Podcast

Episode #405: The Awesome Power Of The Leader

We have met them. Thrusters, mad with power and hungry to control others. Organisation insider politicians...

Episode #241: Bringing More Marketing Into Sales Calls

Salespeople have sales tools which often are not thoroughly thought through enough. These can be flyers, ca...

Episode #240: Nemawashi Is Gold When Selling In Japan

I hear some people say translating terms like “nemawashi” into English is difficult. Really? I always thou...

Episode #239: The Three Barbers Of Minato

Minato-ku or the “Port Area” is a central part of Tokyo, which used to be harbourside for goods being delive...

Episode #238: Create Reference Points For Clients

There is no doubt that the pandemic has made it very fraught to find new clients in Japan. The new variants...

Episode #237: Do You Have Enough Grey Hairs In The Sales Team In Japan

Japan is a very hierarchical society. I am getting older, so I appreciate the respect for age and stage we ...

Episode #236: The Big Myth of the Sales A Players

When we read commentary about how we should be recruiting A Players to boost our firm’s performance, this is...

Episode #235: Dealing with Bad News

If we try to hide the bad news for the buyer will that work? How long with it work for? Bernie Madoff died...

Episode #234: Why Selling To Japanese Buyers Is So Hard And What To Do About It

The buyer is King. This is a very common concept in modern Western economies. We construct our service app...

Episode #233: Confidence And Truth In Selling

Confidence sells. We all know this instinctively. If we meet a salesperson who seems doubtful about their ...

Episode #232: We Buy From People We Like And Trust

Buying from people we like and trust makes a lot of sense. Sometimes we have no choice and will hold our no...

Episode #231: Selling Through Telling Micro Stories

Is selling telling or is it asking questions? Actually, it is both. The point though is to know what stori...

Episode #241: Presenting On Video

Video is tricky. However, it looks so simple. You just stand in front of the camera and give your talk. I d...

Episode #240: Is Appearing Too Slick A Negative When Presenting

Too smooth politicians, silky salespeople, urbane company thrusters all set off alarm bells. We can meet imp...

Episode #239: Why Engineers Need Presentation Skill Training

English versus mathematics? Easy choice for budding engineers at High School and for when they get to Univer...

Episode #238: How To Present In Breakout Groups

Everyone is getting very swish with the tech these days, as we spend more and more hours in online meetings. ...

Episode #237: Presenting During the Time Of Cancel Culture

“That has to come out”. “Why?”. “It might offend women in the audience”. “But this example is totally in c...

Episode #236: Gold Medal Mistakes When Presenting

Our event speaker was a well-coiffed and well appointed senior executive in one of the world’s biggest corpor...

Episode #235: Ineffective Persuasion Techniques For Presenters

This is horrible. Man, this is so bad, what were they thinking? I am watching a video of a leader asking fo...

Episode #234: The Ultimate Presenting Guide To Owning The Room

There are 13 common mistakes which prevent presenters from owning the room. Here they are - don't do these th...