Podcast

Episode #130: The Presenting Persona

Be authentic, be yourself, be conversational - all good advice, except the presenter does have a distinct ro...

Episode #79: Educate Yourself In Sales

There are almost no sales courses at Universities. Maybe, in the USA somewhere, a University is offering so...

Episode #5 You Can't Cold Call In Japan. Really?

The pressure for increasing results is not constant. It is just keeps surging “higher, faster, further”. The...

Episode #78: Where You Sit Determines How You Buy In Japan

Every role in a company has its own priorities, perspectives and functions. When we are selling to individua...

Episode #4 Motivational Leadership Part Two

Sales guru Zig Ziglar had a great saying, “If you can help enough people get what they want in this life, yo...

Episode #77: Selling To Buying Teams

In Japan it is rare to be selling to one person. Even if we only meet one person, there will be others who ...

Episode #3 Motivational Leadership Part One

As leaders, how well do we know the hopes, fears, dreams and situations of our team? In the old model, the ...

Episode #76: No Sale's Questions Please, We Are Japanese

I was visiting the office of one of my multinational corporate clients and we were talking about the issues ...

Episode #2 How To Work Well With Difficult People

People skills are really one of the key basics of leadership. Fortunately, leading is easy. Getting others...

Episode #75: Totally Ineffective Sales

The phone rings and a magazine wants to interview me for a series where they feature companies located in su...

Episode #1: Not Meeting The Leadership Challenge Is Quietly Killing Us

Careers are cut off at the knees and businesses destroyed when people problems are allowed to fester. Getti...

Episode #74: Do Your Homework When Selling

I take the phone call and I noted they were asking for me in particular, rather than to speak to the boss. T...

Episode #129: Dealing With Feedback When Presenting

We can receive feedback in the rehearsal stage and after the actual presentation itself. Both can be very d...

Episode #73: Sell The Sizzle Not The Steak

I recently saw a documentary sponsored by Salesforce called The Story of Sales. There were 8 chapters in thi...

Episode #128: How To Prepare With Your Coach For Your Big Speech

There is a major event looming on your schedule and as President, you will be expected to deliver the keynot...

Episode #72: Business Contracts In Japan Aren't Worth The Paper They Are Written On

A friend of my mine has started his own consulting business recently and does Facebook Live updates to his g...

Episode #127: Designing Your Presentation On The Head Of A Pin

The head of a pin isn’t much real estate is it. The metaphor for presenting is to have pin point accuracy a...

Episode #71: The Most Difficult Part Of Business? People!

Cash flow, market movements, competitor pricing, buyer budgets, seasonality, etc., there are many things whi...

Episode #126: Presentation Visuals Mastery Part Seven

We continue with part seven concluding session of Presentation Visuals Mastery. Last week we talked about w...

Episode #70: Handling Sales Meltdowns

Sales is a tough gig. Sometimes the whole sale's meeting turns out to be a disaster. I had one of those toda...