Podcast

Episode #346: Hire People Smarter Than You And Trust Their Judgement

Allan Smith: Ex-CEO of RGA Japan Generally speaking, compared to other nationalities, they are a bit more r...

Episode #115: Selling Yourself First

Selling yourself first can have two dimensions. One is selling yourself on the product or service, so that ...

Episode #49 How To Keep Departure Damage To A Minimum

The classic brutalist image of a departure from the firm is from the finance industry. The departee is hande...

Episode #169: Small Target Tactics For Hostile Audiences

Presenting isn’t always adoration, adulation, regard and agreement. Sometimes, we have to go into hostile t...

Episode #345: You Have Not Come Here To Be Comfortable As A Leader

Nikhil Gutpe The standard dress code is much more formal in Japan than many other countries, even including...

Episode #114: Lying Salespeople

Riffraff inhabit all corners of the business world, but the sales profession suffers more than many others. ...

Episode #48 Key Things Not To Do When Negotiating

We rarely meet super pro negotiators in business. Often the other side are just like us, rank amateurs. B...

Episode #168: Dress For Success When Presenting

How should we dress when presenting and does it actually matter? It matters - particularly in Japan. Japan...

Episode #113: Client Need Clarity

Do we have a clear understanding of what the client’s needs are? These can vary beyond the obvious of incre...

Episode #167: Using Micro Stories When Presenting

Storytelling is one of those things that we all know about, but where we could do a much better job of utili...

Episode #344: Five Generations Of Leadership Learning In Japan-Seiichiro Asakawa

Seiichiro Asakawa As a leader, I learned to not compete on things I did not have expertise in. I had a fina...

Episode #343: Be An Authentic, Vulnerable Leader To Draw People To You

Paul Hardisty Once you walk the talk over a given period of time as a leader, you gain trust, and then peop...

Episode #166: 2020 Here We Go - Let's Build Our Personal Brand As A Presenter

The New Year’s resolutions concept is ridiculous, but only because we are weak, lazy, inconsistent and lacki...

Episode #111: Join The Conversation Going On In Your Prospect's Mind

We have all had the experience of talking at cross purposes with someone. We are both having a conversation...

Episode #342: The 2020 Leader

Are you a perfect leader? If you are, bully for you. For the rest of us we continue on the journey. As th...

Episode #165: Reflecting On Your Past Presentations

As the calendar year slowly winds down, now is a good time to review and reflect upon the presentations you ...

Episode #112: Never Forget A Customer; Never Let A Customer Forget You

This is an old saying in sales and one we forget at our cost. We might have made the sale and then we keep ...

Episode #164: Leading An Intentional Presenter Life In 2020

Are we going slowly glide in 2020 carrying all the bad habits and bad baggage from everything we have though...

Episode #109: Forensic Sales Questioning Skills

The idea of asking questions of buyers during sales calls is actually ancient. For at least eighty years, w...

Episode #110: The Successful Salesman and Saleswoman Has A Plan

“We don’t plan to fail, we fail to plan”, is an old saw that is still true today. Despite an avalanche of t...