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Revamping Sales Strategies with NSJAPAN and Third Phase

In a thrilling case study involving NSJAPAN and Third Phase, the companies recently overcame significant sales hurdles and transformed their business dynamics in an astounding 60 days. Before engaging with NSJAPAN, Third Phase operated with a negligible outbound sales appointment rate, struggling to secure clients primarily through referrals and networking events. However, distinctive changes implemented by NSJAPAN skyrocketed their business growth, achieving a 300% increase in sales appointment rates along with a monthly recurring revenue (MRR) peak of ¥2.4 million.

Background: Overcoming Growth Challenges

Third Phase specializes in enhancing productivity through Notion construction and operational efficiency training. Despite their expertise, they faced significant growth challenges due to reliance on word-of-mouth referrals for client acquisition. The absence of a robust Business Development Representative (BDR) strategy meant that they had never secured appointments via outbound sales. This reliance led to uneven sales performance, inconsistent results, and difficulties in developing stable long-term growth aligned with corporate strategy. With a need for reproducible business development processes and standardized sales skills, it became clear that a comprehensive redesign of their sales processes was imperative.

NSJAPAN's Support: Building a Strategic Sales Framework

NSJAPAN identified the core issue facing Third Phase as a lack of structured sales processes rather than ineffective sales activities. They implemented a two-pronged strategy:

1. Establishing the BDR Structure:
Their initial action involved redefining target companies and identifying the critical 'burning needs' of potential clients. A structured approach was developed to enhance outbound sales operations—specifically laying out the 'who,' 'what,' and 'how' of the sales pitch rather than engaging in indiscriminate cold calls. This strategic reconfiguration, alongside implementing daily and weekly KPI monitoring, enabled a rigorous feedback loop for continuous improvement.

2. Enhancing Sales Infrastructure (Sales Knowledge Lab):
Aimed at eliminating individual dependency within sales operations, NSJAPAN facilitated the implementation of a Customer Relationship Management (CRM) system. The Sales Knowledge Lab played a pivotal role in systematically training team members on various skills, including:
- Designing effective client interviews
- Organizing challenges and proposals
- Structuring decision-making processes for closing deals
All these measures contributed to establishing an organization-wide sales skill standardization.

Remarkable Results: Tripled Appointment Rate and MRR Growth

As a result of these initiatives, Third Phase achieved remarkable improvements:

• - Effective Sales Appointment Rate rose from 20% in the first week to an impressive 60% by the second month.
• - BDR-generated appointments surged from zero to 15 in the first month.
• - Confirmed verbal agreements climbed to two.
• - The initial MRR hit the target of ¥2.4 million.

By establishing a sales model that doesn’t rely on specific individuals, Third Phase underwent a transformation that elevated both operational efficiency and revenue generation.

Insights from the Companies

Kazuya Takumi, President of Third Phase, reflected, “Previously, we relied heavily on referrals to acquire clients, with no systematic approach to creating our own sales opportunities. Thanks to NSJAPAN’s support, we now have a structured methodology from target identification to sales execution. Achieving an MRR of ¥2.4 million is a testament to the effectiveness of this transformation, especially as we have established a replicable sales model.”

Meanwhile, Shohei Naito, President of NSJAPAN, praised the impact of structured sales processes, noting, “Sales often get too reliant on individual capabilities, but this case exemplifies how systematic approaches can yield results quickly. The methodology developed here stands to serve as a model for numerous small to medium-sized enterprises aiming to move past dependency on referrals.”

Conclusion: A Model for Future Success

The partnership between NSJAPAN and Third Phase illustrates how a strategic overhaul of a sales framework can lead to substantial business improvements. For organizations grappling with reliance on referrals and inefficient individual-driven sales processes, this case presents a clear pathway toward achieving sustainable growth through structured methodologies.

About NSJAPAN

NSJAPAN provides consulting services focused on sales training and support, boasting a subscription service called Sales Knowledge Lab dedicated to standardizing corporate sales skills through online training and practical coaching. Their goal is to elevate the aspirations of small and medium enterprises across Japan.

Website: NSJAPAN
Website: Third Phase