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Episode #290: Questioning Skills Genius

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

Episode #153: John Kirch, beqom Japan Head

John Kirch, beqom Japan Head Former positions include: Vice President of Sales, Uppsala Security; East Asia ...

Episode #189: Leader Charisma

There is an abundance of definitions on what is charismatic leadership? The definition proffered during a re...

Episode #188: Take A Stand When Presenting

Often we will hear a presentation and receive a lot of information from the presenter, but we are not really...

Episode #289: Handling Audience Incoming Missiles

We have probably all been on the receiving end of it or have been a witness to it. The presentation is compl...

Episode #152: Kentaro Kiso, President, Barclays SecuritiesJapan

Kentaro Kiso, President Barclays Securities Japan previously worked in London for JP Morgan for six years fo...

Episode #187: Real Listening Skills

Sales people are always under pressure to meet their targets. In high pressure situations, this creates cer...

Episode #288: What Is Sontaku?

Sontaku is a Japanese word which means to surmise or conjecture about someone else’s feelings or desires. I...

Episode #151: Hiroaki Mori, President McCann Erikson Japan

Previously, Mr. Mori was COO for TBWA/Hakuhodo China. He is a graduate of Waseda University.

Episode #186: No Robots For Our Leaders

Basically your job is toast. There is a machine or there will soon be a machine that can do it faster, bett...

Episode #130: Karl Hahne, President and Representative Director, Haefele Japan

Karl Hanhe, originally from Germany, has been in Japan over thirty years. He set up his own company here ca...

Episode #287: Be The Expert

“You are who Google says you are” is a quote from Timbo Reid, the host of the “Small Business Big Marketing”...

Episode #150: Matthias Sutter, General Manager, Shangri-La Hotel, Tokyo

Matthias Sutter is the General Manager Shangri-La Tokyo and Representative Director Shangri-La Hotels Japan....

Episode #185: The Brand Won't Save You

My eyes are closing. I am struggling to stay awake. There is something about this presentation that is not...

Episode #286: Impromptu Terror

If you are called upon at an internal meeting with the big bosses, or during an external public event, to su...

Episode #149: Hiroo Murota, Vice President, General Manager, Representative Director of Thermo Fisher Scientific Japan

Hiroo Murota is the Vice President, General Manager, Representative Director of Thermo Fisher Scientific Jap...

Episode #184: Dealing With Price Resistance

Pricing is usually set by the boss and salespeople are just there to get out and sell at that designation. T...

Episode #285: Japan Inc

Episode #148: Leo Keeley, President and CEO Japan B2B Sales

Leo Keeley is the President and CEO of B2B Sales. He has held a number of posts here in Japan, inlcuding Vic...

Episode #183: Don't Tell It Like It Is

You have to tell people how it is or you will lose power and authority. If you swallow what you want to say...