TV Show

How Not To Be Fazed By Buyer Pushback

Q: Why do salespeople struggle when buyers push back? A: Buyer pushback often triggers an emotional reaction....

How To Get On Better With Your Boss

Q: Why do bosses and team members so often misunderstand each other? A: The issue is often not personality, b...

How Frequently Should You Practice Your Presentations

Q: Why is it hard for most people to improve their presentations? A: Most people don’t give formal presentati...

Objections Required In Sales

Why Objections Matter In Sales Q: Why are objections important in sales? A: Salespeople often hope buyers wil...

Peter Jennings - President of Dow Japan and Korea

“this job is really primarily a people job” “if you get the right people, you don’t have to spend a lot of ti...

Which Data For My Presentation

Q: How much data is “enough” in a presentation?A: Usually, less than you think. Most presenters don’t have a ...

Dealing With Taxing People

Why do difficult people feel so hard to deal with at work? Most of us never received a practical playbook for...

Japan Is Very Formal In Business

Why does Japan feel more formal in business than countries like Australia or the United States? In Japan, for...

How To Pump Up An Audience

How do you pump up an audience without feeling manipulative? You pump up an audience by combining storytellin...

Sports Lessons Which Instruct Leaders

br>What has changed in coaching, and why should business leaders care? The classic image of a coach delive...

Why There Are Few Sale's Case Studies In Japan

Why are case studies so hard to publish with Japanese clients? Case studies are supposed to make selling easi...

Ross Rowbury - Former President, Edelman Japan

“I celebrated my 40th anniversary of first arriving in Japan.” “Every single person that was working for me, ...

Episode #286: Accountability In Your Team

Q: Why do many presentations feel dry, even when the facts are strong? A: Because they’re one-dimensional. Y...

Episode 386:Pitchpeople vs Salespeople: Why Pitching Doesn’t Work

Why are annual sales targets “irrelevant” once they are set? Annual sales targets often feel like the main ev...

Paul Hardisty — Former CEO, Adidas Japan

“The trust part is very important.” “Change was a dirty word.” “Anything controversial was normally me.” “Doi...

Harry Hill — Former CEO, Shop Japan

“Everybody having a shared sense of purpose and shared values… is just absolutely imperative.” “I trust you, ...

Episode #285: The Iceberg Method For Handling Client Pushback

Q: Why should salespeople expect objections in Japan? A: Because pushback, rejection, and disinterest are th...

Episode 385: Big Venue, Big Results: Practical Techniques For Large Crowds

Presenting to a very large audience demands a different approach because distance changes what people can see...

Episode #284: Grant Torrens — Managing Director, Hays Japan

“First thing I’d say is do it… just throw yourself into it.” “Spend the first ninety days getting to know the...

Episode #284: Leadership Bench Strength in Japan: Coaching, Culture, and Courage

284 Leadership Bench Strength in Japan: Coaching, Culture, and Courage Q: Why does leadership development i...