TV Show

Episode #122: How To Cold Call

Cold calling is an unheralded intervention into someone's already packed schedule. They are distracted by...

Episode #121: The Hard And The Soft Of Presenting

It is so easy to become “Johnny One Note” when presenting. We get locked into a modality of voice and bod...

Episode #120: Get Your Hustle On

Smart people in sales are a problem. They have expansive brains, intellectual curiousity and strategic de...

Episode #119: When Selling Timing Is Key

It always astonishes me that many salespeople have very little sense of proper timing to start selling the...

Episode #118: Three Absolute Fundamentals For Success

Highly knowledgeable people are often at a big disadvantage in business. They have expertise and experien...

Episode #117: How You Can Generate Ideas

How to best tap into the idea potential of our work teams? We know that the success of the organisation w...

Episode #116: Lawyers Aren't Special. They Need To Sell Their Services Too

Lawyers have spent a lot of time studying to pass their bar exams. When they graduate, they are the white...

Episode #115: Surprisingly, Smart People Are Often Clueless At Presenting

Japan is an interesting place. So many things here are ultra modern, high tech, totally nuanced and sophi...

Episode #114: HQ Never Understands Japan

One of the dubious delights of running an international business in Japan is dealing with the Mother Ship ...

Episode #113: Consistency In Sales Is Critical

We all know that consistency is a fundamental requirement if we are going to establish trust with others. ...

Episode #112: Why Lawyers Are So Bad At Presenting

Lawyers are smart people, but sometimes do self-defeating things. They are discovering that unlike the “g...

Episode #111: Okay Boss, Motivate Me

“Motivate me” must be one of the saddest requests a leader can receive. The request may not be so bluntly...

Episode #110: How To Control Your Mood In Sales

The morning dark gloom of heavy ponderous rain clouds, piling snow drifts or driving, cutting razor blade ...

Episode #109: We Are Always Sorry In Japan Before We Get Up To Talk

Well educated from two top ranked Universities. Undergraduate in Japan and an MBA from the USA. He had a...

Episode #108: Japanese Leadership Legend Mr. Atarashi's Big Breakthrough

Ever heard that a training course changed somebody's life? "It was good", "I enjoyed it", “I learnt somet...

Episode #107: The Power Of Sales Stories When Selling

Storytelling in sales is our ability to express ourselves in a way which is engaging and persuasive. We c...

Episode #106: Show Me How Great You Are, Don't Tell Me

Japan is an interesting place where there is a lot of respect for people’s family pedigrees, University al...

Episode #105: Success Formula For Leading Project Teams

Leading projects can be tricky. Often the enthusiasm for the detail overrides the brain and the team are ...

Episode #104: Hard Sell Hell

I feel sorry for the “phone dogs” having to cold call clients to sell them stuff and at the same time I ha...

Episode #103: The Danger Zone When Presenting

In the history of the world, it has never been harder to be a presenter. The Age of Distraction has guara...