. We love...

Episode #332: Are Your Sales Proposals Working Effectively?

Why do sales in Japan often require more than one meeting? In Japan, many buyers expect a relationship-driven ...

Episode #333: How Do We Tell The Buyer They Are Wrong?

Buyer pushback in Japan can feel like a dead end: a firm “no,” a skeptical glance, or a blunt market rumor tha...

Episode #334: Don't Do This In Sales

Why do most cold emails get ignored — even when you send hundreds? Most cold emails fail for one simple reason...

Episode #335: How Can The Player/Coach Sales Leader Manage The Twixt And Tween Problem

Why do top sales producers often fail as new sales leaders? Because success as a “producer” depends on persona...

Episode #336: The Four "Excellents" For Salespeople

Top salespeople don’t avoid training—they seek it out. If you look at any strong 営業研修 (sales training) room, t...

Episode #337: What to do About Losing Track Of Buyers

Why do we suddenly lose track of buyers in Japan? It often starts with a simple change: the trusted person ins...

Episode #338: Not Doing Sales Training Is Stupid

Why do some senior leaders think LinkedIn Learning can replace real training? Many executives look at online l...

Episode #339: Prediction Ability In The Sales Call

Why is there a power imbalance between salespeople and clients—and how can professionals use it ethically? Sal...

Episode #340: How To Do Sales Role Play Practice

Role play is one of the fastest ways to improve real-world sales performance—yet most salespeople still “pract...

Episode #341: Haggling Over The Sales Price In Japan

Executives in Japan know the consumer rule: the sticker price is the price. But in B2B—especially for services...

Episode #342: Don't Be In Awe Of the Buyer When Selling

Ever walked into a sales meeting in Tokyo and felt the buyer held all the power? Many sales professionals—espe...