Podcast

Episode #93: Arthur Mitchell, Senior Advisor, White & Case

Arthur Mitchell is a Senior Advisor at White & Case in Tokyo. White & Case is a global law firm with...

Episode #127: Client Meeting Excellence

Salespeople are very busy, rushing around finding new clients, developing leads, networking, cold calling, a...

Episode #454: How To Hold Staff Accountable

How did it go last week delegating to your team members? This week we will look at accountability. Having...

Episode #280: Closing

The word “closing” itself can be controversial in sales. It implies we are ending the process rather than s...

Episode #280: How To Introduce A Speaker

Today we are going to look at how to introduce a speaker, something which we may not do so often, but still a...

Episode #227: Salespeople Need to Have Self-Awareness

Listen well enough to the client’s needs. They miss the key cues, misunderstand the problem, can’t override...

Episode #92: Simon Wallington, Managing Director, Cornes and Company

Simon Wallington is the Managing Director of Insurance for Cornes in Japan. Cornes and Company was establish...

Episode #126: Hustle

We need “good hustle” from our salespeople. Not “hustle” in the sense of tricking clients into arrangements...

Episode #453: How To Master The Art of The Delegation

This week we will look at becoming a master of delegation. Delegation is a mystery for many leaders. They...

Episode #279: Painting a Word Picture Of Why They Should Buy Now

The sales cycle is a simple progression to get the client to the point of purchase. We have established rap...

Episode #279: Inspiring People To Embrace Change

Today we are going to look at inspiring people to embrace change. Not grumbling and finally accepting change....

Episode #226: Why Do We Have To Put Up With Substandard Presentations

This global company is a household name in Japan. They have spent a fortune getting the brand name known he...

Episode #91: Derek Young, President, Japan Fidelity International

Originally from the United States, Derek Young is the President of Fidelity Japan for the last 3 years. Fide...

Episode #125: Pour On Your Evidence When Presenting

Evidence is good and lot of evidence can be even better, depending on how we present it. Blasting our audie...

Episode #452: How To Increase Engagement

This week we will look at getting the team members engaged. Now this is a tricky subject in Japan because ...

Episode #278: Four Powerful Japanese Mindsets For Sales

Sales is a battle. Not a battle with the buyer, although sometimes it feels like that when they won’t purch...

Episode #278: Motivating Others To Action

Today we are going to look at motivating others to action. Actually, this is a devilishly difficult task. Get...

Episode #225: Leaders Need To Provide Visionary Leadership

If we want to influence others with our visionary leadership, then we have to start with ourselves and clari...

Episode #90: Hideyuki Takahashi, Chairman, State Street Corporation

Hideyuki Takahashi is the Chairman of State Street Japan, an American financial services and bank holding co...

Episode #124: Sales Followup Essentials

Proper follow through after the sale is critical. The difficulty of gaining a sale is hard enough, but the r...