Podcast

Episode #330: SPIN Selling's Implication Genius

If you are a student of sales, then you will know all about SPIN Selling developed by Neil Rackham, based on...

Episode #330: How Well Do You Prepare For The Q&A When Presenting?

The beauty of being the presenter is that for the majority of the time we are dominant, the lord or mistress ...

Episode #275: Pour On The Value

In the profession of sales, “We Don’t Have Any Budget” is one of the most widespread pushbacks from buyers ...

Episode #138: Marco Breitfeld, Representative Director and Head of Shared Services Draeger Japan

Marco Breitfeld, Representative Director and Head of Shared Services Draeger Japan, started working in Japa...

Episode #174: Get REAL When Leading

We love acronyms! Our workplaces are thriving with them such that we can hold extended conversations compos...

Episode #503: How To Protect Yourself Against Home Invasions In Japan

What would you do if a parcel delivery staff and three confederates suddenly pushed past you and overpowered...

Episode #329: Can ChatGDP Deliver The Perfect Sales Pitch?

In many sales organisations, sales scripts are a way of harmonising the messaging as well as getting newbies...

Episode #329: Can I Leave My Presentation Preparation To ChatGDP?

Episode #274: Speaking Chances Are The Game Changer

A businessman reached out to me after attending my speech on “The Seven Deadly Fails Of Selling In Japan”, w...

Episode #137: Joachim Rohe, Country Director CPKelco Japan APs

In 1995 Joachim was working as a Manager in Tokyo for BASF, eventually becoming the President and Representa...

Episode #173: Learning From Experts

When you see someone do a very good presentation, your faith in humanity is restored. There are so many poo...

Episode #502: How Much Should We Divulge As The Leader

There are lots of secrets for leaders. They attend the executive meetings, the off-sites, the briefings fro...

Episode #328: We All Need Our Evidence Bit In Sales

We have found the prospect. It might have been through desk research then a cold call or a chance business ...

Episode #328: Avoiding The Single Dimension In Persuasion

I am constantly amazed at the lack of thinking about seizing opportunities for storytelling to be more persua...

Episode #273: The Relaxing Leader

In 2017 METI (Ministry of Economy, Trade and industry), and the peak industry bodies the Keidanren (Japan Bu...

Episode #136: William Boesen, President East Asiatic Company Japan

William Boesen is the President of the East Asiatic Company Japan. Originally from Denmark and like me, mar...

Episode #172: Avoid Toxic Sales Environment

Bullying, humiliation, ridiculous targets, rubbish goods, stress, shame – a toxic cocktail often suffered in...

Episode #501: Remembering Bill Oncken And Who's Got The Monkey

I received a leave application request on a Saturday from one of my staff. It reminded me that we had missed...

Episode #327: Do You Need To Speak Japanese To Sell In Japan?

There are many non-Japanese speaking business people doing deals with Japanese companies. They may be flyin...

Episode #272: Kokorogamae and Selling In Japan

Intention in life is key. Are we living an intentional life or are we a buffeted bystander of what is happe...