Sales Trek Launches B2B Sales Framework 'BECQA' - Systematized with 30 Years of Foreign Enterprise Experience and AI to Structurally Eliminate 'Lost After First Meeting'

"We had a passionate discussion during the first meeting, but progress stopped after that." — This phenomenon, repeated in many B2B sales fields, can no longer be solved by individual effort in an era where buyer behavior has fundamentally changed.

Sales Trek Inc. (Headquarters: Yokohama City, Kanagawa Prefecture; CEO: Hideki Sakai) will officially launch 'BECQA', a B2B sales framework that responds to this structural change, starting June 1, 2026. Born from over 30 years of foreign enterprise sales experience and collaboration with AI, BECQA is a highly reproducible sales method that transforms deals that vanish after the first meeting into "deals that naturally progress to the next step" by supporting the decision-making of the "planning promoters (enablers)" that always exist in Japanese companies.

BECQA Free Trial Seminar: salestrek.co.jp/webinar

Free Diagnosis: salestrek.co.jp/diagnosis

Sales Trek: salestrek.co.jp

What is happening in the sales field

Mr. Sakai has been involved in corporate sales at foreign IT companies for over 30 years. He has pursued deals alone and attended meetings shoulder-to-shoulder with team members and sales reps from other companies. Among these, there is a pattern he has seen most often.

"Cannot proceed to the next step after the first visit."

The person in charge prepares diligently. Company materials are well-crafted. Product explanations flow smoothly. Even so, after the meeting, email replies gradually slow down. The date for the next meeting is never decided. It remains as an opportunity in the CRM, but eventually, the deal quietly vanishes.

The individual gets depressed, thinking, "I feel like I'm trying hard, but it's not going well." Bosses say, "Improve the quality of the initial meeting." However, this is not a matter of individual effort. Mr. Sakai has continued to see this pattern in countless fields. A fundamental change is occurring on the buyer's side—and the sales field has not caught up with it.

<Why deals vanish after the first meeting>

In the AI era, product-explanation-centric sales no longer work

Since the COVID-19 pandemic in 2020, how customers buy has fundamentally changed. Buyers at large companies, who used to consider it normal to "meet a sales rep, gather information, and search or consider while getting hints from that," now commonly use the internet for preliminary research, and by the time they meet with sales, candidate products are already narrowed down to three or four.

And the popularization of AI search has accelerated this trend at once. Now, if a buyer asks ChatGPT or various generative AIs for "a product that solves the △△ problem in the ◯◯ industry," they can get a list of candidates and a comparison table in seconds. Most of the information they were supposed to hear from a sales rep at the first meeting is already gathered beforehand.

According to a survey (6sense, 2023), 84% of B2B buyers choose "the vendor that provided value first." The moment the first meeting begins, the battle is already half decided. Simply giving a fluent product description on the spot can no longer differentiate you.

Customers are not asking sales reps to "read the product catalog aloud." What they are looking for is "someone who understands the challenges they face, how the products/services sold can solve those challenges, and what kind of effects can potentially be obtained.

Furthermore, an opponent who finds and verbalizes challenges they are not yet aware of, and presents solutions for them." Sales reps who cannot meet such expectations will naturally be weeded out.

The path to BECQA for the man who has watched this structural change for 30 years

Sales should focus on "Planning Promoters (Enablers)"

Sales Trek CEO Mr. Sakai joined the Japan Research Institute. He started his career as a network engineer and then engaged in the work of building the SAP business from scratch, which was not yet widespread in Japan at the time. This experience led him to the world of enterprise sales.

After that, he consistently stood on the front lines of B2B enterprise sales for over 30 years in total across 6 foreign IT companies: SAP Japan, Adobe (formerly Omniture), QlikTech, Sitecore, and Tealium.

Account Executive, Sales Director, Global Account Head, Country Manager—changing roles, he experienced every aspect of Japanese B2B sales. He has supported the global expansion projects of Japan's leading major companies from a sales standpoint.

<Western sales methods cannot be applied directly in Japan>

What Mr. Sakai witnessed repeatedly throughout his career was the following fact. From the Western headquarters