Podcast

Episode #123: The Details Can Derail You

“The Devil Is In The Detail” saying, reflects ancient wisdom about taking careful notice of small things. T...

Episode #122: How To Cold Call

Cold calling is an unheralded intervention into someone's already packed schedule. They are distracted by t...

Episode #121: The Hard And Soft Of Presenting

It is so easy to become “Johnny One Note” when presenting. We get locked into a modality of voice and body ...

Episode #120: Get Your Hustle On

Smart people in sales are a problem. They have expansive brains, intellectual curiousity and strategic dept...

Episode #119: When Selling Timing Is Key

It always astonishes me that many salespeople have very little sense of proper timing to start selling their...

Episode #118: Three Absolute Fundamentals for Success

Highly knowledgeable people are often at a big disadvantage in business. They have expertise and experience...

Episode #117: How You Can Generate Ideas

How to best tap into the idea potential of our work teams? We know that the success of the organisation wil...

Episode #116: Lawyers Aren't Special. They Need To Sell Their Services Too

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

Episode #115: Surprisingly, Smart People Are Often Clueless At Presenting

Japan is an interesting place. So many things here are ultra modern, high tech, totally nuanced and sophist...

Episode #114: HQ Never Understands Japan

One of the dubious delights of running an international business in Japan is dealing with the Mother Ship or...

Episode #113: Consistency In Sales Is Critical

We all know that consistency is a fundamental requirement if we are going to establish trust with others. W...

Episode #112: Why Lawyers Are So Bad At Presenting

Lawyers are smart people, but sometimes do self-defeating things. They are discovering that unlike the “goo...

Episode #111: Okay Boss, Motivate Me!

“Motivate me” must be one of the saddest requests a leader can receive. The request may not be so bluntly a...

Episode #110: How To Control Your Mood In Sales

The morning dark gloom of heavy ponderous rain clouds, piling snow drifts or driving, cutting razor blade sl...

Episode #109: We Are Always Sorry In Japan Before We Get Up To Talk

Well educated from two top ranked Universities. Undergraduate in Japan and an MBA from the USA. He had a v...

Episode #108: Japanese Leadership Legend Mr. Atarashi's Big Breakthrough

Ever heard that a training course changed somebody's life? "It was good", "I enjoyed it", “I learnt somethi...

Episode #107: The Power Of Sales Stories When Selling

Storytelling in sales is our ability to express ourselves in a way which is engaging and persuasive. We cap...

Episode #106: Show Me How Great You Are, Don't Tell Me

Japan is an interesting place where there is a lot of respect for people’s family pedigrees, University alma...

Episode #105: Success Formula For Leading Project Teams

Leading projects can be tricky. Often the enthusiasm for the detail overrides the brain and the team are le...

Episode #104: Hard Sell Hell

I feel sorry for the “phone dogs” having to cold call clients to sell them stuff and at the same time I hate...