{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"The Salesperson\u2019s Time, Treasure and Talent","description":"Sales is a rollercoaster: one month you\u2019re flying, the next you hit a wall because a client changes their mind, a supply chain hiccup wipes out the order, or someone inside your own organisation drops the ball. What we can control, completely, is our time, our talent, and our treasure\u2014and that\u2019s where the real leverage sits. In a post-pandemic market (and especially as of 2025), buyers are time-poor, inboxes are brutal, and competitors are one click away. So the question is simple: are we making the most of the three things that are actually ours?   Why is a salesperson\u2019s time the most expensive asset? Time is the one asset you can\u2019t replenish, and it dictates your pipeline, your reputation, and your commission. If you spend your week \u201cbusy\u201d but not building relationships, you\u2019re basically renting stress. As a buyer, I see it constantly: poor follow-up. And it\u2019s bizarre, because we all know acquiring a new customer costs far more than expanding an existing customer\u2019s purchase profile (land-and-expand is not a buzzword\u2014it\u2019s survival). Yet many salespeople stop after three rejections in cold calling, then wonder why the quarter looks like a horror movie. Compare that with high-performing teams in the US and Japan who run disciplined cadence systems using Salesforce, HubSpot, or Microsoft Dynamics\u2014touchpoints are planned, tracked, and measured like a production line at Toyota. Do now: Block recurring weekly follow-up time and treat it like a client meeting\u2014non-negotiable. How do you stay \u201ctop of mind\u201d without spamming people? You stay top of mind by being useful, personal, and consistent\u2014not by blasting a weekly email and hoping for miracles. Most \u201cnewsletters\u201d end up in junk, clutter, or the \u201cunsubscribe and forget forever\u201d bin. Staying top of mind takes effort, but the upside is massive\u2014especially if your competitor is lazy. Think in terms of buyer psychology: people choose the option that costs them the least mental energy. If they already know you, trust you, and can predict your quality, you become the easy decision. This is why professional services firms\u2014translation agencies, consultancies, training providers\u2014win on relationship continuity. In Japan, where trust and reliability are weighted heavily in B2B decisions, sustained contact beats flashy pitch decks. Do now: Replace \u201cemail blast\u201d with a simple cadence: 1 helpful note + 1 relevant insight + 1 human check-in each month. What does \u201cgood follow-up\u201d look like in the real world? Good follow-up is a system, not a mood\u2014and it works even when you\u2019re busy. The best example is when a supplier meets you once, then keeps in touch thoughtfully for years, so when you need them, they\u2019re already in pole position.  That\u2019s not luck. That\u2019s process. It\u2019s logging touchpoints, setting reminders, and sending value that matches the buyer\u2019s context: a short video, a case study, a relevant event invite, a quick \u201csaw this and thought of you.\u201d Compare startups versus multinationals: startups often have hustle but no system; large firms have tools but suffer from internal handoffs. Your job is to combine both\u2014human warmth plus operational discipline. Mini checklist One CRM record per decision-maker Next step dated and owned 3 channels: email + LinkedIn + one \u201creal\u201d touch (call\/voice) Do now: Set CRM tasks immediately after every interaction\u2014no \u201cI\u2019ll do it later.\u201d How do you future-proof your sales talent as the market changes? Talent is time-bound\u2014if your skills don\u2019t evolve, your results won\u2019t either. Being a Modern selling is a blend: consultative discovery, social credibility, and content that proves you can solve problems. Are you comfortable using LinkedIn, YouTube, short-form video, webinars, and a breadcrumb trail of useful insights? In 2025, buyers often \u201cpre-qualify\u201d you before they reply\u2014your digital footprint becomes your silent salesperson. This is where markets differ: US sellers may lean harder into personal brand and outbound automation; Japan often rewards consistency, humility, and proof over hype. Either way, the basics still matter: questioning, listening, objection handling, and clear next steps\u2014Dale Carnegie fundamentals don\u2019t expire. Do now: Pick one skill to upgrade this month (video, discovery, negotiation) and practise it weekly. Is investing in sales training still worth it when so much is free? Yes\u2014free information is everywhere, but disciplined learning and application are rare. You can binge podcasts, hoard books, and still stay average if you never implement.  Back in 1939, Dale Carnegie made world-class training accessible through public classes. The logic still holds: if your company doesn\u2019t train you well, invest a microscopic part of your treasure and go get the best. Today, you\u2019ve got Coursera, LinkedIn Learning, Dale Carnegie programs, specialist coaching, and industry conferences across Asia-Pacific, Europe, and North America. The difference between top performers and everyone else isn\u2019t access\u2014it\u2019s commitment and execution. Top sellers learn, apply, customise, refine\u2026 then repeat. Do now: Spend treasure where it changes behaviour: coaching, role-plays, and frameworks you\u2019ll actually use in live deals. What separates top salespeople from everyone else over the long run? Top salespeople don\u2019t stop learning\u2014and they don\u2019t just \u201cconsume,\u201d they apply. They stay current through market shocks, tech shifts, and buyer behaviour changes, then tailor what they learn to their patch.  They also protect their time like a dragon guarding gold. They\u2019re intentional about: prospecting blocks, client follow-up, pipeline hygiene, and skill practice. They understand cause-and-effect: no follow-up \u2192 no trust \u2192 no deal. No talent upgrades \u2192 commoditisation \u2192 price pressure. No treasure invested \u2192 stalled growth. This is true whether you sell SaaS in Singapore, industrial equipment in Osaka, or professional services in Sydney. And as work norms shift\u2014think hybrid work and tighter labour conditions in parts of Asia, including Japan\u2019s evolving workplace reforms in recent years\u2014buyers want clarity, speed, and reliability. Be that person. Do now: Audit your week: cut 2 low-value activities, add 2 relationship touches, and schedule 1 learning\/practice session. Final wrap Sales will always throw curveballs\u2014clients change, supply chains wobble, internal delivery misses happen. But time, talent, and treasure are your controllables, and they compound when you manage them like a pro. Build a follow-up system, evolve your skills for modern selling, and invest in learning that translates into behaviour. Then you\u2019ll stop riding the rollercoaster with your eyes closed\u2014and start driving. Optional FAQs Is cold calling dead in 2025? Cold calling still works when paired with a cadence (LinkedIn + email + calls) and a clear value hook, not random dialling. How often should I follow up with a prospect? Monthly is a strong default for warm prospects, with tighter weekly touchpoints during active deal stages. What\u2019s the best CRM for follow-up? The best CRM is the one you actually use daily\u2014Salesforce, HubSpot, and Dynamics all work if your cadence is disciplined. Next steps for leaders and salespeople Build a minimum follow-up cadence and measure it weekly Run monthly role-plays on discovery, objections, and closing Set learning KPIs (hours practised, not hours watched) Coach on personal brand: one useful post per week Review pipeline hygiene every Friday Author bio Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie \u201cOne Carnegie Award\u201d (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and Greg has written several books, including three best-sellers \u2014 Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery \u2014 along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have been translated into Japanese, including Za Eigy\u014d (\u30b6\u55b6\u696d), Purezen no Tatsujin (\u30d7\u30ec\u30bc\u30f3\u306e\u9054\u4eba), Tor\u0113ningu de Okane o Muda ni Suru no wa Yamemash\u014d (\u30c8\u30ec\u30fc\u30cb\u30f3\u30b0\u3067\u304a\u91d1\u3092\u7121\u99c4\u306b\u3059\u308b\u306e\u306f\u3084\u3081\u307e\u3057\u3087\u3046), and Gendaiban \u201cHito o Ugokasu\u201d R\u012bd\u0101 (\u73fe\u4ee3\u7248\u300c\u4eba\u3092\u52d5\u304b\u3059\u300d\u30ea\u30fc\u30c0\u30fc).  Greg also publishes daily business insights on LinkedIn, Facebook, and Twitter, and hosts six weekly podcasts. On YouTube, he produces The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan\u2019s Top Business Interviews, followed by executives seeking success strategies in Japan.  ","author_name":"THE Sales Japan Series by Dale Carnegie Training Tokyo Japan","author_url":"http:\/\/dalecarnegietokyosalesjapan.libsyn.com\/podcast","html":"