Podcast

Episode #162 Selling Yourself Before You Meet The Client

I have been recruiting new staff over these last few months. One of the younger candidates breezily told me...

Episode #400: Leading in the Era of Pandemics

The WHO team investigating the origins of the Covid-19 pandemic in Wuhan came up empty. A lot of fairy flos...

Episode #217: How Much Should You Brag About Yourself When Presenting

Bruce Springsteen’s song Glory Days lyric, “Boring stories of Glory days yeah, they’ll pass you by” pops into...

Episode #99: Leaders, How To Get Your Act Together

Here is a simple question – are you only working on the highest value items, that only you can do? Some thi...

Episode #161: How To Sell To A Buying Team

Selling to companies in Japan usually means sitting in a meeting room with a single buyer or perhaps two peo...

Episode #399: To SER With Love

In the movie “To Sir, With Love”, Sidney Poitier was brilliant in the role of a black teacher in a tough Lon...

Episode #216: Facilitation Skills For Presenters

In the public arena most presentations follow a set formula. I speak, I stop, you ask me questions and then I...

Episode #98: Stop Being Hopeless In Client Meetings

In this modern day and age a salesperson just swanning into a meeting and asking the client really basic inf...

Episode #160: Nine Major Mistakes By Japanese Salespeople

We see Japan as a modern, high tech country very advanced in so many sectors. Sales is not one of them. Co...

Episode #398: The Year Two Covid Danger Zone For Leaders

Covid-19 popped up out of nowhere in January 2020 and we began following the news reports about this mysteri...

Episode #215: What Is Enjoyable About Public Speaking?

For many people it may seem we are getting into oxymoron territory here. “Public speaking…enjoyable? You mu...

Episode #97 Technical Presenters Biggest Mistakes

Technical experts are rarely expert presenters. Why is that? They are smart, well educated, highly knowled...

Episode #159: My Clients Never Call Me Back

Today in business, reaching anyone by telephone is nothing less than a miracle. Japan is particularly good ...

Episode #397: Four Superheroes of Coaching for Leaders

We have seen Hollywood pumping out comic heroes as movie franchises to get the money flowing into the studio...

Episode #214: Simutaneously Dealing With All Four Audience Types When Presenting

Experts, pseudo experts, amateurs, believers, sceptics, supporters, enemies make up that sea of faces in fron...

Episode #158: The One Minute Pitch

If you have been following me for a while, you know how down I am on pitching. This is the standard modus o...

Episode #96 Ignore Your Business School Advice

Academic studies of business are important sources of case studies, theories and new research. All great st...

Episode #396: Working Through Others Who Are Not Working

The chain of command is a well established military leadership given. I have three stripes, you have none, ...

Episode #213: You Need More Kiai In Your Presentation Delivery

In our High Impact Presentations (HIP) course, we do a number of presentations over two days of training. Wh...

Episode #157: Add Some BANTER To Your Next Sales Call

I am a permanent student of sales. I study the books and tapes from the greats – J. Douglas Edwards, Charli...