Podcast

Episode #162: Salesperson Bitchiness

Sales is a tough enough job without having additional complications. Clients can be very demanding, often w...

Episode #27: Martin Spann, Japan Country Head, Commonwealth Bank

Originally from Australia, Martin Spann graduated from Bond University in 1991 with a major in Finance. He f...

Episode #62: The Proper Approach To Clients

Price is always a big issue. We salespeople are very happy to drop the price, because we see this as the ea...

Episode #161: You Make The Brand Not The Other Way

My eyes are slowly closing. I am sitting in the front row but I am struggling to stay awake. There is some...

Episode #26: Peter Jennings, President, Dow Japan

Peter Jennings was fresh out of Law school when he joined Dow in 1985 as an attorney. After representing the...

Episode #61: Proven Principles To Improve Cooperation

“Not my Monkeys, Not My Circus”. This Polish proverb made me smile. A handy phrase for whenever the needle ...

Episode #160: Is Forty The End Of The Line For Most Leaders

Sport is a popular source of inspiration for corporate leadership. Coaches attend off-sites and make good m...

Episode #217: How To Deal With Major Misperceptions Buyers Have About Your Company

A stranger contacts you out of the blue or you meet them fleetingly at an event and they call you afterwards...

Episode #25: Stefan Sacre, CEO President of Carl Zeiss Co.,Ltd.

Stefan Sacre, President CEO of Carl ZEISS Japan, originally came to Japan to pursue research in Tokyo Univer...

Episode #60: What Makes An Effective Presentation

The cold, hard reality is that Presentation Effectiveness can be a make or break skill in the workplace. At ...

Episode #159: The Art Of Cold Calling In Japan

Cold calling always creates a debate amongst the sales community. Some say it has seen it’s day, others def...

Episode #216: Do You Have An End To End Sales Process

“I like talking with people, so I want to be in sales” is a terrifying conversation to have with one of your...

Episode #59: Salespeople Are Focused On The Sale - What A Big Mistake!

Clever, shallow, smooth as silk, glib salespeople are the scourge of the earth. They are focused on your mo...

Episode #24: Thierry Cohen, President, Japan Europe Trading

Thierry Cohen, President of Japan Europe Trading and Founder of Solleone Bio, deep dives into Japan’s busine...

Episode #158: Are You the Chief Mood Maker?

When you are on the executive floor, the carpet is thick, the mood is quiet and the décor is sumptuous. It ...

Episode #215: Fantasies, Folly, Mirages, And Other Illusions of Salespeople

“I like talking with people, so I want to be in sales” is a terrifying conversation to have with one of your...

Episode #23: Markus Baron, President & Representative Director of SGL Carbon Japan

Markus Baron, member of the Board of Directors of the German Chamber of Commerce, and President and Represen...

Episode #58: Middle Manager Skills Are Critical

“They are looking for a place where they are highly valued, feel they are needed, and are praised for being ...

Episode #157: How to Make Project Planning Simple

It sounds so obvious that we should have structures for doing our project planning. Projects are part and p...

Episode #214: Group Selling is Not for the Faint Hearted

Most of the time in Japan, I attend client meetings alone. This is not how the Japanese do it. The Preside...