Podcast

Episode #448: Performance Appraisals

How did it go in the last episode working on Performance Alignment? This week we look at one of the most di...

Episode #274: Our Solution Provision

After having asked the buyer a lot of questions about their current situation and where they want to be, we ...

Episode #274: Presenting Complex Information

What is a complex subject? That really depends on the audience. If they are all experts in that subject are...

Episode #221: How To Professionally Present Products

Selling dull stuff is, well, dull. We are supposed to be enthused about our widget but what if it doesn’t g...

Episode #86: Saori Kanno, General Manager, Revlon Japan

After graduating from Keio University, Saori Kanno originally joined Revlon as a Marketing Director, before ...

Episode #120: Dealing With HQ

Trying to explain Japan to your boss back at HQ is a real pain. HQ ideas on solutions for Japan rarely hit ...

Episode #447: How To Get Performance Alignment

Organisations are made up of many internal moving parts, so coordination becomes an important aspect of succ...

Episode #273: The Sales Questioning Model

Do you have a sales questioning model? Is there a journey you want the buyer to complete? Do you have quest...

Episode #273: Persuasion Power Eats Everything For Breakfast

Persuasion Power Eats Everything For Breakfast Intuitively, we know that people who can command an audience,...

Episode #220: Monotone Mania

Speakers are under assault. Mobile phones tempt audiences to escape us to the internet and before you now i...

Episode #85: Yasunori Takeuchi, Advisor & ex-CEO, Standard Chartered Bank Japan

After graduating with a Bachelor’s Degree in Law from the University of Tokyo, Yasunori Takeuchi began his c...

Episode #119: Explaining Complex Subjects

Complex subjects are usually presented by technical experts. It is rare to find one done well though. How ...

Episode #446: Rule By Fear Or By Motivation in 2022

For a big chunk of my working life, I have been ruled by fear by my bosses. With the value of hindsight and...

Episode #272: Shoshin - The Beginner's Mind

The word shoshin or beginner’s mind in Japanese is a great metaphor for the world of sales. When we start s...

Episode #272: Predictable Results for Presenters In 2022

The prediction business is always fun. We nominate our plans so that God can laugh, according to the old Yid...

Episode #219: Yes Boss, Whatever You Say

As leaders in Japan, one of our biggest fears is ignorance. We may come up with a genius idea that is actua...

Episode #84: Tomo Hasegawa, President, Japan at Medline Industries, Inc.

Tomo Hasegawa is a second-generation Japanese-American with extensive leadership experience in the global me...

Episode #118: Be Certain In Sales

No one wants to be sold, but we love to buy. The difference between these two approaches comes down to the...

Episode #445: The Clever Leader's New Year Resolutions

It is an irony that in the most technologically advanced era, the human dimension is so much more critical to...

Episode #271: The Smart Salesperson's Secret New Year's Resolution

In 2022, let’s all commit to asking more intelligent questions of buyers. For those who don’t ask questions...