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Implementing a B2B Sales Strategy with Fuminori Gunji

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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. This episode is a part of our comprehensive guide to sales in Japan.

This podcast episode is excellent for:

  • Foreign companies that are entering the Japanese market for the first time
  • Business owners who want to learn how to conduct business with Japanese companies

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Links from Guest Appearance

  • Find out more about Fuminori Gunji on his LinkedIn
  • Reach out to Deel if you’re a business owner looking to hire employees across borders

Link to Additional Resource

Crossing the Chasm by Geoffrey Moore

Show Notes

(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

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