Podcast

Episode #284: Team Success Is No Accident

What are some things we can do to make sure our teams are operating at a high level. We see plenty of dysfu...

Episode #34: Woeful Contributions From Salespeople

Three woeful contributions from salespeople include "we have this widget", "you should have it?" and "we can...

Episode #283: Japanese Young Grads: "I Want To Start At The Top, Thank You"

One great thing about those fresh out of University in Japan joining the workforce is they are fully primed ...

Episode #33: In Sales When To Start Selling

It always astonishes me that many salespeople have very little sense of proper timing to start selling their...

Episode #282: How to Become A Team Builder Extraordinaire

In our organization, we may be asked to create a new division, new section, create a new team around a new p...

Episode #32: Winner Sales Follow Through

The implication of this title is that if you don’t properly follow through on the sale then you are a loser....

Episode #281: Leader Roles We Must Play

LinkedIn posts can throw up some valuable insights and contributions. I am posting everyday, so I aim to be...

Episode #31: Create Your Own Philosophy Of Sales

Like a lot of people, I subscribe to various sites that send you useful information, uplifting quotes etc. T...

Episode #280: Do You Have To Be A Saint When Leading In Japan?

Leadership can be broken up into two main activities. One is making sure that the processes of the operatio...

Episode #30: Sales Rocks, But It Is All Uphill

Sisyphus was banished to Hades for misdeeds in life and spent eternity rolling a large stone to the top of a...

Episode #279: AI Armageddon

Software development went down two paths. One was as a means to better control the employees and the other w...

Episode #29: The 106 Centimeter Cold Caller

Salespeople are world class whiners. They are the most creative group amongst all professions for coming up ...

Episode #278: Modern Leaders Fear Talent In The Ranks

Business today has become vicious. Having a long career in a company is not something that is highly probab...

Episode #277: Leaders Who Don't Know What They Don't Know And Why It Matters

In 1955, psychologists Joseph Luft and Harrington Ingham, in a burst of errant egotism, foisted the words Jo...

Episode #28: Japan New Client Sale's Agonies

Japan is a huge market. This is a wealthy, sophisticated society, with a design sense second to none. People...

Episode #276: What Type Of Leaders Do Followers Want In Japan

Leaders want many things from followers. Results, top line, bottom line, efficiency, cost cutting, loyalty...

Episode #26: Designing Your Sales Conversation Part Two

Having built rapport, leveraged our credibility statement to receive permission to ask questions and having ...

Episode #27: Designing Your Sales Conversation Part Three

With all of this preparation in hand (and it takes about a nanosecond to complete this, once you understand ...

Episode #275: What Type Of Leaders Don't Followers Want In Japan

During a leadership training session here we looked at what the group thought were the traits of ineffective...

Episode #25: Designing Your Sales Conversation Part One

Salespeople who don’t have a framework for their sales conversation with their client, will wind up on the b...