Podcast

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...

Episode #268: Handling Mistakes In Business In Japan

Mistakes happen. The important thing though is how we handle mistakes in Japan? How do you handle mistakes...

Episode #267: Time When Doing Business In Japan

Time is life, time is money and time is your business. Business decisions are glacial here in Japan but buy...

Episode #18: Toxic Sales

Bullying, humiliation, ridiculous targets, rubbish goods, stress, shame – a toxic cocktail often suffered in...

Episode #266: Delegation In Business In Japan

We know that delegating tasks is important but we have tried it in the past and found it didn’t work well, s...

Episode #17: Presenting Our Sales Materials

If we are presenting a brochure, flyer, price list, hard copy slide deck or any other typical collateral ite...

Episode #265: Japan Can Be Brutal In Sports And Business

We recently had a blatant example of poor sportsmanship here in an American Football game between two tradit...

Episode #16: Creating Consistently Great Customer Service

Jan Carlzon many years ago published a tremendous guide to customer service. He had the job of turning aroun...

Episode #264: The Future Of Leadership

Episode #15: You Don't Want Sales

Clever, shallow, smooth as silk, glib, “rat with a gold tooth” salespeople are the scourge of the earth. The...

Episode #263: Stress In Business In Japan

We know that stress is a killer. Stress is something that sits there under the surface and it effects our h...

Episode #14: Stop Sales Suicide

What we say and how we say it matters. It matters in life, in families and in business- especially in sales....

Episode #262: Worry In Business In Japan

There are so many things we have to worry about in business. Do we have enough cash flow to pay the bills, w...

Episode #13: The Negotiation Process

“Winning is not a sometime thing. You don’t do things right once in a while…you do them right all of the tim...