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86件の記事

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7/15/2026Sales Knowledge29 min read

How to Run a PoC: 5 Steps, Evaluation Criteria, a Scorecard, and Not Losing the Deal (2026)

A practical guide to running a proof of concept (PoC): the 5 steps of goal definition, evaluation criteria, team setup, execution, and the go/pivot/stop decision. Includes a concrete evaluation-criteria matrix, a ready-to-use PoC scorecard, cost and timeline benchmarks, how to escape PoC hell, and how sellers (vendor reps) keep a PoC from turning into a lost deal — covered from both the buyer's and seller's perspective.

PoCProof of ConceptEvaluation Criteria

7/15/2026Sales AI22 min read

MCP for Sales｜How to Connect Deal Data to AI (2026 Guide)

A plain-English guide to using MCP (Model Context Protocol) in sales. Learn how MCP works, what changes when you connect CRM, deal history, and engagement data to AI, how to choose an MCP server, and how Terasu's own MCP server (76 tools, scoped tokens, audit logs) is implemented—explained with first-party detail.

MCPModel Context ProtocolSales AI

7/15/2026Sales Skills21 min read

Sales Proposal Template｜A Copy-Paste B2B Proposal Template and How to Fill It In (2026)

Grab a copy-paste B2B sales proposal template up front, then learn how to fill in all six sections—cover, problem framing, solution, ROI, rollout plan, and internal approval—with bad vs. good examples. Includes PowerPoint/Word/Excel selection and how to share proposals so you can see who read what.

Sales Proposal TemplateHow to Write a ProposalProposal Structure

7/15/2026Sales Organization28 min read

Sales Handover Guide: Keep the Tacit Knowledge Reps Lose and Make It Read-Only

The real reason customer relationships and deals break during a sales handover is knowledge silos. Covers a 3-type silo x handover-loss matrix, the tacit information that vanishes (verbal commitments, decision history, buyer sentiment), a 5-step process, a handover template and intro-email example, and sales-to-CS transition—so a handover becomes something you just read (2026).

Sales HandoverKnowledge SilosDeal Handover

7/15/2026AI Sales25 min read

What Is an AI SDR? Differences from Human SDRs, Top Tools, and Deployment Realities [2026]

An AI SDR (AI Sales Development Representative) is software that autonomously runs the early stages of sales development—prospecting, outreach, and follow-up. This guide covers the definition, differences from human SDRs, the leading global tools, regional deployment realities (language, anti-spam regulation, sales customs), how to decide whether to adopt one, and common failure patterns—updated for 2026.

AI SDRSDRInside Sales

6/25/2026Sales Knowledge36 min read

Sales Psychology: 18 Effects by Deal Stage, Ethics, and Measurement

A practical guide to sales psychology built on Cialdini's six principles. Covers 18 psychological effects mapped to deal stages, an implementation roadmap, how usage differs by industry, KPIs for measuring impact, backfiring failure patterns, and the ethical guardrails that keep it persuasion, not manipulation.

Sales PsychologyPsychological TechniquesSales Meetings

6/12/2026Sales Skills28 min read

Trade Show Sales: The Complete Guide to Turning Booth Conversations into Closed Deals【2026】

A complete guide to trade show sales across three phases: pre-show, on-site, and post-show. Includes a cost-recovery KPI worksheet, full booth conversation scripts by visitor type, a 48-hour follow-up system with SDR-to-AE handoff criteria, and the etiquette of suitcasing — everything you need to convert exhibition leads into revenue.

Trade Show SalesTrade ShowLead Generation

6/11/2026Sales Techniques31 min read

Homebuilder Sales Explained: How to Sell Custom Homes — High-Ticket, Long-Cycle, Family-Driven Deals [2026]

A practical guide to homebuilder sales, from the job itself to selling methods unique to custom homes: a family DMU consensus map covering spouses and parents, a phase-by-phase playbook from first showroom visit to contract, financing-first proposals, and how to own the comparison criteria in competitive bids.

Homebuilder SalesHousing SalesCustom Homes

6/11/2026Marketing25 min read

How to Create a Whitepaper: 3 Outline Templates & a Fix-It Checklist【2026】

Learn how to create a B2B whitepaper in 9 steps (5 planning + 4 production). Includes three ready-to-use outline templates (problem-solving, case study, research report), a topic selection matrix, a diagnostic checklist for 'no downloads' and 'no meetings,' and post-download KPI and nurturing design that turns leads into pipeline.

WhitepaperLead GenerationB2B Marketing

6/11/2026Sales Knowledge30 min read

Manufacturer Sales: A Practical Guide to Selling High-Value, Long-Cycle, Multi-Stakeholder Products

A systematic playbook for manufacturer sales, built around product characteristics. Covers the equipment/components/consumer-goods selling matrix, account farming and cross-sell patterns for route sales, reaching end users through multi-tier distribution, visualizing capital-investment decision processes, and aligning engineering, procurement, and executives — a hands-on guide for working manufacturer sales reps, not a career primer.

Manufacturer SalesManufacturing SalesRoute Sales

6/11/2026Industry Guides30 min read

Medical Device Sales: A Practical Guide to Hospital Consensus-Building and Selling High-Value Equipment【2026】

A complete practical guide to medical device sales — from what the job involves to the selling methodology career sites never cover. Includes a hospital consensus map for the five stakeholders (physicians, nursing, clinical engineers, administrators, executives), a stage-by-stage playbook from demo to final approval, and the regulatory guardrails every device rep needs to know.

Medical Device SalesHospital Consensus-BuildingHospital Sales

6/11/2026Sales Management31 min read

Sales Coaching Guide: 1-on-1 Templates, GROW Questions & Feedback Frameworks [2026]

How to run sales coaching that actually changes behavior: a ready-to-use 1-on-1 coaching sheet, GROW-model question lists, a 3-step feedback framework, a 4-phase rollout roadmap, 5 failure patterns, KPI design for measuring impact, and where AI coaching fits [2026 edition]

Sales Coaching1-on-1Feedback

6/11/2026Sales Training29 min read

Sales Onboarding: The 90-Day Plan to Ramp New Reps Fast【2026】

Sales onboarding is the structured process that takes a new rep from day one to closing deals independently. This guide covers a complete 30/60/90-day curriculum template, a winning-sales-motion checklist, how to define and measure Time to Productivity, and the five most common failure patterns.

OnboardingSales TrainingNew Sales Reps

6/11/2026Sales Enablement28 min read

Sales Training Guide: How to Build a New-Hire Curriculum That Sticks [2026]

A complete guide to designing sales training in-house. Tiered curriculum templates for new hires, mid-level reps, and managers, skill-by-skill teaching methods, build-vs-buy decision criteria, Kirkpatrick-based effectiveness measurement, and the systems that make training stick in the field [2026 edition]

Sales TrainingOnboardingCurriculum

6/11/2026Marketing29 min read

Trade Show Booth Attraction Ideas: How to Drive Traffic and Turn Badge Scans into Deals【2026】

A complete playbook for trade show booth attraction, organized into three phases: pre-show, on-site, and post-show. Includes a 4-week preparation checklist, booth engagement scripts that stop foot traffic, a giveaway selection matrix, and a tiered lead follow-up system that converts badge scans into meetings.

Trade ShowExhibition MarketingLead Generation

6/11/2026Marketing30 min read

Webinar Promotion: The Complete Guide to Driving B2B Registrations and Attendance (2026)

A complete guide to webinar promotion: a channel-by-channel ROI cheat sheet, a prioritization flow, a 4-week promotion timeline, copy-paste email templates, and no-show countermeasures. Learn how to design not just registrations, but attendance rates and meeting conversion.

Webinar PromotionWebinarOnline Seminar

6/11/2026Marketing30 min read

What Is ABM (Account-Based Marketing)? The 3 Types, a 6-Step Playbook & KPI Design

ABM (account-based marketing) means selecting high-value target accounts first, then running personalized plays with sales and marketing as one team. Get the 1:1/1:few/1:many reverse-lookup selection matrix, an ICP definition worksheet, a sales-marketing alignment checklist, and account-level KPI design—all in one practical guide.

ABMAccount-Based MarketingB2B Marketing

6/11/2026Sales Skills28 min read

What Is a Player-Coach (Playing Manager)? Roles, Self-Assessment & Making the Dual Role Work

A player-coach (playing manager) handles both individual contributor work and team management. Get the comparison table vs. dedicated managers, primary-source data (99.5% of Japanese listed-company section managers play dual roles), a 10-item aptitude self-assessment, 5 failure patterns, and a phase-based roadmap to systemize the balancing act.

Player-CoachPlaying ManagerSales Management

6/10/2026Sales Framework34 min read

What Is an Account Plan? 5-Step Playbook, Filled-In Template & ABM Alignment (2026)

Learn the 5 components of an account plan (account overview, goals & KGI, potential map, relationship map, action map) with bad-vs-good entry examples. Includes a copy-paste template with a filled-in sample, industry-specific entry matrices for SaaS, manufacturing, finance, healthcare, and the public sector, plus an operating cadence that keeps plans from going stale.

Account PlanAccount PlanningABM

6/10/2026AI Sales30 min read

AI Prospect List Building: A Complete Guide to the 6-Step Process, Prompts, and Accuracy Checks

A practical guide to building sales prospect lists with AI. Covers the three approaches (B2B database tools, generative AI, and AI agents), a 6-step workflow from ICP definition to CRM sync, six copy-paste ChatGPT prompts, a checklist for evaluating list accuracy, an ROI model comparing manual vs. AI-assisted list building, and how to verify hallucinated entries before they reach your outreach.

AI ProspectingProspect ListChatGPT