Podcast

Episode #290: Questioning Skills Genius

The idea of asking questions of buyers during sales calls is actually ancient. For at least eighty years, w...

Episode #153: John Kirch, beqom Japan Head

John Kirch, beqom Japan Head Former positions include: Vice President of Sales, Uppsala Security; East Asia ...

Episode #189: Leader Charisma

There is an abundance of definitions on what is charismatic leadership? The definition proffered during a re...

Episode #188: Take A Stand When Presenting

Often we will hear a presentation and receive a lot of information from the presenter, but we are not really...

Episode #518: Shepherding Diversity, Equity and Inclusion Change With The Organisation

The big chiefs in the organisation have embraced the idea of Diversity, Equity and inclusion (DEI). Even mo...

Episode #344: Questioning Skills In Sales

This was very frustrating. It became obvious from the client’s email response that there was a sizeable gap...

Episode #344: The Excellence Of One-On-One Presentation Coaching

The vast majority of the time in our company we are teaching presentation training to groups of fourteen. We...

Episode #289: Handling Audience Incoming Missiles

We have probably all been on the receiving end of it or have been a witness to it. The presentation is compl...

Episode #152: Kentaro Kiso, President, Barclays Securities Japan

Kentaro Kiso, President Barclays Securities Japan previously worked in London for JP Morgan for six years fo...

Episode #187: Real Listening Skills

Sales people are always under pressure to meet their targets. In high pressure situations, this creates cer...

Episode #517: Facing The Realities Of Change With Diversity, Equity and Inclusion In Japan

  Our company has suddenly thrown its lot of support behind Diversity, Equity, and Inclusion (DEI), as s...

Episode #343: Reducing Buyer Friction In Japan

Victor Antonio is one of my favourite podcasters on sales and he recently had an episode on reducing frictio...

Episode #343: How To Engage Japanese Audience Members When Presenting

Most foreigner delivered presentations in Japan will be delivered in English and have a mixed audience of bot...

Episode #288: What Is Sontaku?

Sontaku is a Japanese word which means to surmise or conjecture about someone else’s feelings or desires. I...

Episode #151: Hiroaki Mori, President McCann Erikson Japan

Previously, Mr. Mori was COO for TBWA/Hakuhodo China. He is a graduate of Waseda University.

Episode #186: No Robots For Our Leaders

Basically your job is toast. There is a machine or there will soon be a machine that can do it faster, bett...

Episode #516: Getting To Inclusion Through Improved Communication Skills

  Given the significant value that diversity, equity, and inclusion (DEI) delivers to businesses today, ...

Episode #342: Don't Be In Awe Of the Buyer When Selling

Listening to a young salesperson in his first sale’s role talking about being nervous to present to a high p...

Episode #342: Speak Louder When Presenting

There were three experts on the panel for this luncheon event. One man and two women. They were using micro...

Episode #287: Be The Expert

“You are who Google says you are” is a quote from Timbo Reid, the host of the “Small Business Big Marketing”...