Podcast

Episode #299: Don't Forget Your Customers

This is an old saying in sales and one we forget at our cost. We might have made the sale and then we keep ...

Episode #170: Jose Gozalbo, Country Head, Maetel Construction Japan

Jose has previously been O&M Senior Sales Manager at Trina Solar, Director of Fotovoltaica de la Mancha,...

Episode #198: Employees Are Number One

There is a great Simon Sinek video floating around about how companies say employees are important, but don’...

Episode #535: We All Need A Clear "Innerview" Of Our Team Team

If one of our goals as a leader is to align our team members goals, aspiration, dreams and desires with thos...

Episode #361: Dealing With Pushback from Buyers

Nobody in sales likes it when buyers pushback and don’t make a purchase decision. There are varying degrees...

Episode #361: Should Presenters Use Eye Contact In Japan?

Japanese culture is pretty specific about making eye contact with people. In ancient times, a commoner might...

Episode #298: Clarify Your Message When Presenting.

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

Episode #169: Rionne McAvoy, CEO, Japan Media Services

Multiple award winning filmmaker and CEO of a video production company based in Tokyo, Japan. A former profe...

Episode #197: How To Do Impromptu Talks

Suddenly you hear your name being called upon and you are being requested to make a few remarks. Uh oh. No...

Episode #534: Dealing With Conflict Within The Team

  Japan is excellent at being two faced. In the West, this has a pejorative air, but in Japan this is ho...

Episode #360: Don't Drown The Buyer In Detail When Selling

If we have done a professional job in selling we will have understood what the buyer is attempting to achiev...

Episode #360: We Are All Brimming With Stories For Our Presentations

It is a mystery why more people don’t bring storytelling into their presentations. Technical subjects may se...

Episode #297: Soft Skills Are The Final Frontier

A number of years ago, I recall reading in Japan’s Spa magazine, the results of a survey they completed of 1...

Episode #168: Johan Gade, CEO Saxo Bank Japan

Saxo Bank is a securities broker started thirty years ago in Denmark and they have been in Japan for 13 year...

Episode #196: Pushing Buyers

Pushy salespeople are very, very annoying. They try to bug you into buying and none of us like it. We may ...

Episode #533: Selling You And Your Firm To Job Candidates

  Hiring in Japan used to typically involve going through an endless amount of resumes and holding caref...

Episode #359: Developing A Personal Following In Sales

For most places in the world, and Japan in particular, when you find a good salesperson, you tend to stick w...

Episode #359: How To Present When The Topic Is Unforgiving

In some professions, there is a lot of media scrutiny on what the speaker is saying. The organisation they r...

Episode #296: Sales Planning

“We don’t plan to fail, we fail to plan”, is an old saw that is still true today. Despite an avalanche of t...

Episode #167: Kyoko Matsuba, General Manager, GE Healthcare Japan Edison Solution and Japan Academic

Matsuba san previously had been General Manager Japan Healthcare IT at GE. Before that she was Director of ...