Podcast

Why We Need Phase Three Thinking

In business we live in the world of shallow statements of opinion. Imagine there is a topic for discussion...

Sales Service Debacles Are The Boss’s Fault

Generally speaking, we mainly have failures of follow up in B2B sales. The conduct of the sale’s meeting is...

Outlining Your Talk Using The Balloon Brainstorming Technique

A request came to me recently asking me to speak to an audience. So my first question was, “what would you ...

Episode #335: Servicing Your Buyers In Japan

Enterprise killers can include Customer Service. We know that all interfaces with the customer are designed ...

Episode #231: Corinne Southarewsky, COO, AXA Japan

Previously, Corrine was the Chief Distribution and Chief Claims Officer AXA XL APAC Europe and XL Insurance ...

Episode #234: Lure Out Their Objections

Salespeople often hope for straightforward buyers who buy without hesitation. However, reality is rarely so ...

Kokorogamae For Leaders

Kokorogamae is one of those Japanese concepts which are a bit tricky to translate. Kokoro by itself as a w...

Group Selling Is Not For The Faint Hearted

Most of the time in Japan, I attend client meetings alone. This is not how the Japanese do it. The Preside...

Where Do Presentations Go Off The Rails?

You see it. The presenter publicly self-immolates. They might butcher the start, get lost in the weeds of t...

Episode #334: Those Vital Few Seconds When You Start Your Talk In Japan

Don’t let your speaker introduction be a disaster. Usually when we are speaking we are introduced twice. On...

Episode #230: Irina Menshikova, President, Amway Japan Episode

Previously Irina was Amway Russia Chairman of Liquidation Committee, Managing Director Russia, Ukraine and C...

Stop Rushing About

Is speed expensive? Constant hustling can lead to large and small errors of judgment. We get so caught up ...

Holistic Time Management For Leaders

Leaders are now leading invisible people. Their staff are no longer in sight or at best are only visible i...

Sell with Passion

We often hear that people buy on emotion and justify with logic. The strange thing is where is this emotion...

Seven Tips From The First Line Of Presenting

I have the opportunity to give a number of presentations each year. I video them as well, so I can study wh...

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...

Episode #229: Aytekin Yildiz, APAC Cluster CEO Group BEL, President Bel Japan

Aytekin previously was Greater Turkey Cluster General Manager, Turkey Country Manager, CFO Turkey, Sales Con...

Episode #233: Self-Sufficiency When Leading

The beauty, weight loss, fashion, and entertainment industries project fantasies of success, often leaving p...

Killing Rumours And Misconceptions

Staffing is a subject that gets a lot of attention from those within and without the organisation. Those ou...

Episode #333: Real World Leadership

Change is hard to create anywhere in the world. Getting things to change in Japan also has its own set of ch...