Thought Leadership

The Art Of Cold Calling In Japan

Cold calling always creates a debate amongst the sales community.  Some say it has seen it’s day, others defen...

How To Totally Smash Your Price Is Too High (Part One)

Pricing is usually set by the boss and salespeople are just there to get out and sell at that designation.  Th...

Be Careful of Client White Noise

Sales people are always under pressure to meet their targets.  In high pressure situations, this creates certa...

Real World Negotiations

We have many images of negotiation thanks to the media. It could be movie scenes of tough negotiations or rep...

Boozing Your Way To Sales Success in Japan

A LinkedIn post I read recorded how an American sales guy got off the booze and the client entertainment rat r...

Extracting The Truth From Buyers

Sales as a profession require the skills of the sleuth.  There is no information, false information, incomplet...