Podcast

Episode #509: How Are The New Year Resolutions Coming Along

Leadership requires discipline and accountability. We claim to know more than the team about the strategy a...

Episode #335: How Can The Player/Coach Sales Leader Manage The Twixt And Tween Problem

You have done an excellent job as a salesperson, hitting your numbers and getting a strong reputation as a “...

Episode #335: Don't Forget To Pause When Presenting

Don’t Forget To Pause When Presenting Nervousness drives speed when we are speaking. Without even realisin...

Episode #143: David Macdonald, Ex-CEO Discovery Japan GK

David Macdonald was originally a JET in Japan in 1995. He joined NTT Docomo in 1999 and then joined Walt Di...

Episode #280: Crucial Presentations

Usually when we hear the term “presentation”, we think of a public arena, a big crowd and a lot of formality...

Episode #179: When Do We Hit Our Limit As The Presenter

Sometimes you see a confident leader really bomb their presentation. It doesn’t happen all that often, but ...

Episode #508: Why I Hate The Lowest Common Denominator As The Leader

  A change in recruitment and retention tactics is necessary in Japan due to the fierce competition for talen...

Episode #334: Don't Do This In Sales

There was an excellent effort on display here. A salesperson was using LinkedIn to find potential buyers an...

Episode #334: Getting From "Me" To "You" When Presenting

“Man, it feels hot in here. My throat is parched. My hands are sweating and butterflies have taken over my ...

Episode #279: Anticipate Issues As the Leader

Wayne Gretzky is famous for the ice hockey quote “skate to where the puck is going to be” about anticipatin...

Episode #278: How To Handle "No Budget" Pushback

“We Don’t Have Any Budget”. Yes You Do! In the profession of sales, this is one of the most widespread pus...

Episode #142: Takeo Obayashi, Chairman, Obayashi Corporation

Established in 1892, Obayashi Corporation a $5 billion listed enterprise, is one of the top 5 construction c...

Episode #178: Add Some Pizazz

Pizazz is one of those unusual words, that sounds kind of cool, but is a bit vague. In presenting terms, we...

Episode #507: Should the Boss Argue With The Staff?

  Establishing a work atmosphere where employees feel free to question the boss's decisions is important...

Episode #333: How Do We Tell The Buyer They Are Wrong?

Arguing with buyers is a slippery slope to sales oblivion. “I told him off and made him fly straight”, is a...

Episode #333: How Argumentative Should We Be With Audience Members?

What do we bring to our presentations? Usually we have two things – information and a point of view. For a ...

Episode #141: Satoru Hiraga, Chairman, Marsh Brokers Japan

Mr. Hiraga initially worked in banking in Japan for ten years, in what has now become Mizuho, before he went...

Episode #177: How To Get Cooperation From Others?

The hero’s journey is for the very, very few. The reality is there are more of us who need the cooperation ...

Episode #506: Never Underestimate The Importance Of Context As A Leader

Leaders are time poor. There is too much to do and not enough time. We are constantly being challenged to ...

Episode #332: Are Your Sales Proposals Working Effectively?

In Japan we usually need a couple of meetings with the client to get the business. In Meeting One, we build...