How to B2B: IT Sales and Purchase Decision Making in Japan with Fuminori Gunji , CEO of TokyoMate
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Scaling the cultural barrier of IT sales in Japan.
In the west, we like to "move fast and break things", so selling SaaS and IT solutions in Japan can feel slow.
Fuminori Gunji, CEO of TokyoMate, understands this feeling.
In the first episode of our new collaborative podcast with TokyoMate "How to B2B", he gives some perspective on how to better understand where these differences come from and how to use them to your advantage in IT Sales in Japan.
Prefer to read about the cultural differences? TokyoMate put together a comprehensive guide to B2B IT Sales in Japan, check it out here!
Topics discussed in this episode:
The B2B implications of Japan’s homogenous culture
How it plays out: “common sense” is a social contract
How to sell in Japan when decisions are made by the collective
Deconstructing Japanese perspectives on tech and IT systems
Implementing a workable B2B sales strategy in Japan
The pros and cons to B2B partner sales
