B2B sales in Japan are quite a challenge. Businesspeople who believe the best route is identifying the appropriate personnel then persuading them to buy, are in for a surprise. In most cases it can be quite a challenge in itself to identify the right person to approach. Beyond that, the salesperson may not be able to understand how purchase decisions are made in the customers' organization. Most decisions are determined under the "Wa" philosophy, where consensus among all the stakeholders is mandatory to reach a decision on everything.
To succeed in B2B sales, one must understand how such consensus is reached and further learn how to maneuver within and influence “Kuuki” (air) to create the consensus needed to sell one's products.
Please join us for this unique opportunity, ten years in the making, on the challenges and solutions of B2B sales in Japan.
About the Speaker:
Mr. Okuno is the CEO of Internap Japan. A graduate from Waseda University Law Department he then joined Nippon Telegraph and Telephone Corporation (NTT) in 1988. Mr. Okuno is also an alumni of New York University Law School, LL.M.degree holder in 1993. He then pursued and was then admitted to Bar in New York State in 1994. Upon returning to Japan, he engaged in several of NTT’s overseas investment projects. Mr. Okuno was actively involved in projects from the negotiation stage to implementation. He became CEO of Internap Japan in 2006 and has since successfully led the venture to expand its business across Japan.
Mike Benner, Darren McKellin, Co-Chairs
William Dallyn, Imai Jen-La Plante, John Kirch, Vice Chairs
Eriko Asai, Board Liaison
ACCJ Information, Communications and Technology Committee
Carlo La Porta, Thomas Shockley, Eric Wedemeyer, Co-Chairs
Kjell Yadon, Vice Chair
Nancy Ngou, Board Liaison
ACCJ Sales Development Committee
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