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Episode #128: Defending Your Price

Salespeople don't set the price of what they sell. This is usually an obscure outcome decided by someone ...

Episode #127: How To Work The Room When Presenting

Getting up in front of people is confronting for a lot of speakers. Beady eyes are boring into you, a sea...

Episode #126: How To Set Your Team Up For Success

Beginnings are important in business. It might be the start of a new calendar year, a new financial year ...

Episode #125: Really Sad Questions From Salespeople

Three woeful contributions from salespeople include "we have this widget", "you should have it?" and "we c...

Episode #124: The Professional's Guide to Presentation Rehearsal

Every performance is better when practiced beforehand and presenting is no different. We don’t do it for ...

Episode #123: The Details Will Derail You

“The Devil Is In The Detail” saying, reflects ancient wisdom about taking careful notice of small things. ...

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...