Thought Leadership

Episode #263: Sales Attitude, Image and Credibility

What makes sales success feel like a roller coaster — and how can you stabilize it? Sales success often swings...

Episode #264: Our Personal Sales KPIs

When sales results feel unpredictable, the real issue is usually not effort — it’s focus. Key Performance Indi...

Episode #265: Our Pre-Approach in Sales

Why is a pre-approach regimen essential before meeting a buyer? A pre-approach regimen is the discipline of pr...

Episode #266: Building Our Credibility Statement

Why do buyers distrust salespeople, and why does that matter in Japan (日本企業 nihon kigyō / “Japanese companies”...

Episode #267: Designing Qualifying Questions and Our Agenda Statement

Why do sales meetings with executives often stall or drift off track? In high-stakes sales conversations, espe...

Episode #268: Dealing with Misperceptions

Why can competitor misinformation destroy deals before you even start? In Japan’s competitive B2B environment,...

Episode #269: The Client's Needs Analysis

Why do so many capable salespeople struggle to uncover real buyer needs? In complex B2B sales, the biggest dea...

Episode #270: The Buyer's Gap

Why do clients often take no action—even when a problem is obvious? In real sales conversations, one hard trut...

Episode #271: The Smart Salesperson's Secret New Year's Resolution

Why do salespeople in Japan (日本 / Japan) need to ask smarter questions in 2025 and beyond? Many sales conversa...

Episode #272: Shoshin - The Beginner's Mind

Why does sales performance stall even for experienced professionals? When salespeople gain experience, they al...

Episode #273: The Sales Questioning Model

Why do sales meetings go off track — and what does a strong questioning model fix? Most sales meetings drift b...

Episode #274: Our Solution Provision

What is the core principle behind this consultative sales approach? This approach starts with a disciplined be...

Episode #275: Listening Skills

In sales, the difference between “almost closed” and “closed” is often listening — not talking. Many sales pro...

Episode #276: Becoming a Master of Handling Objections

Executives don’t lose deals because prospects object. They lose deals because teams react emotionally, argue, ...

Episode #277: The Salesperson's Time, Treasure and Talent

Sales can feel like a rollercoaster: one strong month, then a sudden wall. Deals collapse because clients chan...

Episode #278: Four Powerful Japanese Mindsets For Sales

Why do talented salespeople still struggle, even when they know the “right” techniques? Sales often feels like...

Episode #279: Painting a Word Picture Of Why They Should Buy Now

Why do deals stall even after you present a strong solution? In many sales conversations, you can do everythin...

Episode #280: Closing

What makes “closing” feel difficult in modern sales — especially in Japan (日本)? In many sales cultures, the wo...

Episode #281: Handling Post Purchase Mistakes

Why do post-purchase problems matter even after the sale is done? Even the best plans can go off track after a...

Episode #282: The Big Sales Audio Landgrab

If you work in sales in Tokyo, your biggest risk isn’t competition — it’s invisibility. In a market where buye...