Podcast

Episode #516: Getting To Inclusion Through Improved Communication Skills

  Given the significant value that diversity, equity, and inclusion (DEI) delivers to businesses today, ...

Episode #342: Don't Be In Awe Of the Buyer When Selling

Listening to a young salesperson in his first sale’s role talking about being nervous to present to a high p...

Episode #342: Speak Louder When Presenting

There were three experts on the panel for this luncheon event. One man and two women. They were using micro...

Episode #287: Be The Expert

“You are who Google says you are” is a quote from Timbo Reid, the host of the “Small Business Big Marketing”...

Episode #150: Matthias Sutter, General Manager, Shangri-La Hotel, Tokyo

Matthias Sutter is the General Manager Shangri-La Tokyo and Representative Director Shangri-La Hotels Japan....

Episode #185: The Brand Won't Save You

My eyes are closing. I am struggling to stay awake. There is something about this presentation that is not...

Episode #515: How To Get To Inclusion Even When People Disagree With You

Prime Minister Fumio Kishida made the following comment on diversity in Japan, “My mission is to create a so...

Episode #341: Haggling Over The Sales Price In Japan

In Japan we don’t have the custom of haggling when we go to shop. The price is the price is the price, in t...

Episode #341: Presenting To Data Vampire Audiences In Japan

When I exchange business cards in Japan, I select from the one designed for a Western audience and another fo...

Episode #286: Impromptu Terror

If you are called upon at an internal meeting with the big bosses, or during an external public event, to su...

Episode #149: Hiroo Murota, Vice President, General Manager, Representative Director of Thermo Fisher Scientific Japan

Hiroo Murota is the Vice President, General Manager, Representative Director of Thermo Fisher Scientific Jap...

Episode #184: Dealing With Price Resistance

Pricing is usually set by the boss and salespeople are just there to get out and sell at that designation. T...

Episode #514: Inclusion, Conflict and Diversity In Japan

  Like a disease, internal friction erodes our organisations and is especially difficult for leaders who...

Episode #340: How To Do Sales Role Play Practice

Role play is one of the keys to improving in sales. We are in a psychologically safe environment where we c...

Episode #340: What To Do When Disaster Hits Just Before Your Presentation

I was reading a post on LinkedIn by an American lady, who spilt coffee over her blouse, just moments before s...

Episode #285: Japan Inc

“What anchors their behavior is the salaryman’s desire to protect himself – no one wants to put their positi...

Episode #148: Leo Keeley, President and CEO Japan B2B Sales

Leo Keeley is the President and CEO of B2B Sales. He has held a number of posts here in Japan, inlcuding Vic...

Episode #183: Don't Tell It Like It Is

You have to tell people how it is or you will lose power and authority. If you swallow what you want to say...

Episode #513: Getting To Inclusion

Diversity, Equity and Inclusion has become an important topic in Japan and the trigger to getting to diversi...

Episode #339: Prediction Ability In The Sales Call

Salespeople are constantly talking to clients, but if you think about it, clients don’t have that many conve...