Podcast

Episode #243: Setting the Foundations For Making The Sale In Japan

Nemawashi, translates to “groundwork” and is rooted in the practice of moving large trees. This intricate pr...

Episode #343: Your Inspirational Talk Must Be Dynamic

Public speaking takes no prisoners. I was attending a Convention in Phuket and the finale was the closing in...

Episode #239: Rami Suzuki, President ARC Therapies

Previously Rami was President of Moderna Japan, CEO of Ferring Pharmaceuticals, VP Head Medical Affairs Divi...

Episode #242: Mood Control In Japan

Don’t be delusional. Do you consider yourself moody? Perhaps not, but as a boss, your team may perceive you ...

Episode #342: Success As a Leader In Japan

Being the leader is no fun anymore. In most Western countries we are raised from an early age to become self...

Episode #238:Fabio Crisafulli, Japan C&SI Alliance & Netvibes Director, Dassault Systemes (at December 2024)

Previously Fabio was C&SI Alliance Executive, Dassault Systemes; Global Alliance Director, Strategic Bus...

Selling Year In, Year Out (Part One)

Journeymen salespeople are starting another year of selling. Maybe their financial year is a calendar year ...

The Leadership Equation

  I remember reading once about a President reflecting on the cost controls he had instituted inside his orga...

As A Leader How To Provide Guidance Your People Will Follow

  Giving people orders is fine and fun, when you are the leader. Not so great when you are on the receiving ...

Leadership Principles Are An Absolute Must

Harvard Business School, Stanford Business School and INSEAD Business School are all awesome institutions. ...

Gamification Makes Sales Role Play Fun

An ideal work week for salespeople would start everyday with sales role play with colleagues. When we do se...

Selling Year In, Year Out (Part Two)

In Part One, we talked about Jan Carlzon’s insights into the importance of consistent service being provide...

Primacy and Recency for Speakers (Part Two)

In Part One, we looked at the ideas of primacy (the first thing we remember) and recency (the last thing we ...

Primacy and Recency For Speakers (Part One)

Primacy refers to the beginning of something, as it enters our brain. This new entity has a powerful impact ...

How Much Should You Brag About Yourself When Presenting

Bruce Springsteen’s song Glory Days lyric, “Boring stories of Glory days yeah, they’ll pass you by” pops int...

Episode #237: Orjan Pettersson, Managing Director Protofoto KK

Previously, Orjan was Director of Sales, Japan at iPoint Systems gmbh, Area Sales Manager Thule Group, Direc...

Episode #341: Don't Get Sabotaged By Your Colleagues When Selling in Japan

Sales is a nightmare. It is usually a solitary life. You head off to meet customers all day. Your occasion...

Episode #340: How Crazy Can We Go When Presenting In Japan

Japan doesn’t love crazy. In our High Impact Presentations Course we have exercises where we ask the partici...

Episode #241: Open The Kimono When Presenting In Japan

Stop wrecking your presentations. When delivering talks, many speakers separate their personal identities fr...

Episode #240: Buyer Styles In Japan

Salespeople are ignorant. When interacting with Japanese buyers, personality differences play a more critica...