In this episode of the Scaling Japan sales series, Mari Ono joins us once again to talk about sales frameworks. While this episode will give a brief recap on route and account sales, be sure to listen to episode 15 if you want to learn more. Today Mari will be diving into frameworks and the benefits that they can bring to businesses in Japan. She also shares tips on how to effectively implement frameworks and how to conduct sales in Japan.  Links from Guest Appearance LinkedIn Make March Matter  Show Notes (1:29) Recap of route and account sales (2:53) Problems organizations face without a sales framework (5:17) Hybrid sales model explained (12:43) More on route sales (19:19) More on account sales and importance of client relationships (25:52) Role of account rep (31:43) How sales framework impacts the recruitment process (38:19) Advice on how to become a better manager for female sales staff Coaching with Tyson Looking to take your business to the next level? Let our host Tyson Batino help you scale your business from $100,000 to $10,000,000 dollars with his coaching and advisory services. Visit here to learn how he can help.

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 LinkedIn Deel 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

Helen Iwata, an amazing woman with over 30 years of professional experience in Japan, joins us in this episode of Scaling Japan. Helen is the president of Sasuga Communications and is also the host of the Sasuga! Podcast, be sure to check it out! She shares how she has sucessfuly established a strong brand image across social media platforms and advises listeners on the importance of trust. Additionally, Helen explains a useful equation that can be used by listeners to evaluate themselves Links from Guest Appearance  LinkedIn  Instagram  Sasuga! Communications  Sasuga! VIP Women's Coaching Program The Sasuga! Podcast  Less Effort More Impact  Links to Additional Resources  The Trusted Advisor  Sasuga! Cafe Quick Guide “8 Essential Phrases for Clear, Confident English Presentations Show Notes (2:20) Helen Iwata’s self introduction (6:16) Using social media to establish a strong brand image (10:15) The Trust Equation explained (15:19) How to grow through trust  (16:40) How to self-evaluate with the Trust Equation (18:52) Building upon your strengths  (21:54) How to get involved and featured in the media (22:44) Why create a podcast (25:01) Importance of being the real you

In this third episode of the Scaling Japan sales series, we are joined by a wonderful guest, Mari Ono. She is a consultant with over 15 years of experience working with small and large corporations. Mari introduces two different types of structure for sales, route and account sales, that entrepreneurs and business owners can use as a helpful guide to developing your sales process. She also discusses how additional factors, such as having a good pitch and understanding the fiscal year, are needed to make successful sales.  Note: Although we mentioned a sales framework, we will dive into this in round 2 with Mari Ono Links from Guest Appearance LinkedIn Make March Matter  Show Notes (1:20) Mari Ono’s self introduction (1:52) Introduction to sales framework (3:40) Route sales (8:38) Key points for route sales (13:20) Account sales (17:26) How to have the correct mindset for account sales (23:10) Importance of fiscal year timeline in Japan Show Sponsors Matchpoint - Looking for a Certified Japanese Tax Accountant? Reach out to our friends at Matchpoint Japan or Shinpei at s-wakana[@]matchpoints.or.jp and mention code "scalingyourcompany" to receive your first month free. Here is a free seminar by Shinpei and myself on Japanese Taxes Coaching with Tyson Looking to take your business to the next level? Let our host Tyson Batino help you scale your business from $100,000 to $10,000,000 dollars with his coaching and advisory services. Visit here to learn how he can help.

Beau Becker, the CEO of Reiwa Pharmaceuticals in Japan, joins us in this episode of Scaling Japan to talk about how to improve sales. What makes Beau such a unique guest is that he started from zero in his early 20's and has now built up 10 years of professional experience working in China and Japan on multiple sales teams. He explains the differences between sales culture in Japan vs Western countries as well as the common mistakes foreigners might make. Beau also gives tips on how to manage client relations, specifically with Japanese customers. Links from Guest Appearance LinkedIn Reiwaseiyaku Main Site and Reiwaseiyaku Instagram Show Notes (1:22) Beau Becker’s self introduction (5:52) Sales as a main driver of Japanese corporations (7:13) Differences between sales culture in Japan vs Western countries (13:36) What are sales meetings like in Japan (17:50) How to be liked and respected by traditional Japanese companies (20:39) How to get mentored in a Japanese company (23:15) Common misunderstandings and mistakes foreigners make in sales (26:40) Finding the decision maker is key (30:22) Exaggerating politeness can go a long way (32:08) Importance of printed materials (35:59) How to get credibility when dealing with buyers older than you Show Sponsors Matchpoint - Looking for a Certified Japanese Tax Accountant? Reach out to our friends at Matchpoint Japan or Shinpei at s-wakana[@]matchpoints.or.jp and mention code "scalingyourcompany" to receive your first month free. Here is a free seminar by Shinpei and myself on Japanese Taxes Coaching with Tyson Looking to take your business to the next level? Let our host Tyson Batino help you scale your business from $100,000 to $10,000,000 dollars with his coaching and advisory services. Visit here to learn how he can help.

In this exciting episode of the Scaling Japan podcast we are joined by Fuminori Gunji, the global alliance manager at Deel Inc. Fuminori is a veteran of business development and sales with over 10 years of experience. He helps explain the cultural complexities in sales culture between Western countries and Japan. Fuminori also gives guidance on how to find the right salesperson and important characteristics that hiring managers should keep an eye out for. Links from Guest Appearance LinkedIn Deel Business Karaoke: Episode 62 Everyone is a Customer but You with Fuminori Gunji How to B2B: IT Sales and Purchase Decision Making in Japan with Fuminori Gunji , CEO of TokyoMate Show Notes (1:08) Fuminori Gunji’s self introduction (3:04) Why foreign companies struggle with sales in Japan (6:07) Decision making and execution in Japan (9:53) Differences between Western and Japanese standpoints (17:13) Sales culture of Japan (18:26) Characteristics of a good salesperson in Japan (21:40) Key points of story telling (29:07) How to find the right salesperson (31:24) Testing a potential salesperson Show Sponsors Matchpoint - Looking for a Certified Japanese Tax Accountant? Reach out to our friends at Matchpoint Japan or Shinpei at s-wakana[@]matchpoints.or.jp and mention code "scalingyourcompany" to receive your first month free. Here is a free seminar by Shinpei and myself on Japanese Taxes Coaching with Tyson Looking to take your business to the next level? Let our host Tyson Batino help you scale your business from $100,000 to $10,000,000 dollars with his coaching and advisory services. Visit here to learn how he can help.

Haruka Takamori, an early stage investor and venture analyst at Plug and Play, joins us in this episode of Scaling Japan to share her insights from an investor point of view. Haruka details the different stages of early investment in Japan from angel to series A. She also delves into some specifics on what venture capitalists/investors are looking for in a business startup. Links from Guest Appearance LinkedIn Plug and Play  Links to Additional Resources Clubhouse Angel Port  Incubate Fund  Anobaka  East Ventures Show Notes (0:58) Haruka Takamori’s self introduction (2:01) Experience with early stage investing (3:26) Angel investment (7:52) Connecting with angel investors (9:10) Pre-seed and seed (13:00) Amount of company shares to secure (15:12) Shareholding numbers (17:50) What is traction (18:37) Pre-series A (20:42) Proof of concept (28:14) Metrics investors look at Show Sponsors Matchpoint - Looking for a Certified Japanese Tax Accountant? Reach out to our friends at Matchpoint Japan or Shinpei at s-wakana[@]matchpoints.or.jp and mention code "scalingyourcompany" to receive your first month free. Here is a free seminar by Shinpei and myself on Japanese Taxes Coaching with Tyson Looking to take your business to the next level? Let our host Tyson Batino help you scale your business from $100,000 to $10,000,000 dollars with his coaching and advisory services. Visit here to learn how he can help.

We have the wonderful opportunity of being joined by Jordan Fisher, the co-founder and CEO of Zehitomo. Jordan is one of the few westerners who has received large venture capital for his business in Japan. In this episode, he will share his experience of how he successfully raised a seed round, series A and series B investment. Jordan also gives great advice for entrepreneurs looking to raise funds for their business in Japan. Links from Guest Appearance  LinkedIn Zehitomo Links to Additional Resources J-Kiss Episode 1: Angel Investment in Japan with Yuki Shirato Episode 10: Seeking Investment in Japan with Terrie Lloyd Show Notes (1:15) Jordan Fisher’s self introduction (4:26) Seed round explained (6:34) Product market fit explained from a venture point of view (8:20) Experience with seed round for Zehitomo (10:44) Tips for entrepreneurs trying to get a seed round in Japan (12:05) Experience from seed round to series A (15:17) Experience from series A to series B (18:22) Growing after series B (25:03) Advice for common questions people ask (29:58) Tips for better due diligence on offers

Tune in now to our highly-requested talk with serial entrepreneur Terrie Lloyd who, for over 20 years, has been guiding businesses hands on and through his consultancy agency in Japan to navigate these challenges. Terrie has established 20 companies in Japan and has brought his investors 8 successful earn-outs, as well as amassing a large following of like-minded entrepreneurs in Japan via his long-running newsletter on business in Japan: Terrie’s Take. There are a lot of tips for business owners, who are not technology companies on how to go about getting investment for your company. Links From Guest Appearance LinkedIn Japan Inc. Show Summary 5:00 An introduction to investing in Japan - this isn’t West Coast USA 7:35 Japantravel.com: A case study, from crowdfunding to corporate investment 13:30 How to get an audience and earn the trust of investors - ‘showing skin in the game’ 23:00 Fundraising in Japan: the hurdles a company could face when searching for investors and how to overcome them 27:00 Salaries, debt, and liquidity, do not fear the credit card 33:00 Shareholders and contracts = ratchet clauses and making guarantees to early investors 40:40 Japan Inc. holdings - helping to build bridges in Japan…literally!

Pascal Gerbert-Gaillard, Japan managing director for Unabiz and senior advisor for SES-imagotag, joins us this episode to discuss shareholders and big corporations in Japan. Pascal Gerbert-Gaillard shares his experience with scaling Unabiz and the challenges that he has faced. Not only does he cover aspects of B2C in Japan, but he also explains how business culture and recruitment processes can be different in Japan. Links from Guest Appearance  LinkedIn UnaBiz SES-imagotag CCI France Japon Show Summary (1:23) Pascal Gerbert-Gaillard’s self introduction (2:53) Experience with scaling UnaBiz (8:08) Benefit of being a foreigner (11:00) Hacking the Japanese system (20:35) How to get taken seriously by big corporations in Japan (21:43) Consistency when it comes to B2C vs B2B (23:26) Pitfalls of recruitment for tech companies in Japan (25:55) Effective way to present your company in terms of “de-risking” (27:40) Choosing the right country manager