Podcast

Episode #237: Never Stop Selling In Japan

Salespeople leave money on the table. The sales process doesn’t end with a signed agreement; delivery is the...

The Slings And Arrows Of Outrageous Fortune Running A Virtual Team

  Japan has some set pieces around leadership. The Middle Manager boss sits at the head of an array of desks...

Fantasies, Folly, Mirages and Other Illusions of Salespeople

“I like talking with people, so I want to be in sales” is a terrifying conversation to have with one of your...

“Many People Say” And Other Strategies For Dealing With Pushback

Donald Trump has made this technique of “many people say….” famous for dealing with opposing views. This is...

Episode #337: Don't Freak Out During The Q&A In Japan

Q&A can destroy your personal brand. Creating and delivering the presentation sees you in 100% total con...

Episode #233: Hartmut Pannen, CEO of KK Irisu

Previously Hartmut was a Partner at Bizits Partners, Senior Consultant at z-anshin, Managing Director at TRU...

Episode #236: Developing Women For Leadership In Japan

Japan discriminates against women in business. Former Prime Minister Abe’s modest targets for increasing fem...

How To Have Executive Presence In Japan

Clients sometimes ask us to help their Japanese executives have more “presence”. This is rather a vague co...

Sell With Passion In Japan

We often hear that people buy on emotion and justify with logic. The strange thing is where is this emotion...

How To Sell Your Presentation To Pull An Audience

Whether we asking to give a talk or asked to present, we need an audience. The onus is on the meeting hosts...

Episode #336: Team Glue Insights In Japan

Staff can be a nightmare. Teams are composed of the most difficult material ever created - people. That requ...

Episode #232: Koji Endo, Chairman Kai Group

Koji Endo's approach to leadership in Japan offers valuable insights into navigating the complexities of run...

Episode #235: Being Conversational In Japan

Presenters get this wrong. Avoid creating a barrier between yourself and the audience. Presenters are often ...

Why We Need Phase Three Thinking

In business we live in the world of shallow statements of opinion. Imagine there is a topic for discussion...

Sales Service Debacles Are The Boss’s Fault

Generally speaking, we mainly have failures of follow up in B2B sales. The conduct of the sale’s meeting is...

Outlining Your Talk Using The Balloon Brainstorming Technique

A request came to me recently asking me to speak to an audience. So my first question was, “what would you ...

Episode #335: Servicing Your Buyers In Japan

Enterprise killers can include Customer Service. We know that all interfaces with the customer are designed ...

Episode #231: Corinne Southarewsky, COO, AXA Japan

Previously, Corrine was the Chief Distribution and Chief Claims Officer AXA XL APAC Europe and XL Insurance ...

Episode #234: Lure Out Their Objections

Salespeople often hope for straightforward buyers who buy without hesitation. However, reality is rarely so ...

Kokorogamae For Leaders

Kokorogamae is one of those Japanese concepts which are a bit tricky to translate. Kokoro by itself as a w...