Podcast

Episode #273: The Sales Questioning Model

Do you have a sales questioning model? Is there a journey you want the buyer to complete? Do you have quest...

Episode #273: Persuasion Power Eats Everything For Breakfast

Persuasion Power Eats Everything For Breakfast Intuitively, we know that people who can command an audience,...

Episode #220: Monotone Mania

Speakers are under assault. Mobile phones tempt audiences to escape us to the internet and before you now i...

Episode #85: Yasunori Takeuchi, Advisor & ex-CEO, Standard Chartered Bank Japan

After graduating with a Bachelor’s Degree in Law from the University of Tokyo, Yasunori Takeuchi began his c...

Episode #119: Explaining Complex Subjects

Complex subjects are usually presented by technical experts. It is rare to find one done well though. How ...

Episode #446: Rule By Fear Or By Motivation in 2022

For a big chunk of my working life, I have been ruled by fear by my bosses. With the value of hindsight and...

Episode #272: Shoshin - The Beginner's Mind

The word shoshin or beginner’s mind in Japanese is a great metaphor for the world of sales. When we start s...

Episode #272: Predictable Results for Presenters In 2022

The prediction business is always fun. We nominate our plans so that God can laugh, according to the old Yid...

Episode #219: Yes Boss, Whatever You Say

As leaders in Japan, one of our biggest fears is ignorance. We may come up with a genius idea that is actua...

Episode #84: Tomo Hasegawa, President, Japan at Medline Industries, Inc.

Tomo Hasegawa is a second-generation Japanese-American with extensive leadership experience in the global me...

Episode #118: Be Certain In Sales

No one wants to be sold, but we love to buy. The difference between these two approaches comes down to the...

Episode #445: The Clever Leader's New Year Resolutions

It is an irony that in the most technologically advanced era, the human dimension is so much more critical to...

Episode #271: The Smart Salesperson's Secret New Year's Resolution

In 2022, let’s all commit to asking more intelligent questions of buyers. For those who don’t ask questions...

Episode #271: The Persuasive Presenter’s New Year Resolution

What is our presenter vision for 2022? If it has any element of success involved (and it would be a pretty r...

Episode #218: Build Your Sales Bridges

The sales process is a process with different phases and stages. The skilled salesperson knows how to navig...

Episode #83: Georg Loeer, NRW.Global Business Japan Representative (President & Representative Director at NRW Japan K.K., Tokyo)

Born in Tokyo while his father was serving as a German diplomat, Georg Loeer spent his first five years in J...

Episode #117: My Motivation Isn't The Boss's Job

Motivation is simple. It comes from within. If you don’t believe me, try yelling to your staff member “be ...

Episode #444: The Planning Process

We have all heard that old saw we “don’t plan to fail, we fail to plan” and we go back to our work, somehow ...

Episode #270: The Buyer's Gap

Clients don’t need to do anything. We discover this unfortunate fact very quickly in sales. We also discov...

Episode #270: Designing The Closes

Let’s look at the designing the closes. Notice this is plural, not singular. There are two closes required w...