Podcast

Episode #44: Seriously Nasty Buyers

The customer is Kamisama (God) in sales in Japan. We hear this a lot here across all industries and sectors...

Episode #10: Seiichiro Asakawa, CEO, Tokyo Chemical Industries

As a leader, I learned to not compete on things I did not have expertise in. I had a financial background, n...

Episode #144: Peter Drucker, Leadership And Japan

Peter Drucker has this great quote. “Only three things happen naturally in organizations: friction, confusio...

Episode #199: Virtual Selling: How To Prepare For Online Meetings

Online meetings with existing clients are a breeze. The connection is there, the history, the trust has bee...

Episode #43: Fond Farewells For Staff

In most Western economies, a colleague’s farewell is no big deal, just a part of the tapestry of business. ...

Episode #9: Paul Hardisity Ex-CEO, Adidas Japan

Once you walk the talk over a given period of time as a leader, you gain trust, and then people will fol...

Episode #143: Don’t Work For Idiots In Sales

Bullying, humiliation, ridiculous stretch targets, rubbish goods, stress, shame – a toxic cocktail often suf...

Episode #198: Virtual Selling - How To Gain Customer Trust

Meeting a potential new customer online is a daunting prospect for salespeople. All of the skills we have b...

Episode #42: In Your Presentation Pour On Your Evidence

There are a number of common structures for giving presentations and one of the most popular is the opening-...

Episode #8: Dominic Carter, CEO, Carter Group Japan

If you come into Japan with the idea that you're going to give orders and people are going to follow your or...

Episode #197: Dealing With The Deal Sugar Hit

I love dark chocolate. One of the downsides of my chocolate proclivity is that the lift from the sugar is f...

Episode #41: Sales Perils

Sales cannot run like a manufacturing production line. We are not making industrial cheese here. This is m...

Episode #142: Elegantly Accepting Your Kudos

You want to promote your business or organisation, so that you can be more successful. A genius idea pops u...

Episode #7: Masa Namiki, CEO, Interbrand Japan

While you can be ready for a position from a capability or mindset perspective, it does not necessarily mean...

Episode #141: New Staff Development Challenges

Sakaiya Taichi, well known author and futurist, made an interesting observation about the current trend of ...

Episode #196: The Cold Calling On Zoom Salesperson - Part Six

We have come to the final stage of the sales process, getting people to agree to move forward and place thei...

Episode #40: Super Self Awareness

As professionals how do we grow in our business careers? Academic studies usually form the platform to whic...

Episode #6: James Feliciano, CEO of AbbVie Japan

As a leader in Japan, people look to you for approval, for guidance, for answers, but at the same time you h...

Episode #140: Real World Business Negotiating

We have many images of negotiation thanks to the media. It could be movie scenes of tough negotiators or re...

Episode #195: The Cold Calling On Zoom Salesperson - Part Five

We have moved along the continuum of the sales process, from making the cold call, getting the appointment, ...