{"id":2686,"date":"2026-10-03T09:03:34","date_gmt":"2026-10-03T00:03:34","guid":{"rendered":"https:\/\/wakohh.com\/?page_id=2686"},"modified":"2026-10-03T10:28:43","modified_gmt":"2026-10-03T01:28:43","slug":"method","status":"publish","type":"page","link":"https:\/\/wakohh.com\/en\/method\/","title":{"rendered":"The Six Processes"},"content":{"rendered":"\n
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THE SIX PROCESSES<\/p>\n

The six processes of a system that sells<\/h2>\n

Sales do not fall from the sky. The work that carries value all the way to the customer has to be connected by the company as a whole.<\/p>\n

The six processes are not department names, and they are not a sequence every buyer must pass through. They are a map for examining your company\u2019s core and the value customers seek, the work on the ground and the handoffs between people. Taking assumptions about the market and the product into account as well, we assess where to begin.<\/p>\n<\/div>\n

\nThe six processes of a system that sells<\/title>\nA system that sells is made of six processes: Define, Attract, Nurture, Support decisions, Expand value, and Learn and reinvest. The upper row is the work a company does; the lower row is the result that follows. Define leads to takes shape, Attract to gathers, Nurture to grows, Support decisions to closes, Expand value to spreads, and Learn and reinvest to returns. Work is a transitive verb; results are intransitive. The six processes are not a one-time sequence; they cycle back into the next round.<\/desc>\n<\/rect>\nTHE SIX PROCESSES<\/text>\nThe six processes of a system that sells<\/text>\n<\/line>\nWORK<\/text>\nRESULT<\/text>\n<\/line>\n<\/line>\n\n<\/line><\/line>\n<\/line><\/line>\n<\/line>\n<\/g>\n\n<\/path><\/path>\n<\/path><\/path>\n<\/path><\/path>\n<\/g>\n\n01<\/text>02<\/text>03<\/text>\n04<\/text>05<\/text>06<\/text>\nDefine<\/text>Attract<\/text>Nurture<\/text>\nSupport<\/tspan>decisions<\/tspan><\/text>Expand<\/tspan>value<\/tspan><\/text>Learn and<\/tspan>reinvest<\/tspan><\/text>\ntakes shape<\/text>gathers<\/text>grows<\/text>\ncloses<\/text>spreads<\/text>returns<\/text>\n<\/g>\n\n<\/path>\n<\/path>\n<\/g>\n<\/path>\nCycle back<\/text>\n\n<\/path>\n<\/path>\n<\/g>\nTHE NEXT CYCLE<\/text>\n<\/line>\nWork is transitive. Results are intransitive.<\/text>\nWAKOH & CO.<\/text>\n<\/svg>\nThe six processes of a system that sells<\/title>\nThe six processes: Define, Attract, Nurture, Support decisions, Expand value, and Learn and reinvest. The left column is the work; the right column is the result that follows. Work is a transitive verb; results are intransitive. The six processes cycle back.<\/desc>\n<\/rect>\nTHE SIX PROCESSES<\/text>\nA system that sells<\/text>\n<\/line>\nWORK<\/text>RESULT<\/text>\n01<\/text>02<\/text>03<\/text>\n04<\/text>05<\/text>06<\/text>\nDefine<\/text>Attract<\/text>Nurture<\/text>\nSupport<\/tspan>decisions<\/tspan><\/text>Expand<\/tspan>value<\/tspan><\/text>Learn and<\/tspan>reinvest<\/tspan><\/text>\ntakes shape<\/text>gathers<\/text>grows<\/text>\ncloses<\/text>spreads<\/text>returns<\/text>\n\n<\/line><\/line>\n<\/line><\/line>\n<\/line><\/line>\n<\/g>\n\n<\/path><\/path>\n<\/path><\/path>\n<\/path><\/path>\n<\/g>\n\n<\/line><\/line>\n<\/line><\/line>\n<\/line><\/line>\n<\/g>\n\n<\/path>\n<\/path>\n<\/g>\n<\/path>\nCycle back<\/text>\n<\/line>\nWork is transitive.<\/text>\nResults are intransitive.<\/text>\nWAKOH & CO.<\/text>\n<\/svg><\/div>\n
01<\/div>

Define<\/p>

What value can your company provide? Whose pain, and what kind of pain, does it answer?
Confirm where your company\u2019s core overlaps with the customer\u2019s Pain, Need and Want, and make that the standard for who receives what in every other process.<\/p><\/div><\/div>

02<\/div>

Attract<\/p>

Build the routes through which prospects come in. A nose for going out and finding them matters too. But if that depends on one person, prospects stop coming the moment that person leaves.
And today, buyers research before they meet you. They search, and they ask AI. Fall behind this change and you drop out before you are even on the shortlist.<\/p><\/div><\/div>

03<\/div>

Nurture<\/p>

Turn a point of contact into real consideration.
Can you keep communicating value as a company, rather than relying on personal chemistry?<\/p><\/div><\/div>

04<\/div>

Support decisions<\/p>

Help the buyer decide whether to buy. Has the information they need to judge actually reached them?
And do they understand, both quantitatively and qualitatively, what value lies beyond that decision?<\/p><\/div><\/div>

05<\/div>

Expand value<\/p>

After adoption, what changed for the customer? Check how it is used and what it achieved, and where needed, bring value to other uses or departments as well. Do not stop at a single sale.<\/p><\/div><\/div>

06<\/div>

Learn and reinvest<\/p>

Learn from the customer\u2019s outcomes and from what did not work, and reinvest the payment received into the next round of value creation. Share what was learned inside the company, communicate results externally only with permission, and invest profit in people, technology and systems. Decide who carries that cycle, and how.<\/p><\/div><\/div><\/div>\n\n

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Books & Programs<\/p>\n

A system that sells can be designed.<\/p>\n

We offer books and programs that bring these six processes down into a real workplace.<\/p>\n

The books, supplementary materials and program below are available in Japanese only.<\/p>\n<\/div>\n

<\/div>\n
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Books<\/p>\n

\"Cover<\/div>

Kindle edition, Japanese \/ Published September 2026<\/p>

\u58f2\u308b\u306e\u306f\u3001\u4f1a\u793e\u306e\u4ed5\u4e8b\u3060\u3002<\/span>
Selling Is the Company\u2019s Job: Six Processes for Being Chosen by Buyers in the AI Era (English translation of the Japanese title)<\/span><\/h3>

Today, buyers research on the web, consult AI and compare candidates before they ever meet a salesperson. That is exactly why sales cannot be left to the effort of the sales team alone; the company has to respond together.<\/p>

This does not mean everyone becomes a salesperson. It asks whether each specialty \u2014 engineering, development, production, marketing and sales \u2014 is connected as one piece of work that delivers value to the customer.<\/p>

Faced with field records and customers\u2019 own words, how did Komatsu\u2019s reading of the situation change? From that process, the book helps you think about what your company should examine first.<\/p>

Author: Kazuyuki Komatsu<\/span><\/p>

Publisher: Kindle Direct Publishing<\/span><\/p>Buy on Amazon Japan (Japanese)<\/a>

Reader supplement (Japanese) \u2192<\/a>Six Processes self-assessment (Japanese) \u2192<\/a><\/div><\/div><\/div>\n
\n
\"Cover<\/div>\n
\n

Kindle edition, Japanese<\/p>\n

\u306a\u305c\u5c55\u793a\u4f1a\u3092\u3084\u3063\u3066\u3082\u3001\u58f2\u4e0a\u306f\u5897\u3048\u306a\u3044\u306e\u304b\uff1f<\/span>
Why Don\u2019t Trade Shows Increase Sales? \u2014 subtitle: \u201cThe \u2018design\u2019 behind a 14-fold increase in sales\u201d (English translation of the Japanese title)<\/span><\/h3>\n

Author: Kazuyuki Komatsu<\/span><\/p>\n

Publisher: Kindle Direct Publishing<\/span><\/p>\n

The book takes trade shows as its subject, but what it really deals with is the six processes themselves: whose pain to answer; attracting and nurturing prospects before the show; sorting leads into S, A, B and C and running two funnels; and, finally, the organization and individual careers.<\/p>Buy on Amazon (Japanese)<\/a>\n<\/div>\n<\/div>\n<\/div>\n

<\/div>\n
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Programs<\/p>\n

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Trade Show ROI Maximization Program (Japanese)<\/span><\/h3>\n

A budget of tens of millions of yen should not be spent on a mere \u201cfestival.\u201d<\/p>\n

A package of practical formats for redesigning trade shows as business investments.<\/p>\n

Individual and corporate licenses are available.<\/p>\n

\"Trade<\/div>\nView program details (Japanese)<\/a>\n<\/div>\n<\/div>\n
\u2014 Further programs are in preparation \u2014<\/div>\n<\/div>\n\n

Recognize together. Think together. Work together.<\/p>

Examine your business through the six processes.<\/h2>

From customers\u2019 words, business records and conversations with the people involved, we work with you to find where things are stuck. Kaz Komatsu leads the diagnosis, design and review; production, setup and operations are carried out by a team under a separately agreed implementation scope. We decide which work to take on according to your situation.<\/p>

Three services: Diagnosis<\/a>, Advisory<\/a> and Implementation<\/a>.<\/p>

You do not need to choose a service before getting in touch. Start by telling us where things stand.<\/p>

See the three services \u2192<\/a>Talk to us about your business \u2192<\/a><\/div><\/section>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

THE SIX PROCESSES The six processes of a system that sells Sales do not fall from the sky. The work that carries value all the way to the customer has to be connected by the company as a whole. The six processes are not department names, and they are not a sequence every buyer must […]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"swell_btn_cv_data":"","_locale":"en_US","_original_post":"https:\/\/wakohh.com\/?page_id=2452","footnotes":""},"class_list":["post-2686","page","type-page","status-publish","hentry","en-US"],"_links":{"self":[{"href":"https:\/\/wakohh.com\/wp-json\/wp\/v2\/pages\/2686","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/wakohh.com\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/wakohh.com\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/wakohh.com\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/wakohh.com\/wp-json\/wp\/v2\/comments?post=2686"}],"version-history":[{"count":1,"href":"https:\/\/wakohh.com\/wp-json\/wp\/v2\/pages\/2686\/revisions"}],"predecessor-version":[{"id":2695,"href":"https:\/\/wakohh.com\/wp-json\/wp\/v2\/pages\/2686\/revisions\/2695"}],"wp:attachment":[{"href":"https:\/\/wakohh.com\/wp-json\/wp\/v2\/media?parent=2686"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}