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Episode #142: Lawyers As Salespeople

The legal profession is one of the last holdouts, still clinging to the misguided belief that being smart eq...

Episode #242: The Stress of Sales

When we are under stress our concentration and productivity levels are much lower than normal. Sales has to...

Episode #107: Peter Cammaerts, Managing Director, AB InBev, Japan

Episode #141: Modern Business Inefficiencies

Time is life and time is money – we know this, but do we organize ourselves well enough with this in mind. ...

Episode #241: How To Take A Great Presentation Higher

When you hear an excellent presentation, it is easy to be well satisfied. When you are giving such a presen...

Episode #106: Jan Babatz, President, Guhring Japan

Episode #140: Expert Knowledge Is Not A Crutch For Presenters

Highly knowledgeable people are often at a big disadvantage in business. They have expertise and experience...

Episode #240: Accountability Starts With The Leader

Holding our people accountable is one of the basics of being a leader. They flounder, deadlines pass unheede...

Episode #105: Nikolaus Boltze, Country Representative, Thyssenkrupp Japan

Episode #139: Is Your Sales Mindset Under Your Control

The morning dark gloom of heavy ponderous rain clouds, piling snow drifts or driving, cutting razor blade sl...

Episode #239: Incentivising Salespeople

Life is full of various rhythms and flows. We have a set piece most mornings. Arise, eat, get ready for wo...

Episode #104: Joe Latteri, Managing Director, Customer Success, Meltwater Japan

Episode #138: Overcoming The Procrastinator Inside You

We know we should do that project or piece of work but we resist. We may even be bold and get it into our T...

Episode #238: Selfish Presenters

My regular Rotary meeting held every week at the Imperial Hotel in Tokyo has a featured speaker. Our speak...

Episode #103: Meghan Barstow, President, Edelman Japan

Episode #137: Own Goals When Presenting

Japan is an interesting place. So many things here are ultra modern, high tech, totally nuanced and sophist...

Episode #237: Leaders Make Or Break The Firm

How do you run your business. Sharp on the cost control, right on top of the quality, working hard on build...

Episode #102: James Yamanaka, Area Director, North Asia Area, British American Tobacco

Episode #136: Storytelling For Sales

We know storytelling is an effective communication medium but so what, are we any good at it. Storytelling ...

Episode #236: Salespeople To Avoid

If you meet any salesperson who doesn’t ask you questions before explaining their widget run! This person i...