Episode 37: Types of Sales Frameworks in Japan with Evan Burkosky

In this episode of the Scaling Japan Podcast, we are joined once again by Evan Burkosky. He is an expert on marketing and sales in Japan, angel investor, startup advisor, and the head of Enterprise Digital Marketing at TechnoPro, a publicly traded company on the Tokyo stock exchange. Today, Evan will be sharing his experience with applying different sales methodologies and frameworks in Japan.  

Links from Guest Appearance
LinkedIn
Startup/DX Advisor

Links to Additional Resources
Predictable Revenue
Episode 35: Marketing and Sales for B2B SAAS Products with Evan Burkosky
Episode 18: Sales Framework Explained with Mari Ono

Show Notes
(1:20) Evan Burkosky’s self introduction
(3:32) What is a sales methodology 
(6:38) Customer journey explained
(10:13) What is a deal qualification framework
(12:22) How has sales culture changed over time
(15:56) Challenger sale methodology explained
(18:20) Shared responsibility of decision making in Japan
(20:38) Why deals can be long processes
(24:00) Most common frameworks in Japan
(29:17)  Which framework is most effective in Japan
(31:03) Stakeholder alignment document and process explained
(36:40) Why company size does matter
(38:46) What type of deal size justifies implementing a deal qualification framework
(40:19) Working with channel partners
(42:46) Account based sales

Reachext
Reachext is a fast growing recruitment firm in Japan. They work with both employers and candidates, allowing companies to hire skilled professional and candidates to achieve their dream careers. 

EJable
Looking for bilingual jobs in Japan or Japanese speaking positions worldwide? EJable is a job board full of in-depth information and useful resources to help you find great opportunities.