Podcast

Episode #32: Winner Sales Follow Through

The implication of this title is that if you don’t properly follow through on the sale then you are a loser....

Episode #281: Leader Roles We Must Play

LinkedIn posts can throw up some valuable insights and contributions. I am posting everyday, so I aim to be...

Episode #31: Create Your Own Philosophy Of Sales

Like a lot of people, I subscribe to various sites that send you useful information, uplifting quotes etc. T...

Episode #280: Do You Have To Be A Saint When Leading In Japan?

Leadership can be broken up into two main activities. One is making sure that the processes of the operatio...

Episode #30: Sales Rocks, But It Is All Uphill

Sisyphus was banished to Hades for misdeeds in life and spent eternity rolling a large stone to the top of a...

Episode #279: AI Armageddon

Software development went down two paths. One was as a means to better control the employees and the other w...

Episode #29: The 106 Centimeter Cold Caller

Salespeople are world class whiners. They are the most creative group amongst all professions for coming up ...

Episode #278: Modern Leaders Fear Talent In The Ranks

Business today has become vicious. Having a long career in a company is not something that is highly probab...

Episode #277: Leaders Who Don't Know What They Don't Know And Why It Matters

In 1955, psychologists Joseph Luft and Harrington Ingham, in a burst of errant egotism, foisted the words Jo...

Episode #28: Japan New Client Sale's Agonies

Japan is a huge market. This is a wealthy, sophisticated society, with a design sense second to none. People...

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...