For global companies in the Japanese market
Japan buys differently.
We help your team sell the way Japan buys.
Sales Trek partners with global companies navigating the Japanese market, advising leadership and training the local sales team. Our founder led sales teams here at SAP, Adobe, Qlik, Sitecore and Tealium, and ran Sitecore’s Japan entity as its Representative Director before serving as Country Manager of Tealium Japan. The same seat your Japan lead sits in today.
What this usually looks like from headquarters
Japan is often a company’s most methodical market and its least legible one. The deals are real; the process that decides them is invisible from abroad.
The forecast slips every quarter
Deals sit at 80% for months. Your Japan team reports “customer is positive” and nothing closes. From headquarters you cannot see what is actually blocking them.
The global playbook does not transfer
MEDDIC tells your team what to qualify. It does not tell them how a Japanese enterprise builds internal consensus, or who has to be convinced before the economic buyer ever sees the deal.
The local team cannot explain the loss
“Budget was not approved.” “Timing was wrong.” Post-mortems in Japan often stop at the surface, because the real decision happened in meetings your team was never in.
None of this is a motivation problem. Japanese enterprises decide by building internal agreement long before a signature — through a sponsor who has to carry the proposal through review meetings, budget cycles and approvals your team never attends. A rep trained only to qualify and present has no way to help that sponsor win. That is the gap we close.
How we work with you
Everything is delivered locally, in Japanese, to your Japan team — and reported back to headquarters in English.
Sales Advisory
For the country manager and the local leadership.
The founder works directly on your live pipeline: where deals stall, which accounts are actually winnable, what the team should stop doing. Delivered in Japanese to the local team, reported in English to headquarters.
BECQA Training
Five courses, taught in Japanese, using your own deals.
Company analysis, diagnostic questioning, proposal design, and close planning — the sequence an enterprise deal follows in this market. Delivered on your sales floor, from reps to managers.
AI-Collaborative Advisory
Where AI genuinely helps, and where it does not.
Account research, hypothesis building, proposal drafting and follow-up, implemented as working tools your team uses — taught by someone who sells with them daily.
BECQA — what we teach, and how it differs from MEDDIC
MEDDIC is a qualification framework: it tells a rep what to verify. BECQA is a progression framework: it tells a rep what to do next, in the order a Japanese enterprise deal actually moves. Teams often run both.
Business Understanding
How the customer’s business, budget cycle and approval structure actually work — before any product conversation.
Enabler
In a Japanese enterprise, the person who drives the change is rarely the person who signs. Find that enabler and help them win the argument inside their own company.
Close Plan
A map built together with the enabler, tracing the customer’s own approval path to a date — the antidote to “customer is positive”.
Diagnostic Questions
Diagnose before you prescribe. No doctor writes a prescription after one sentence; no rep should present after one discovery call.
AI Augmentation
AI applied across the sales process to raise output quality, not to send more automated emails.
Hideki Sakai
Founder & CEO, Sales Trek Co., Ltd.
He led sales teams at global IT companies — SAP, Adobe, Qlik, Sitecore and Tealium — as Global Account Director at SAP, Enterprise Sales Director at Qlik, Representative Director of Sitecore Japan (the legal head of the Japan entity), and Country Manager of Tealium Japan. He has carried a Japan number and explained a Japan forecast to headquarters.
Today he runs his own firm with AI agents handling parts of the operation, and builds and ships AI tools himself.
BECQA is that experience written down: not a collection of tips, but the sequence a deal follows in this market, so a local team can repeat it without him in the room.
Responsible for Japan from outside Japan?
Tell us what your Japan pipeline looks like and we will tell you what we see. Inquiries in English are welcome.
Talk to us in English