This is the second part of a 2-part series discussing sales in Japan with Tyson Batino on his Scaling Japan podcast. I highly recommend you check out all the great interviews he’s got over there!
First Episode:
Episode 2:
In this episode of the Scaling Japan Podcast, we are joined once again by Evan Burkosky. He is an expert on marketing and sales in Japan, an angel investor, a startup advisor, and the head of Enterprise Digital Marketing at TechnoPro, a publicly traded company on the Tokyo stock exchange. Today, Evan will be sharing his experience with applying different sales methodologies and frameworks in Japan.
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Links from Guest Appearance
- Reach out to Evan Burkosky on his LinkedIn
- Be sure to check out his personal webpage to learn more about his expertise
Links to Additional Resources
- Predictable Revenue
- Episode 35: Marketing and Sales for B2B SAAS Products with Evan Burkosky
- Episode 18: Sales Framework Explained with Mari Ono
Show Notes
(1:20) Evan Burkosky’s self-introduction
(3:32) What is a sales methodology
(6:38) Customer journey explained
(10:13) What is a deal qualification framework
(12:22) How has sales culture changed over time
(15:56) Challenger sale methodology explained
(18:20) Shared responsibility of decision-making in Japan
(20:38) Why deals can be long processes
(24:00) Most common frameworks in Japan
(29:17) Which framework is most effective in Japan
(31:03) Stakeholder alignment document and process explained
(36:40) Why company size does matter
(38:46) What type of deal size justifies implementing a deal qualification framework
(40:19) Working with channel partners
(42:46) Account-based sales
English 
日本語