Podcast

Episode #388 Pacing Your Presentation In Japan

We are usually asked to speak at events by some hosting organisation and these can be breakfast, lunches or ...

Salespeople Bitchiness

Sales is a tough enough job without having additional complications. Clients can be very demanding, often w...

Episode #205: Tony Aram, Country Head Japan, Collectors Universe

Previously Tony was in the Financial Accounting Group-Advisory and Administration, Nomura Holdings, Head of ...

What I Learnt About Leadership In The Dojo

I have often thought there are so many lessons from the martial arts for our businesses. Here are my musing...

What I Leant About Leadership in The Dojo

I have often thought there are so many lessons from the martial arts for our businesses. Here are my musing...

Episode #561: Creative Problem Solving

Japan has a lot of wisdom to share and one of my favourites is to not start with the solution to a problem....

Episode #387: How To Present Your Sales Materials To The Japanese Buyer

Japan loves detail. A lot more detail than we expect in the West. I remember a lecture I attended at an aca...

Episode #387 Prepping For Your Presentation

I am terrible. I procrastinate about starting the assembly of my presentation. Invariably, by holding off ...

Chasing Buyer "No" Replies

Everyone hates to be rejected, but not many people have this as a fundamental aspect of their work. We ask...

Episode #204: Yannick Derrien, Country Manager Japan and APAC Area Manager IDKIDS

Previously, Yannick was General Manager Adolfo Dominguez Japan, Pandora Division Manager Bluebell, Deputy Ge...

Don't Be A Wimp On Pricing

Salespeople don't set the price of what they sell. This is usually an obscure outcome decided by someone el...

Episode #560: The Big Badness Of Baidu’s EQ

Founded in 2000, Baidu has 39,800 employees and is one of the largest global AI and internet companies. Ba...

Episode #386: Controlling Our Hour For The Sales Meeting In Japan

Usually in Japan, we are granted an audience with the buyer for an hour for the meeting. Sometimes with Wes...

Episode #386: Thrashing AI When Presenting In Japan

I was in a recent debate with the Dale Carnegie organisation about approving the publication of my new book ...

What The Pro Public Speakers Do

When you see someone do a very good presentation, your faith in public speaking humanity is restored. Ther...

Episode #203: Padraig MacColgain, Vice-President Head of APAC, Colt Data Centre Services

Previously Padraig was Vice-President, Service Operations at Colt Data Centre Services, Director, Design, Bu...

Credibility Sells

The hardest sales job in the world is selling something you don’t believe in yourself. The acid test is wou...

Episode #559: The Creativity Process When Leading In Japan

The era of the boss who had done all the tasks in the section and was the main expert on the business has w...

Episode #385: Body Language In Sales In Japan

Body language is just that, a silent language, which communicates meaning. We can get verbal communication ...

Episode #385: Recruit Your Audience When Presenting In Japan

Almost 100% of presentations that I see in Japan are one directional. The audience sits there passively and...