Podcast

Episode #191: The Cold Calling Zoom Salesperson- Part One

Cold calling is always a subject of great debate and interest. I have been doing podcasts for the last seve...

Episode #35: Principled Sales

Here are four principles for helping us all to become better with our clients. 1. Become genuinely inte...

Episode #1: Yasuaki Mori, Ex-CEO of Infineon Technologies Japan

Yasuaki Mori is a European, Asia and North American technology growth executive in the disruptive mobility, ...

Episode #136: The Influencer's Secret Playbook

Don’t think of a pink elephant. Did you think of one when you read that sentence? It shows how easily we c...

Episode #190: The Ubiquitous Meishi Exchange And Event Networking - Are They Now Dead?

As the President of my company in Japan, it is almost impossible for me to cold call Japanese companies. If...

Episode #34: Power Up Your Introverts

Your team’s introverts never fight for the brainstorming blue marker pen. They leave it to the extroverts t...

Episode #189: Presenting Your Sales Materials Remotely

Sitting in that tight, too cosy meeting room, opposite a throng of buyers, is now a figment of our fevered s...

Episode #33: Hints For Women Presenters

The presentations world is still a male bastion in Nippon. Here are some tips and what I have seen work well...

Episode #135: Getting To Great Ideas

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

Episode #188: Covid-19 Triggers Tougher Negotiations Part 2

In Part One we looked at some of the key basics in negotiating: 1. Our Position 2. The Client’s Position 3....

Episode #32: Tell Or Sell

Uh oh! Powerpoint slide after powerpoint slide bombarded me with detailed data, specs, diagrams and text inf...

Episode #134: Pushy Or Prescient

Pushy salespeople are very, very annoying. They try to bug you into buying and we really don’t like it. We...

Episode #187: Covid-19 Triggers Tougher Negotiations Part One

Clients who are now suffering will shortly make you suffer too. They will be much more price sensitive and ...

Episode #31: Be A Gold Medal Listener

There is a tremendous amount of noise buzzing around in the world of business today. The noisiest portion i...

Episode #133: Know Your Target

I was at a speech recently, given by a very prominent person, an extremely experienced speaker, to a very p...

Episode #186: Salespeople Should Start Preparing For V-J Day

At what point will things get back to some semblance of normality? It is a bit like trying to pick the bott...

Episode #30: Ending Speeches With Aplomb

It is rare to see a presentation completed well, be it inside the organisation, to the client or to a larger...

Episode #132: Your Efficiency Is A Mirage

The disappearance of Executive Assistants and Secretaries reflects the dominance of the keyboard and a DIY a...

Episode #185: Covid-19 Or Not, You Still Have To Master Client Objections

Client hesitation or objections to buying from us are indicators we have failed in some keys areas in our pr...

Episode #29: Four Principles For Principle Driven Sales

In 1936 an unknown author, despite many frustrating years of writing and receiving rejections, finally manag...