TV Show

Episode #248: Ask Don't Tell

In the West, we have all been trained in consultative selling for many decades. The buyers are used to sales...

Episode #114: Masatsugu Shimono, ex-senior Vice President, IBM Japan

Episode #147: Good Idea Finding

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

Episode #247: Develop Persuasion Power

Being persuasive is not down to luck or accident, it is the result of good planning and execution. This is ...

Episode #113: Philippe Jardin, Country Manager, Pierre Fabre, Japan

Episode #146: Passions Speaks Volumes

Formulistic presentations tick the boxes, but don’t ignite much enthusiasm in the audience. The things that...

Episode #246: Where are We Going

New Financial Years, new calendar years, new starts or not? We religiously muscle up and set our resolution...

Episode #112: Hans Werner Burg, Representative Director, Leschaco KK, Japan

Episode #145: What Do You Care About In Sales

I am a buyer too and am constantly amazed by what some people get up to. They are playing that pathetic, fai...

Episode #245: We Buy Benefits Not Features

Japan loves data and detail. All good, but it can be a trap when you are here trying to make sales in Japan...

Episode #111: Scott Smalley, Managing Director, Solutions, Japan, DSV

Episode #144: Youth Society Challenges In Japan's Workforce

Sakaiya Taichi, well known author and futurist, made an interesting observation about the current trend of ...

Episode #244: You Don't Need To sell From Stage

The organisers of public presentations are usually not very happy for the presenter to start flogging their ...

Episode #110: Per Rasmussen, President and Representative Director for Millet Mountain Group, Japan

REVIVAL: Episode #17: Three Important Things To Focus On In Sales

REVIVAL Episode #100: The Power Of Passion When Speaking

Episode #109: Doug Hymas, Japan Country Executive for the Bank of New York Mellon Group

Episode #143: Tonal Variety Is A Must For Presenters

It is so easy to become “Johnny One Note” when presenting. We get locked into a modality of voice and body ...

Episode #243: Business Saboteurs

It sounds quite obvious not to hire people who are dangerous. The problem is people can have a nice resume,...

Episode #108: Mitch Kristofferson, Director, Customer Success, UpClear