Podcast

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 ...

Episode #280: Build Your Presenting Style

br>br> Creating Your Personal Style When Presenting When people hear you’re speaking, do they say, “I n...

Episode 380: Control the Narrative: What Buyers See Before You Meet

Why do clients “check you out” online before the first sales meeting? Buyers now assume that everything about...

Episode #278: Benjamin Costa — Representative Director and Managing Director, La Maison du Chocolat Japan

“Leading a team is every time challenging, to be honest.” “We need to make a small success every time.” “Ther...

Episode #277: Armel Cahierre, Founder & President, B4F (Brands for France)

“If you trust people, your life is very nice.” The bringing people together with one common objective needs ...

Episode #381: The Two-Step Process When Selling In Japan

Why do strong sales conversations in Tokyo still end with “We’ll think about it”? If you’re selling to Japanes...

Time Management For Leaders

The reality of business in the 2020s is we’re constantly juggling **time, quality, and cost**—push one and t...

How To Get Better Results

When you’ve got a dozen priorities, meetings, emails, and “urgent” requests hitting you at once, the problem...

How Leaders Can Strengthen Relationships With Their Team (Part Three)

Over the last three episodes we’ve covered not criticizing people, giving appreciation, understanding wants,...