Thought Leadership

Episode #289: Blocking, Tackling And Grinding In Sales

Sales leaders and business owners are asking a hard question right now: why do smart, talented salespeople sti...

Episode #290: Work On Your Sales Not In Your Sales

Why do business owners get stuck “working in the business” instead of “on the business”? Many founders love se...

Episode #291: Your Agenda Or The Buyer’s When Selling

Why do buyers walk into sales calls defensive and time-poor? Most buyers begin a sales meeting with a protecti...

Episode #292: Be Bullet Proof Against Criticism Of Your Follow-up

You had a great conversation at a networking event. You followed up. And then… silence. If this sounds familia...

Episode #293: Silence Is Golden In Business In Japan

Why is tension a “good thing” in business, and why does it feel different in Japan? In any company, tension is...

Episode #294: How Good Are Your Supporting Documents To Drive The Sale

Japan often devours data — statistics, specifications, and microscopic detail. If you sell to Japanese compani...

How Charismatic Speakers Are Made — Not Born: The Professional Behaviours That Build Executive Presence

From the back of the room, you can feel certain speakers before you even see their slides: strong inner ener...

Episode #295: Wasting Salespeople

Why are “useless” salespeople getting fired — and what’s the real problem? Most salespeople who fail to hit ta...

Episode #296: When Is Too Much, Too Much In Sales

Why do sales teams in Japan get labeled “too passive”? Many executives in Japanese companies (日本企業 / Japanese ...

Episode #297: You Have Three Seconds For An Effective First impression

Why do first impressions matter more than ever in sales today? Most buyers form an opinion about a new person ...

Episode #298: Networking In A Time Of Covid

Why has business networking felt “dead” for the last two-and-a-half years? For many sales professionals, netwo...

Episode #299: Controlling Your Public Image As A Salesperson

Why does social media now shape a buyer’s decision before you even meet? Buyers today search salespeople onlin...

How to Design the Main Body of a High-Impact Presentation — Structure, Stories, and Hooks for Modern Business Audiences

Most presenters build their slides in chronological order: opening, content, close.High-level communicators do...

Episode #300: Should We Worry About Our Competitors?

When competitors get fiercer overnight, most businesses discover too late that “doing fine” isn’t a strategy. ...

Episode #301: Why Does Everything Take So Long In Business In Japan?

In a market where change is constant, leaders often ask: “Why do things move so slowly inside Japanese firms, ...

Episode #302: Clients Forget The Price

Why do buyers remember quality longer than price? Buyers rarely carry the exact price they paid in their memor...

Episode #303: The Final Five Of Your Sales Call

Why do clients in Japan often reveal key information right at the end of a first meeting? In many first-time s...

Episode #304: Preparing For Selling During A Recession

Inflation is rising, interest rates are climbing, supply chains are unstable, and energy is being weaponised. ...

Episode #305: The Japanese business Glass Permanently Half-Empty

Why do Australian companies often struggle to win trust in Japan (日本企業 / Japanese companies)? Australian busin...

How Executives Can Use Evidence to Win Attention and Trust — The DEFEATS Framework for High-Impact Presentations

Modern presenters face two severe challenges: The Age of Distraction — Audiences drift instantly to their ph...