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Episode #227: Salespeople Need to Have Self-Awareness
Listen well enough to the client’s needs. They miss the key cues, misunderstand the problem, can’t override...
Episode #92: Simon Wallington, Managing Director, Cornes and Company
Simon Wallington is the Managing Director of Insurance for Cornes in Japan. Cornes and Company was establish...
Episode #126: Hustle
We need “good hustle” from our salespeople. Not “hustle” in the sense of tricking clients into arrangements...
Episode #453: How To Master The Art of The Delegation
This week we will look at becoming a master of delegation. Delegation is a mystery for many leaders. They...
Episode #279: Painting a Word Picture Of Why They Should Buy Now
The sales cycle is a simple progression to get the client to the point of purchase. We have established rap...
Episode #279: Inspiring People To Embrace Change
Today we are going to look at inspiring people to embrace change. Not grumbling and finally accepting change....
Episode #226: Why Do We Have To Put Up With Substandard Presentations
This global company is a household name in Japan. They have spent a fortune getting the brand name known he...
Episode #91: Derek Young, President, Japan Fidelity International
Originally from the United States, Derek Young is the President of Fidelity Japan for the last 3 years. Fide...
Episode #125: Pour On Your Evidence When Presenting
Evidence is good and lot of evidence can be even better, depending on how we present it. Blasting our audie...
Episode #452: How To Increase Engagement
This week we will look at getting the team members engaged. Now this is a tricky subject in Japan because ...
Episode #278: Four Powerful Japanese Mindsets For Sales
Sales is a battle. Not a battle with the buyer, although sometimes it feels like that when they won’t purch...
Episode #278: Motivating Others To Action
Today we are going to look at motivating others to action. Actually, this is a devilishly difficult task. Get...
Episode #225: Leaders Need To Provide Visionary Leadership
If we want to influence others with our visionary leadership, then we have to start with ourselves and clari...
Episode #90: Hideyuki Takahashi, Chairman, State Street Corporation
Hideyuki Takahashi is the Chairman of State Street Japan, an American financial services and bank holding co...
Episode #124: Sales Followup Essentials
Proper follow through after the sale is critical. The difficulty of gaining a sale is hard enough, but the r...
Episode #451: The Leader's Time, Talent and Treasure
Meetings, email, social media, reporting, coaching, planning, performance reviews, firefighting, supervising...
Episode #277: The Salesperson's Time, Treasure and Talent
Sales is such a rollercoaster. You have a good month or a good quarter then you hit a wall. Clients change...
Episode #277: The Presenter’s Time, Talent and Treasure
So how have your New Year resolutions been unfolding? Change is tough, as is forming new habits by adding in...
Episode #224: Audit Our Salespeople Expectations
We hire people and they don’t perform as we expected. The time passes and the numbers are not rolling in. ...
Episode #89: Mats Lindstrom, President, Ducati Japan
Originally from Sweden, Mats Lindstrom is the President of Ducati Japan, an Italian automobile company and s...
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