Podcast

Episode #496: Diversity, Equity & Inclusion Realties In Japan

Fads are a constant in business. Consultants have a field day. They rush around providing companies with id...

Episode #322: No Cushion, No Sale In Japan

A cushion, in the sales world, isn’t that thing you bite into with frustration when your old client buys fro...

Episode #267: Leaders Must Listen More

Dynamic, powerful, driven, single-minded leaders get stuff done. They are resourceful, disciplined, patient...

Episode #322: TED's Advice On Presenting

Chris Anderson is a curator for TED talks and so far there have been a billion views of TED talks since they ...

Episode #131: Amane Nakashima, Chairman Kewpie Corporation

Mr. Amane Nakashima is the Chairman of Kewpie Corporation, the manufacture of Kewpie mayonnaise, one of the ...

Episode #166: Get Your Sales Pacing Right

Time is of the essence. Patience is a virtue. Worthy aims but sometimes we mix these aspirations up in sal...

Episode #321: Understanding Features And Benefits In Sales

Most salespeople are very good on the detail of their solutions. The more technical the solution, in order ...

Episode #495: The 12 Commitments Method

Shaun Tomson was a famous South African world champion surfer and the recent guest on Tim Reid’s podcast Sma...

Episode #321: Selling Yourself When Presenting

In the sales world, it is well known that as buyers the first purchase we make is the salesperson serving us....

Episode #266: Selling In Japan Is Different

This is a pretty big subject, so I will pick up a few of the more noteworthy differences. In the West, sale...

Best Of The Best Encore: Episode #131: Never Start With An Apology

Beginning your talk in Japan with a series of apologies is standard practice. First apologise for speaking ...

Episode #494: The Japanese Don't Take Enough Leave And That Is Bad

Every month, I check the leave balance for my staff and am always unhappy with the numbers. The team can ac...

Episode #320: Over-Servicing Japanese Buyers

A very common complaint from foreign bosses here in Japan is that their sales staff are over-servicing the J...

Episode #320: Should I Go High Tech With My Presentation

I attended an online presentation recently and the presenter was from one of the HUGE social media companies ...

Episode #130: Karl Hahne, President and Representative Director, Haefele Japan

Karl Hanhe, originally from Germany, has been in Japan over thirty years. He set up his own company here ca...

Episode #165: Leader Ageism

Sport is a popular source of inspiration for corporate leadership. Coaches attend off-sites and make good m...

Episode #493: The Seasons Of Leadership

When we first start out in business we are ninja boss watchers, studying our leaders with a level of forensi...

Episode #319: Steve Jobs And The Death Of The Salesperson

Proprietary research findings, industry experience, thick product catalogues, detailed flyers were the curre...

Episode #319: Low Persuasion Power Negatively Affects The Team

“Urgent – we need help” is the type of text message you love as a training company. It means the “why now?”,...

Episode #265: Where Should The Formality Line Be When Presenting

Sometimes we read that when we are presenting it should be just like a conversation with your friend. The i...