Podcast

The Care Factor In Sales In Japan

Japanese salespeople really care about their clients. This is good, except when it isn’t and that is usuall...

The Seven Lucky Stars Of Selling

Luck is the nexus of hard work and persistence. Salespeople need some luck, even if they have to create it ...

Episode #241: Tim Bailey, Principal at Bailey Consulting

Previously Tim was President of Consumer Products at D+M Holdings, General Manager Johnson Electric China, D...

Episode #244: Be Careful Using Your Hands When Presenting In Japan

Don’t get this wrong. Good posture never goes out of style, yet many presenters struggle with it. Standing s...

Episode #345: Japan Leadership Blind Spots

Leadership is a swamp. Do leaders have to be perfect? It sounds ridiculous to expect that, because none of u...

Episode #344: How Can Chinese Retail Be So Bad In Japan?

Bad service is a brand killer. This is a controversial piece today, because I am singling out one race, one ...

Episode #240: Yuichi Takayama, Country Head, Frontier Advisors

Previously Rami was President of Moderna Japan, CEO of Ferring Pharmaceuticals, VP Head Medical Affairs Divi...

Episode #243: Setting the Foundations For Making The Sale In Japan

Nemawashi, translates to “groundwork” and is rooted in the practice of moving large trees. This intricate pr...

Episode #343: Your Inspirational Talk Must Be Dynamic

Public speaking takes no prisoners. I was attending a Convention in Phuket and the finale was the closing in...

Episode #239: Rami Suzuki, President ARC Therapies

Previously Rami was President of Moderna Japan, CEO of Ferring Pharmaceuticals, VP Head Medical Affairs Divi...

Episode #242: Mood Control In Japan

Don’t be delusional. Do you consider yourself moody? Perhaps not, but as a boss, your team may perceive you ...

Episode #342: Success As a Leader In Japan

Being the leader is no fun anymore. In most Western countries we are raised from an early age to become self...

Episode #238:Fabio Crisafulli, Japan C&SI Alliance & Netvibes Director, Dassault Systemes (at December 2024)

Previously Fabio was C&SI Alliance Executive, Dassault Systemes; Global Alliance Director, Strategic Bus...

Selling Year In, Year Out (Part One)

Journeymen salespeople are starting another year of selling. Maybe their financial year is a calendar year ...

The Leadership Equation

  I remember reading once about a President reflecting on the cost controls he had instituted inside his orga...

As A Leader How To Provide Guidance Your People Will Follow

  Giving people orders is fine and fun, when you are the leader. Not so great when you are on the receiving ...

Leadership Principles Are An Absolute Must

Harvard Business School, Stanford Business School and INSEAD Business School are all awesome institutions. ...

Gamification Makes Sales Role Play Fun

An ideal work week for salespeople would start everyday with sales role play with colleagues. When we do se...

Selling Year In, Year Out (Part Two)

In Part One, we talked about Jan Carlzon’s insights into the importance of consistent service being provide...

Primacy and Recency for Speakers (Part Two)

In Part One, we looked at the ideas of primacy (the first thing we remember) and recency (the last thing we ...