Scaling Japan Podcast Episode 17: Implementing a Workable B2B Sales Strategy in Japan with Fuminori Gunji
We are excited to welcome back Fuminori Gunji, our first repeat guest, in this episode of the Scaling Japan podcast. In episode 13, Fuminori joined us to discuss how to improve sales. Today he will be talking about how foreign companies can successfully implement a workable B2B sales strategy when entering Japan. He gives great advice on how to effectively pitch to Japanese companies through external advisors and the importance of customer segments. Fuminori also covers the pros and cons for companies that are interested in taking a B2B partnership route.
Links from Guest Appearance
Additional Links from Guest Appearance
Crossing the Chasm by Geoffrey Moore
Show Summary
(1:26) Starting point of a workable B2B strategy
(2:33) Crossing the chasm explained
(5:50) Tricks to effectively pitch to Japanese companies
(10:57) How to meet a senior external advisor
(14:16) Benefits of defining your own target customer segment
(19:41) Workable B2B strategy for foreign company entering Japan
(23:31) Concerns Japanese companies have when doing business with a foreign company
(25:12) What foreign companies don’t know when entering Japan for the first time
(29:55) Pros and cons of a B2B partnership route
(39:12) How to get past the gatekeeper in Japan