Podcast

Episode #304: Preparing For Selling During A Recession

“Out of the frying pan into the fire”, seems to be an appropriate descriptor for where we are now. We have ...

Episode #304: The First Five Minutes Of Your Presentation

How do we want to be perceived when we give our talk? What constitutes the personal and professional brand w...

Episode #250: Two Dimensions Needed When Presenting

When you hear an excellent presentation, it is easy to be well satisfied. When you are giving such a presen...

Episode #116: Ernie Higa, President & CEO, Higa Industries

Ernest (Ernie) Higa shares his extensive leadership and entrepreneurial experience starting from his mid-20s...

Episode #149: Memorising Presentations

How should we reproduce the content we have designed for our talk? Do we have to remember it exactly, memor...

Episode #477: Leadership's Necessary Cocktail of Strategy, Culture and Brand

Leadership encompasses many required skills and mind sets and it is always interesting to dissect the topic ...

Episode #303: The Final Five Of Your Sales Call

A miraculous thing often happens when I am meeting clients for the first time. We have had our meeting, I a...

Episode #303: That Key Last Five Minutes Of Your Presentation

Recency is a simple concept to understand. It basically means that we are all simple beings and we tend to ...

Episode #249: Stickability Needed

Japanese language has lots of insightful sayings and “mikka bozu” or only lasting as a priest for three days...

Episode #115: Dieter Haberl, President & CEO, Furla Japan

Originally from Austria, Mr. Dieter Haberl has a wide array of experiences, the most recent being the Presid...

Episode #148: To Start Or Not Start Selling

It always astonishes me that many salespeople have very little sense of proper timing to start selling their...

Episode #476: The Leader Who Loses Their Integrity

All guns blazing the new leader hits the ground running. They are the new broom, sweeping all the detritus ...

Episode #302: Clients Forget The Price

Have you ever paid for something that you found was very good and which you used for many years. You will h...

Episode #302: Making The Presentation Yours

It seems logical that any presentation we are giving is ours. Well, that is sort of correct, but what I am t...

Episode #248: Ask Don't tell

In the West, we have all been trained in consultative selling for many decades. The buyers are used to sales...

Episode #114: Masatsugu Shimono, ex-senior Vice President, IBM Japan

Masatsugu Shimono is the former Senior Vice President at IBM Japan. Mr. Shimono has a longstanding career of...

Episode #147: Good Idea Finding

We find it frustrating when we have good ideas or suggestions but all we receive is rejection or even worse ...

Episode #475: Who Do You Talk To, When You Are The Leader?

Covid-19 cases are skyrocketing every day. Just when you thought we might be getting somewhere, the latest ...

Episode #301: Why Does Everything Take So Long In Business In Japan?

“In our business, at our size, we have to be the speedboat, we cannot be the oil tanker”, is a key mantra fo...

Episode #301: Should I Copy The Style of Japanese Presentations When Doing Business In Japan?

I get this question quite often: “should I follow the logic of ‘when in Rome, do as the Romans do’ with regar...