Podcast

Episode #346: Keep Following Up Buyers

There is a certain well known Japanese recruitment focused company, who keeps calling me at regular interval...

Episode #346: Should I Be A Bit Dramatic In My Presentation Or Play It Safe?

I gave a speech recently to a room full of managers, some foreigners and some Japanese. It was an internal t...

Episode #291: Leading To Discover What Is Actually Going On

Japanese people are famous for having learnt over many centuries how to get along with others. High density...

Episode #154: Adam Hall, Country Manager, Joseph Joseph Japan

Prior to becoming head of Japan for Joseph Joseph, Adam Hall was Japan Country Manager for Weber-Stephen Pro...

Episode #190: Sales Self-Awareness Needed

Sales is one of the few things in business you can measure accurately and immediately. Are you getting grea...

Episode #519: Empathy, Underperformance Management And Dealing With Population Decline As Leaders In Japan

“Does this candidate have a pulse? Yes? Then we need to hire them”. Does this sound ridiculous, a fantasy ...

Episode #345: What Do You Do When Nothing Is Working In Sales

We hit hard times often and quickly in sales. Deals have been done and the solutions delivered and then not...

Episode #345: Remove Your Distracting Presentation Habits

TikTok, Reels and all of the other super short form visual media are creating a nightmare for presenters. Tw...

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...