Thought Leadership

Episode #82: Networks For Doing Business in Japan

In Japan, deals don’t start with a pitch — they start with trust. If you’re leading a team, growing a client b...

Episode #83: Customer Service When Doing Business In Japan

Why is customer service in Japan considered world-leading, and what does that mean for your business? Japan is...

Episode #84: Gaining Buyer Trust When Doing Business In Japan

Trying to sell or partner in Japan but finding progress painfully slow? If your team is frustrated by cautious...

Episode #85: Networking When Doing Business In Japan

Networking in Tokyo can feel like an uphill battle—especially when cultural norms discourage approaching stran...

Episode #86: Nemawashi Or Groundwork In Business In Japan

When your proposal fails in Japan, it’s rarely because the idea was bad — it’s because the preparation happene...

Episode #87: Formality In Doing Business In Japan

In Japan, deals stall, relationships cool, and credibility slips when formality is misread as optional. If you...

Episode #88: Respect In Business In Japan

Respect in Japan shapes every business interaction—from who speaks first in meetings to how decisions are made...

Episode #89: Asking Buyers Questions When Doing Business In Japan

Why do Western sales methods often fail in Japan? Western consultative selling is built on the idea that good ...

Episode #90: Buyer Personality Styles in Business In Japan

Why do sales conversations in Japan fail even when we “understand the culture”? Most people approach selling i...

Episode #91: Explaining The Application Of The Benefits To Buyers In Business In Japan

Why do sales calls in Japan get stuck in details? Japan loves data and detail. That’s a strength in many busin...

Episode #92: Handling Buyer Objections In Business In Japan

Why do skilled salespeople still struggle with objections in Japan? In many companies, you’d expect salespeopl...

Episode #93: Closing Sales In Business In Japan

In Japan, many capable salespeople reach the closing moment… and then don’t ask. Deals stall, not because the ...

Episode #95: Follow Up In Business In Japan

In Japan, sales follow-up isn’t just politeness—it’s the difference between stalled pipelines and predictable ...

Episode #96: Pitch Request Recovery

Silence in a Japanese sales meeting can feel like rejection—until you understand what it really means. If you’...

Episode #97: No Pain, No Gain In Sales Baby

What does “No Pain, No Gain” really mean in a sales conversation? In real-world B2B selling, “No Pain, No Gain...

Episode #98: Busy Bosses You Need To Go With Your Salespeople To See Clients

Why do player-managers in Japan risk leaving growth on the table? Player-managers lead the sales team and carr...

Episode #99: Send It To Me - Uh Oh!

Why do buyers say “send it to me,” and why does it feel like a dead end? When a buyer says “send it to me,” it...

Episode #100: What Is Different About Selling In Japan

Why do Western sales approaches often fail in Japan (日本企業 — Japanese companies)? Western sales environments us...

Episode #101: What Is Kokorogamae And Why Does It Matter In Sales In Japan

Why does intention matter more than technique in sales? Sales success starts long before a pitch. It begins wi...

Episode #102: Regional Differences When Selling In Japan

Why does Japan feel “big and small” at the same time for business? Japan can look compact on a map, yet it ope...