Podcast

Episode #132: Your Efficiency Is A Mirage

The disappearance of Executive Assistants and Secretaries reflects the dominance of the keyboard and a DIY a...

Episode #131: Sales Skills Or Boozing Skills

A LinkedIn post I read recorded how an American sales guy got off the booze and the client entertainment rat...

Episode #130: Be Clear Or Be A Disaster

Most talks and presentations we hear, we cannot recall. Why is that? We were there presumably because we h...

Episode #129: Switching Your Mindset About Putting Things Off

We know we should do that project or piece of work but we resist. We may even be bold and get it into our T...

Episode #128: Defending Your Price

Salespeople don't set the price of what they sell. This is usually an obscure outcome decided by someone el...

Episode #127: How To Work The Room When Presenting

Getting up in front of people is confronting for a lot of speakers. Beady eyes are boring into you, a sea o...

Episode #126: Setting Your Team Up For Success

Beginnings are important in business. It might be the start of a new calendar year, a new financial year or...

Episode #125: Really Sad Questions From Salespeople

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

Episode #124: The Professional's Guide To Presentation Rehearsal

Every performance is better when practiced beforehand and presenting is no different. We don’t do it for a ...

Episode #123: The Details Can Derail You

“The Devil Is In The Detail” saying, reflects ancient wisdom about taking careful notice of small things. T...

Episode #122: How To Cold Call

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

Episode #121: The Hard And Soft Of Presenting

It is so easy to become “Johnny One Note” when presenting. We get locked into a modality of voice and body ...

Episode #120: Get Your Hustle On

Smart people in sales are a problem. They have expansive brains, intellectual curiousity and strategic dept...

Episode #119: When Selling Timing Is Key

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

Episode #118: Three Absolute Fundamentals for Success

Highly knowledgeable people are often at a big disadvantage in business. They have expertise and experience...

Episode #117: How You Can Generate Ideas

How to best tap into the idea potential of our work teams? We know that the success of the organisation wil...

Episode #116: Lawyers Aren't Special. They Need To Sell Their Services Too

Lawyers have spent a lot of time studying to pass their bar exams. When they graduate, they are the white c...

Episode #115: Surprisingly, Smart People Are Often Clueless At Presenting

Japan is an interesting place. So many things here are ultra modern, high tech, totally nuanced and sophist...

Episode #114: HQ Never Understands Japan

One of the dubious delights of running an international business in Japan is dealing with the Mother Ship or...

Episode #113: Consistency In Sales Is Critical

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