Thought Leadership

No Mistakes Allowed In Japan

We all want to go to heaven, but none of us want to die. We all want change, but we don’t want to change. Thes...

Le Sales Killer

Getting buyers to hand over their hard won cash is a daunting task in many ways. We salespeople love a challe...

Not A Sales Thank You, Repeat Sales Please

Quotas, budgets, targets, feared employment oblivion all drive salespeople toward making sales. Some go for t...

Value Understanding In Sales

Happy sight. Our office location in Akasaka is a good one because the streets around here are full of trees in...

Sales Delusions

Sales has been coopted by Hollywood, creating a stylized version of reality. Sharp suits and conman ways are ...

True North In Sales

What are we on about with this sales lark? Are we in sales to make our fortune or to make the client their for...

New Client Acquisition

If we don’t have a nice flow of new clients we cannot expand the business or replace clients who have dropped ...

The 105 Centimeter Salesman

How is it possible that a salesman who can barely see over the counter become the top salesman in his company?...

Negotiating With The Difficult

We are all amateurs when it comes to negotiating. Very few of us bother to study about it, because it seems re...

Every New Sales Year You Are Back To Zero

Sales is a tough gig. Monthly, Quarterly, Annual quotas dog us every day. The pressure is unrelenting. When yo...

Winning Sales Follow Through

No one tells you when you start in sales that you need a crash course in juggling. Not juggling balls in the a...

How To Find Golden Clients

Do you have a clear image and understanding of your perfect client? Authors often mention about writing for t...

Hard Sell Hell

I feel sorry for the “phone dogs” having to cold call clients to sell them stuff and at the same time I hate t...

The Power Of Sales Stories When Selling

Storytelling in sales is our ability to express ourselves in a way which is engaging and persuasive. We captu...

How To Control Your Mood In Sales

The morning dark gloom of heavy ponderous rain clouds, piling snow drifts or driving, cutting razor blade slee...

Consistency In Sales Is Critical

We all know that consistency is a fundamental requirement if we are going to establish trust with others. We ...

Lawyers Aren't Special. They Need To Sell Their Services Too

Lawyers have spent a lot of time studying to pass their bar exams. When they graduate, they are the white col...

When Selling Timing Is Key

It always astonishes me that many salespeople have very little sense of proper timing to start selling their p...

Get Your Hustle On

Smart people in sales are a problem. They have expansive brains, intellectual curiousity and strategic depth. ...

Productivity Lapses In Japan

Brace yourself for taking some big hits in Japan. Speed, attention to detail, output, results will fall off a...