Thought Leadership

Episode #164: Leading An Intentional Sales Professional Life In 2020

Why do yearly targets feel “set in stone,” and what should you focus on instead? Your sales targets will be se...

Episode #165: Reflecting On Your Learnings In Sales

Why do even top salespeople feel pressure every new year? In sales, your value is measured by your most recent...

Episode #166: 2020 Ushers In New Deals - Are We Ready To Get Our Share

Why does sales feel like endless “rock rolling,” and how do top performers break the cycle? Sales often feels ...

Episode #167: Happy Holidays! How To Massacre Your Brand Promise

The fastest way to lose a customer isn’t a bad product—it’s a broken promise when something goes wrong. If you...

Episode #168: How Good Are Your Touchpoints In Sales

Why do “moments of truth” decide whether you win or lose a client in Japan? Every client interaction is a mome...

Episode #169: Dealing With Really Tough And Mean Questions From Clients

Why do tough client questions feel so hard in the moment? When you’re presenting, you’re in control — until a ...

Episode #170: Selling Beyond The Sale

Why is “getting the sale agreed” not the real finish line? Most sales teams are trained to chase one outcome: ...

Episode #171: Just In Time Is Bad In Sales

Why do many sales meetings in Japan fail before they really start? In Japan, sales meetings often fail because...

Episode #172: Expectations Of Newly Hired Salespeople

Why do new sales hires in Japan take longer to produce results? New salespeople—especially those who are new t...

Episode #173: Dealing With Buyers Who Won't Reveal Their Problems

Why do even skilled salespeople get “smoke and mirrors” from buyers in Japan (日本 / Japan)? In professional sel...

Episode #174: Selling Through Others In Japan

Even when you are sitting face-to-face with buyers in Japan, you may not be selling directly to the true decis...

Episode #175: Unprofessional Professional Salespeople

What happens when “career sales pros” in Japan skip the basics? Salespeople in their forties who’ve spent deca...

Episode #176: Covid-19 Is Truncating Your Sales Activities, Therefore...

Why are sales pipelines freezing during COVID-19 — and what does that mean for Japan’s economy? Agreed purchas...

Episode #177: Selling To Clients In These Covid-19 Times

Why might COVID-19 actually create sales opportunities instead of only risk? COVID-19 has disrupted traditiona...

Episode #178: Selling From Your Home Office

Why do virtual sales meetings feel harder than in-person meetings? When your buyers and your team are working ...

Episode #179: Managing A Sales Team In Covid-19 Lockdown

What happens to sales performance when “peacetime balance” disappears? Covid-19 created a business “wartime” e...

Episode #180: What Can You Do In A Crisis When You Can't Sell

Why are sales teams struggling to reach clients during remote work? When clients shift to working from home, t...

Episode #181: Presenting Your Solution On line In Japan

Why do virtual sales meetings feel harder than face-to-face meetings in Japan? In a normal in-person meeting, ...

Episode #182: Managing Client Expectations In Lockdown

Why is selling from home harder for sales teams today? Working from home (リモートワーク rimōto wāku / remote work) h...

Episode #183: COVID-19 Sales University

Why do top salespeople treat commuting and downtime like a “university on wheels”? High performers don’t wait ...