Field notes on enterprise selling in Japan — how deals are actually decided inside Japanese organizations, and what that means for a global sales team.
'Every vendor's proposal looks the same these days.' One client's words reveal the hidden trap of AI in B2B sales. Learn how to use AI for efficiency while maintaining human creativity for differentiation.
A lesson from Robert Enslin, then President of SAP Japan and later a member of SAP's executive board, changed my entire sales approach. Learn how Mutual Action Plans turn unpredictable pipelines into reliable revenue.
After a career in global B2B sales, here's why the Western 'Decision Maker' approach structurally fails in Japan, and how the 'Enabler Strategy' transforms your win rate in consensus-driven organizations.
After a career in global IT, including multiple country manager roles, the pattern is clear: it's not talent that determines win rates — it's the sequence of your approach. Here's the BECQA framework that changes everything.
