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The Big Myth Of The Sales A Player
When we read commentary about how we should be recruiting A Players to boost our firm’s performance, this is...
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...
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....
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 ...
Gold Medal Winning Mistakes When Presenting
Our event speaker was a well-coiffed and well appointed senior executive in one of the world’s biggest corpo...
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 f...
When To Fake It When Presenting
It makes sense to be authentic when presenting, because this is the easiest state to maintain. As someone w...
Episode #252: The Classic Sales Brush Off In Japan
In Japan, the common response of “We’ll think about it” often comes after a salesperson’s second meeting wit...
Episode #251: Accountability
Holding people accountable is essential for any leader, yet many struggle with it, leading to missed deadlin...
Episode #352: Here We Go – Let’s Build Our Personal Brand As A Presenter
The New Year’s resolutions concept is ridiculous, but only because we are weak, lazy, inconsistent and lack...
Episode #351: My Boss Isn't Listening
If you reading this title and thinking “this has nothing to do with my leadership”, you might want to think ...
Episode #247: Rose MacDonald, Country Manager Japan, Wine Australia
Previously, Rose worked for Pernod Ricard Japan as a Brand Manager for Ki No Bi and White Spirits, Brand Man...
Episode #246: Alexandre Lanos, General Manager of Jean Rousseau Japan
Alex previously was an analyst for Marche Industriel Europe (Alternance), Assistant Commerciaux Grand Compte...
Four Superheroes Of Coaching For Leaders
We have seen Hollywood pumping out comic heroes as movie franchises to get the money flowing into the studi...
Working Through Others Who Are Not Working
The chain of command is a well established military leadership given. I have three stripes, you have none,...
House Clean The Team Every Year
Japan has a wonderful year end tradition where the entire house is given a massive clean up. Dust is dispatc...
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...
Confidence And Truth In Selling
Confidence sells. We all know this instinctively. If we meet a salesperson who seems doubtful about their ...
When Using Storytelling In Business Don’t Lead With Your Insights
When I read this quote from Nobel Laureate Herbert Simon from 1971 that “ a wealth of information would crea...
Presenting When Your Organisation’s Leaders are Struggling
The largest meeting venue in the office complex was big enough to handle hundreds of people and it was packe...
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