Podcast

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...

Episode #22: Andreas Dannenberg, President and CEO of Adcomm Group

Andreas Dannenberg, President and CEO of Adcomm Group, has been running his business marketing agency for ov...

Episode #57: Hero Or Zero

It is a big crowd, yet the conversation suddenly dies and a hushed silence now sweeps through the room. All...

Episode #156: How To Totally Smash Your Price Is Too High (Part Two)

When we are haggling over the price with the buyer and they say, “this price is too high”, “that is out of o...

Episode #21: Ross Rowbury, Former President of Edelman Japan

Ross Rowbury, Former President of Edelman Japan, celebrated his 40th anniversary since first arriving in Jap...

Episode #213: Sell With Passion

We often hear that people buy on emotion and justify with logic. The strange thing is where is this emotion...

Episode #56: Stupid Mistakes Which Stop Sales

What we say and how we say it matters. It matters in life, in families and in business- especially in sales...

Episode #212: Japanese Companies Employ Kunoichi Ninja To Answer Incoming Phone Calls

Ninja are masters of illusion, invisibility and subterfuge. All of these traits have pretty much died out i...

Episode #155: How To Totally Smash Your Price Is Too High (Part One)

Pricing is usually set by the boss and salespeople are just there to get out and sell at that designation. ...

Episode #20: Kenichi Fujita, Chairman & Representative Director, Siemens K.K.

Mr. Fujita, President & CEO of Seimens K.K., began his career in the Japanese manufacturing industry at ...

Episode #211: Outbound Calls To New Clients During COVID-19

Sales is always a tough job, but not being able to get any new clients during Covid-19 just takes the degree...

Episode #55: Business Seems Logical But It Is Rife With Emotions

We are all pretty average on recalling events, people’s names, locations, sequences, inanimate objects, etc....

Episode #154: Create Raving Fans When Presenting

We can speak to a group. Then there is another level, where we try to totally captivate our audience. What ...

Episode #19: Dr. Carolina Kawakubo, General Manager of MedSkin Solutions

As a teenager growing up in Germany, Dr. Carolina Kawakubo was fascinated by Japan, which led her to study i...

Episode #210: Sales Service Debacles Are The Boss’s Fault

Generally speaking, we mainly have failures of follow up in B2B sales. The conduct of the sale’s meeting is...

Episode #54: The Prep Really Makes Or Breaks A Presentation

Before jumping straight into the slides to build your presentation, identify your likely audience. How know...