Podcast

Become A Master Of Handling Objections

Objections are good. That sounds a bit counterintuitive, because what we actually want is to land a deal and ...

Motivating Others To Action

Most leaders say they want “alignment”, but what they really need is movement — people actually doing the new...

Episode 386: Pitchpeople vs Salespeople: Why Pitching Doesn’t Work

Why are annual sales targets “irrelevant” once they are set? Annual sales targets often feel like the main ev...

Paul Hardisty — Former CEO, Adidas Japan

“The trust part is very important.” “Change was a dirty word.” “Anything controversial was normally me.” “Doi...

How Leaders Can Motivate Their Teams

Most leaders aren’t Hollywood-style hype machines—and that’s fine. **Real motivation today is less about frot...

Listening Skills

Listening is the most underrated sales skill because it reveals what the buyer is really thinking, not just w...

The Presenter’s Time, Talent and Treasure

So how have your New Year resolutions been unfolding? Change is tough, as is forming new habits by adding in ...

Harry Hill — Former CEO, Shop Japan

“Everybody having a shared sense of purpose and shared values… is just absolutely imperative.” “I trust you, ...

The Coaching Process: A Practical Seven-Step Framework for Leaders

Coaching is the real work of leadership once you start managing other people. When you move into a leadersh...

Our Solution Provision

The Five-Phase Sales Solution Cadence: Facts, Benefits, Applications, Evidence, Trial Close After you’ve aske...

Episode #285: The Iceberg Method For Handling Client Pushback

Q: Why should salespeople expect objections in Japan? A: Because pushback, rejection, and disinterest are th...

Communicating With Greater Impact

Most talks are totally forgettable because they don’t touch people emotionally and logically — and in the 202...

Episode 385: Big Venue, Big Results: Practical Techniques For Large Crowds

Presenting to a very large audience demands a different approach because distance changes what people can see...

Episode #385: Big Venue, Big Results: Practical Techniques for Large Crowds

Presenting to a very large audience demands a different approach because distance changes what people can see...

Episode #284: Grant Torrens — Managing Director, Hays Japan

“First thing I’d say is do it… just throw yourself into it.” “Spend the first ninety days getting to know the...

Episode #284: Leadership Bench Strength in Japan: Coaching, Culture, and Courage

Q: Why does leadership development in Japan feel so slow? A: Because talent is often held hostage to time. A...

Episode #283: Beat Kraehenmann — Managing Director, Levitronix Japan

“Don’t be the loud foreigner who just says we do it this and this and this.” “It’s okay to make mistakes if y...

Episode 384: Japan’s Ageing Workforce: Why “Recruit and Retain” Must Include Seniors

What problem is Japan actually facing with its ageing population? Japan is ageing rapidly, and most of the a...

Episode #282: Joerg Bauer — Representative Director, Heidelberg Japan

“If we can sell it in Japan, we can sell it also in other countries.” “The first thing I believe is honesty, ...

Episode #281: Shu Kimura — Founder, Boulangerie Maison Kayser Japan

“The purpose of my business is not only bake and sell, because we are introducing… culture or food habits of...