Thought Leadership

Don't Snatch Defeat from Victory in Sales

Sales is easy if you know what you are doing.  It is a flow, where each step intersects with the previous one ...

Huge Auditorium Presentations Are Complex

Owning the room is doable with an audience of one hundred people but much more challenging when there are five...

Leaders Make Or Break The Firm

How do you run your business. Sharp on the cost control, right on top of the quality, working hard on building...

The Art of Leading a Foreign Business in Japan

Running a business in Japan is not for the faint hearted. Plenty of big companies with deep pockets have faile...

Sales Objections, Welcome

Getting an objection from a buyer is a joy. Getting nothing is a pain. At least when they object, they are dis...

How To Defeat Imposter Syndrome As A Presenter

Presenting exposes a lot about us to our listeners. In this modern age it is more and more important that we c...

Can Leadership Be Automated?

As a species, we like to dominate rather than be dominated, which is why we are trashing the planet so vigorou...

Basics Are Everything

The sale waits for no man. Either you make that sale or your competitor does. If it is a non-starter then star...

Practice Makes A Lot Better When Presenting

Practice makes Perfect except when presenting. Why? Because as businesspeople, we just don’t get enough speaki...

Straight Talk Means Trouble A Plenty

Japan doesn’t appreciate embarrassing truths. The temptation to be right can be overwhelming to Western busine...

How To Scuttle Your Brand

Jan Carlzon wrote a fascinating book called Moments of Truth on how to maintain the trust in your brand, throu...

Understanding Using Data When Presenting In Japan

How much is enough data in a presentation? How much is too much? Generally speaking, most presenters have a pr...

Charisma For Leaders

“Born to lead” is nonsense. Many things shaped that person in order for them to achieve credibility with other...

Cut the Excuses Baby

“I would be able to sell a lot more except for all the extraneous, external factors over which I have zero con...

Dealing With Ambush Speaking Requests

Suddenly you hear your name being called upon and you are being requested to make a few remarks.  Uh oh.  No p...

You Can't Do It All by Yourself

The hero’s journey is for the very, very few.  I did it my way, I slaved away in a garret and got to the top, ...

The Easy Way Of Selling

The object of a sale is to exchange a good or a service for money. The degree to which that money can exceed t...

Using The Power Of Rhetorical Questions

Questions in general are powerful tools for speakers. They bring focus to key points we want to get across. ...

Leaders Who Have R.E.A.L

We love acronyms!  Our workplaces are thriving with them such that we can hold extended conversations compose...

Stand For Your Beliefs

Proof, data, evidence, facts alone are not enough in selling.  The first thing a buyer buys is us.  We have t...