Podcast

Episode #283: Your Story Vault: The Fastest Way To Build Better Talks

Q: Why do capable people feel stuck when preparing a presentation? A: Because they start at the slide deck. S...

Episode 383: Screen-Based Strong Messaging: How to Sound Credible on Remote Calls

What makes screen-based messaging harder than in-person presenting? Most people already struggle to get their...

Episode #280: Mika Matsuo — Former CHRO, AIG Japan

“I listen and I also am always very transparent.” “Who cares about what people think about me?” “If my boss, ...

Performance Appraisals

Performance appraisals are one of the hardest jobs in leadership because they affect promotions, bonuses, big...

How To Get Performance Alignment

When an organisation has lots of moving parts, coordination becomes a competitive advantage. Divisional rival...

The Planning Process

We’ve all heard the old line: “we don’t plan to fail, we fail to plan.” Yet when you watch a team get handed ...

The Innovation Process for Leaders

Doing more, faster, better with less has become the default setting in modern commerce. Demands keep rising w...

Handling The Q&A

Q&A isn’t the awkward add-on after your talk — it’s where you cement your message, clarify what didn’t la...

Presenting Complex Information

Complex doesn’t mean “technical”. Complex means your audience can’t quickly connect what you’re saying to wha...

Persuasion Power Eats Everything For Breakfast

Most business careers don’t stall because people lack IQ or work ethic — they stall because people can’t move...

Designing the Close

When you present—whether it’s a leadership offsite, a town hall, a sales pitch, or a conference keynote—you d...

The Sales Questioning Model

Sales meetings go off the rails when the seller has no structure and just “follows their muse,” wings it, or ...

Shoshin: The Beginner’s Mind

Sales gets messy when you’re tired, under quota pressure, and repeating the same motions without improving. S...

The Buyer’s Gap

Clients don’t need to do anything — and that’s the brutal truth every salesperson meets early. If a buyer ca...

The Client Needs Analysis Process

In the last episode we looked at uncovering any buyer misperceptions about our organisation and then dealing...

Episode #282: Why Can’t Salespeople Rely Only on Marketing for Leads?

Q: Why isn’t marketing enough to keep the pipeline full? A: Marketing can help through database segmentation...

Episode 382: Consensus Selling: The Invisible Decision-Makers Behind the Meeting Room Wall

A while back I was listening to a Victor Antonio podcast entitled, “The Sales Influence” and in this partic...

Episode #281: Accountability In Your Team

Q: Why do dynamic leaders often struggle to listen well? A: Because they’re focused on making things happen. ...

Episode 381: Why Japan’s Talent Crunch Makes Retention a Core Strategy

Why is “recruit and retain” becoming the central talent strategy in Japan? Japan faces a demographic crunch:...

Episode #279: Tomo Kamiya — President Japan, PTC

“ I think curiosity is very important. When you when you’re curious about something, you listen.” ““You have ...