Podcast

Episode #294: Death Of A Project Team

There are no shortage of projects and project teams inside companies. Often, for big projects, various peop...

Episode #40: In The Mood For Sales?

The dark morning gloom of rain clouds, snow drifts or driving sleet can have an impact on our sales mood. We...

Episode #293: Leaders Who Fail To Follow Up, Fail Their Business

Companies spend considerable time and treasure to improve the business. Ideas are generated and projects in...

Episode #39: Prospecting For Golden Clients

Do you have a clear image and understanding of your perfect client? Authors often mention about writing for ...

Episode #292: Coaching Team Members

Coaching has been wildly misinterpreted in Japan. It should be there to motivate and encourage people in th...

Episode #38: Hard Sell Stupidity

“We are going to be in your area next week, would you be available on Tuesday or Thursday?”. “Really? Which...

Episode #291: What Is Your Tone As A Leader

Episode #290: Banish Personal Negativity

The boss is the fountain of positivity for the team, like a fountain of youth of lore and legend. We have t...

Episode #289: Dealing With Really Toxic Staff

Be it big organisations or small organisations, the things nobody wants are rust or termites. Rust in your ...

Episode #37: How To Properly Prepare for Client Meetings

Salespeople are very busy, rushing around finding new clients, developing leads, networking, cold calling, a...

Episode #288: Yep, This Year Will Be Different

The new calendar year is always a time for reflection and goal setting. We get a few days off and can put s...

Episode #36: The Importance Of Consistency In Sales

We all know that consistency is a fundamental requirement if we are going to establish trust with others. W...

Episode #287: Are You An Authentic Leader?

“Never Forget A Customer; Never Let A Customer Forget You” This is an old saying in sales and one we forget...

Episode #35: What To say When You Cold Call

Cold calling is an unheralded intervention into someone's already packed schedule. They are distracted by t...

Episode #286: AI And The Future Workplace

Episode #285: "I'm Not Negative, I'm Realistic". Really?

Japan is a highly risk averse culture, so it is also a workplace with a lot of negativity built into it. Th...

Episode #284: Team Success Is No Accident

What are some things we can do to make sure our teams are operating at a high level. We see plenty of dysfu...

Episode #34: Woeful Contributions From Salespeople

Three woeful contributions from salespeople include "we have this widget", "you should have it?" and "we can...

Episode #283: Japanese Young Grads: "I Want To Start At The Top, Thank You"

One great thing about those fresh out of University in Japan joining the workforce is they are fully primed ...

Episode #33: In Sales When To Start Selling

It always astonishes me that many salespeople have very little sense of proper timing to start selling their...