Podcast

Episode #7: Selling Ain't Telling

He slid effortlessly into the chair and before I knew it, he had popped open the oyster shell of his laptop ...

Episode #91: Presentation Practice Frequency

The usual frequency for most people for giving formal presentations is once in a blue moon. In other words,...

Episode #254: How To Brainstorm In Japan

Japan can only copy! This once upon a time was what we heard about Japanese innovation. It was used dispara...

Episode #6: Principled Salespeople Win

In 1936 an unknown author, despite many frustrating years of writing drafts and receiving publisher rejectio...

Episode #90: How To Get Self-Belief As A Presenter When You Don't Have Any

We don’t get the chance to do so many public presentations in business, so it becomes a hard skill set to bu...

Episode #253: Bosses Need To Celebrate Wins In Business

Engaged employees are self-motivated. The self-motivated are inspired. Inspired staff grow your business but...

Episode #5: Credibility Counts for Everything In Sales

Salespeople are carrying around a lot of baggage with them when they visit clients. The smooth talking, dodg...

Episode #252: Execute On My Shiny Idea, Now!

A genius idea springs into your head and off you go to share it with your staff member. Well share isn’t qu...

Episode #4: Sales Certainty

The hardest sales job in the world is selling something you don’t believe in yourself. The acid test is woul...

Episode #251: Ownership Versus Dictatorship In Leadership

Leading people can be easy, if you want to be a total dictator and just order everyone around. The way of do...

Episode #250: Leading Your External Partners In Japan

For many companies it makes no sense to fund their own sales force in Japan. The money, expertise and time ...

Episode #249: The Focused And Disciplined Boss

Intellectually, we all know what we should be doing and how we should be doing it, but that isn’t how things...

Episode #248: Leader EQ in Short Supply

Intellectually we get it. We know that what we think influences what we feel about something in our business...

Episode #3: You Can't Cold Call In Japan. Really?

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

Episode #2: How To Be Likeable And Trustworthy In Sales

It has always been astonishing to me how hopeless some salespeople are in Japan. Over the last 20 years, I h...

Episode #247: Soft Versus Hard In Leadership

I was invited to speak about Japan at an HR Forum in Taipei recently. The audience was made up of very senio...

Episode #1: Salespeople Need To Care

Do you subscribe to various sites that send you useful information, uplifting quotes etc? The following mors...

Episode #246: Bruce Lee Nailed This Leadership Flaw

I am a big Bruce Lee fan, but I never thought of him as a purveyor of leadership wisdom. Lot’s of interestin...

Episode #245: Japan's Galapagos Syndrome Still Alive And Well

The description of Japan, as similar to the remote islands of Galapagos off the South American coastline is ...

Episode #89: How To Rehearse Your Presentation

We have planned our talk, all we need do now is deliver it. We have designed it, starting with the key punc...