Podcast

Mike Alfant — CEO, Fusion Systems

“Everyone wants to play for a winning team.” “You’ve got to go to war with the army you’ve got, not the army ...

Competing Perspectives on Leading

Leadership looks straightforward until you realise it is full of contradictions. Strong leaders have to bala...

Leaders Need To Protect Themselves

Business is stressful at the best of times. Add a pandemic, war-driven supply shocks, rising energy prices,...

Providing Constructive Feedback

Giving constructive feedback is one of the hardest jobs in leadership, because people rarely hear correction...

How to Hold Staff Accountable

Delegation only works when accountability is clear, active, and owned by the right person. The real leadersh...

How To Master The Art Of The Delegation

Delegation is one of the least understood leadership skills, yet it is one of the fastest ways to build team...

How Not To Be Fazed By Buyer Pushback

br> Q: Why do salespeople struggle when buyers push back? A: Buyer pushback often triggers an emotional re...

How To Get On Better With Your Boss

Q: Why do bosses and team members so often misunderstand each other? A: The issue is often not personality, b...

How Frequently Should You Practice Your Presentations

Q: Why is it hard for most people to improve their presentations? A: Most people don’t give formal presentati...

Objections Required In Sales

br> Why Objections Matter In Sales Q: Why are objections important in sales? A: Salespeople often hope buy...

Peter Jennings - President of Dow Japan and Korea

“this job is really primarily a people job” “if you get the right people, you don’t have to spend a lot of ti...

Which Data For My Presentation

br> Q: How much data is “enough” in a presentation?A: Usually, less than you think. Most presenters don’t...

How To Increase Engagement

This week we will look at getting the team members engaged — and yes, that’s tricky in Japan because what is ...

Handling Post Purchase Mistakes

Even the best laid plans go astray. The sale is done, the money is paid, and you’ve moved on—then delivery go...

Closing

The word “closing” can feel controversial because it sounds like the end of something, when in reality you’re...

Painting a Word Picture of Why They Should Buy Now

The sales cycle is a simple progression to get the client to the point of purchase: establish rapport and tru...

Four Powerful Japanese Mindsets For Sales

Sales is a battle—but not usually a battle with the buyer. The real war is inside your own head: imposter sy...

The Salesperson’s Time, Treasure and Talent

Sales is a rollercoaster. You can have a great month, then hit a wall—clients change their mind, supply chain...

Thanking The Speaker

Presentations have a cadence: promotion, registration, MC opening, speaker delivery, and then the closing th...

What If I Am Not Fluent In English As A Presenter?

Can we be successful as a presenter if we don't connect with our audience? Many presenters believe this sim...