Podcast

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...

Episode #24: Keep Your Shtick To Yourself Buddy

Smoothly memorised shtick, elaborate glossy materials, sharp suits, large expensive watches, bleached teeth,...

Episode #274: Uncovering What leaders Don't Know

Episode #99: Bland Is Bad

Smart, capable people amaze me when I see them presenting. This recent speaker was someone I had met in bus...

Episode #23: Sales Understanding

Price is always a big issue. We salespeople are very happy to drop the price, because we see this as the eas...

Episode #273: Managing Up

Why do we want to manage up? All the brains and good ideas in an organization don’t exclusively aggregate to...

Episode #98: Don't Get A Grip When Presenting

Good posture never goes out of fashion. Standing up straight shows confidence, allows good breath control a...

Episode #22: Negotiation Fails

Former American President John F. Kennedy left us with a great quote: “Let’s never negotiate out of fear. Bu...

Episode #272: Mentor Others To Help Yourself

The title sounds terrible doesn’t it. So selfish and self-serving. The truth is we don’t mentor others bec...

Episode #97: Go Broad, But Also Go Deep When Presenting

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

Episode #21: The Sales Success Environment

What are today’s revenue results, how much is in the pipeline, when will we get paid by the client, what is ...

Episode #271: Five Phase Practical Creative Thinking

More, faster, better with less sounds ideal, but if you are continuing to do the same things, in the same wa...

Episode #20: Pricing

Salespeople don't set the price of what they sell. This is usually an obscure outcome decided by someone el...

Episode #270: Coaching People Out Of Downward, Negative Spirals

You are resilient, sturdy, capable, independent, hardy, self-motivated, constantly pushing and challenging t...

Episode #269: Celebrating Wins When Doing Business In Japan

We imagine we are celebrating our wins, but are we really? I think about myself and I realize, I am not doi...

Episode #19: Lawyers Can't Sell, But Need To

Lawyers have spent a lot of time studying to pass their bar exams. When they graduate, they are the white co...