Understanding Route vs Account Sales with Mari Ono

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Episode Summary

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

Note: Although we mentioned a sales framework, we will dive into this in round 2 with Mari Ono

This podcast episode is excellent for:

  • Business owners who want improve their approach to sales.
  • Managers who want to understand how to implement sales strategies

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Links from Guest Appearance 

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

Previous Sales Resources

Episode 14: How to Conduct Sales in Japan with Beau Becker

Episode 13: How to Improve Sales in Japan with Fuminori Gunji

Article: Growing Sales 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

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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.

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