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THE Sales Japan Series is powered by with great content from the accumulated wisdom of 100 plus years of Dale Carnegie Training. The show is hosted in Tokyo by Dr. Greg Story, President of Dale Carnegie Training Japan and is for those highly motivated students of sales, who want to be the best in their business field.
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THE Leadership Japan Series is powered with great content from the accumulated wisdom of 100 plus years of Dale Carnegie Training. The Series is hosted in Tokyo by Dr. Greg Story, President of Dale Carnegie Training Japan and is for those highly motivated students of leadership, who want to the best in their business field.
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THE Presentations Japan Series is powered by with great content from the accumulated wisdom of 100 plus years of Dale Carnegie Training. The show is hosted in Tokyo by Dr. Greg Story, President of Dale Carnegie Training Japan and is for those highly motivated students of presentations, who want to be the best in their business field.
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Japan's Top Business Interviews is the premier business interview podcast for people who want to know more about business in japan. The guests cover a range of industries and organisation sizes, to present a thorough overview of issues with leading in Japan. If you are a leader, especialy someone leading in Japan, then this is the podcast for you.
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The Japan Business Mastery Show aims to draw back the velvet curtain on what is rerally going on with doing business in Japan. Everything is so different here it can be confusing. This show will take you through all those minefields and position you for success in this market.
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As leaders, we are busy bees. We are buzzing around, going from meeting to meeting. We are getting together with clients over lunch, touching base with HQ, handling the media, talking to HR about our people and a host of other important activities. Usually poor time managers, we are constantly hemmed in by the demands on our schedules. The upshot i…
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Japan is facing a serious shortage of staff in many industries. The job-to-applicant ratio rose to 1.28, the Ministry of Health, Labor and Welfare announced recently. The ratio means there were 128 job openings for every 100 job seekers.The figure has not yet reached the pre-pandemic level of 1.6 in 2019. The hospitality sector in particular, lost …
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It was a big affair. Many supporting organisations had promoted this expert dual speaker event and the large audience filed into the prestigious venue. I was sold on the advertising too. I was intrigued by the pairing of topics and according to the blurb, the speakers’ backgrounds looked the money. The MC kicked things off and handed the baton off …
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Maxime founded his company in 2007 in China and now has offices in Tokyo, Paris, Vancouver and New York. Before starting Ekohe, he was the R&D Manager at Labbrand in Shanghai. He has a Master’s Degree in Engineering from Centrale Lille Institute and another Master’s Degree in Artificial Intelligence and Pattern Recognition from Shanghai Jiao Tong U…
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The classic movie half-time locker room Churchillian oratory from the coach, whipping the team into a frenzy for the coming onslaught is now gathering dust in Hollywood’s archives. Today’s most successful coaches are masters of human psychology, combining insight with superb communication skills. What about leaders in business in Japan? In my exper…
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There are many paths to the mountaintop in the leadership area. Today, let’s go back to the practical realities of getting others to listen to you and, even more importantly, to follow you. My favourite quote on leadership is from Yogi Berra, the American baseball coach rather infamous for murdering the English language. He said something profound …
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Sales people are in massive competition today, with all the distractions that are out there for the client’s attention. We want to get our message across about how we can help build the client’s business, but it is a tough row to hoe because of all the competition we face from meetings, emails and social media. There are so many things that are occ…
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I hesitated to use this title, because it smacks of click bait, doesn’t it? To hell with it, live dangerously, I say! What flagged this question for me was an article in the Financial Times by Anjli Raval about Wall Street earnings calls. She mentioned that researchers from the University of Bergen and Said Business School analysed the question-and…
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Guillermo has spent most of his career at Chanel as Country Manager Singapore, Regional President SE Asia, Global Marketing Director (cosmetics), Japan Cosmetics General Manager, Japan Fashion General Manager. He graduated from the University of the Basque Country (Spain) and is also a graduate of the EU’s Executive Training Programme in Japan (ETP…
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When we stand in front of an audience, we are representing our personal brand and our firm’s brand. People evaluate us and our companies based on how we perform. Think back to the presentations you’ve seen and I’m sure you’ll agree that many speakers are missing passion and commitment to the topic. Don’t be like that. Typically, we speakers enter a…
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You would think that organisations choose their leaders because they are skilled in communication. What is the job after all, but communicating with the team to make sure everyone is clear about what they have to do and to encourage them to do it? Well you would be wrong! Leaders are usually selected for promotion because they are very good, often …
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Our circle of friends will usually be people with whom we share a lot of commonalities. Our viewpoints merge, our interests are similar, we like the same types of things. We get on easily. Life however throws us many curved balls, as meet new people who are not like us. Often we struggle when dealing with them. There are nine tried and true human r…
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Pasedena, January 31,1993. Michael Jackson performs at the Super Bowl. He suddenly pops out of the smoke on to the stage and strikes a dramatic pose facing right. He holds that pose for one minute and eight seconds, not moving a muscle. He makes one change and looks left. He holds that same pose for another 20 seconds before he takes off his sungla…
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Derek previously was Country Manager Japan for Tourism Australia. He has spent over 31 years working for Qantas, in a variety of roles including: Senior Manager Qantas Business Rewards, Head of Commercial, Commercial Manager Pacific and Japan, Manager Pacific and Japan Routes, Marketing and Management Services Manager Japan. He has a Degree in Asia…
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Often the first reaction to hearing no from the buyer is for the salesperson to panic and go harder. They somehow imagine they can force the buyer to buy. The immediate impulse is to go straight to the answer to counterpoint the objection. This is mainly an emotional reaction based on the adrenalin flooding the brain with the fight response. We nee…
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Leaders may not even be aware that they are poor listeners. They are very focused on telling others what to do. Being time poor, they are very focused on their own messaging, rather than the messaging efforts of others. In the war for talent in Japan, that could be a fatal move. One of the biggest factors driving engagement in Japan is the feeling …
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In the first two parts of this three part series we have gone deep on how to become known and liked by buyers. That is all very well, but if they don’t trust us, they won’t buy our solutions if they can avoid it. If you are in an industry where the supply side is totally restricted and the buyers have to compete for supply, then lucky you. I have n…
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It is very common to see panel discussions at business events. There is danger lurking in the shadows, though. The hosts invite a number of experts, usually around three to four, to interact with the MC. The idea is that a range of views will emerge and a richer resource of information will be provided this way, compared to the single speaker model…
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Gavin has been working for Baker McKenzie since 2001, rising from Foreign Associate, to Senior Associate, to Senior Foreign Associate and then to Partner. He has a Bachelor of Law from Bond University and an SMU Certificate in Fintech & Innovation from Singapore Management University
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Bosses are often oblivious to the idea of diversity. I don’t mean diversity as mainly considered in Japan, which is usually about lack of inclusion of women in the workplace. Diversity here means variations amongst the team in terms of communication preferences. Here are two decisions to determine the best communication style to deal with your boss…
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The S-Curve is a very simple concept. Over time, a newly promoted employee goes through distinct stages in their performance achievement. Initially, their performance declines as they grapple with the new set of responsibilities. Gradually they get the swing of things and start to do well at their new accountabilities. After a period of becoming co…
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In Part One, we went deep on the KNOW Factor in sales and today we turn to why we need to be likeable. Actually, do we need buyers to like us? Maybe not in every case, but it doesn’t hurt does it? As a buyer yourself, would you rather deal with someone you like, rather than a person you didn’t like? We will all prefer to work with people we like, b…
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The education system in Japan from the early stages, right the way through varsity to most corporate training, is based on the lecture model. The instructor provides the information, and the participants write it all down. It is a very one directional, passive approach. When we are presenting, what do we do when we are using the “inform” model? Whe…
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Previously Marton was a Partner at KK Sherpa, Assistant Vice President at Aozora Bank, and a Fund Manager at Nomura Asset Management. He has an MBA from Waseda University, a degree in Finance from Budapest Business University and a BA in International Marketing from Avans University of Applied Sciences.…
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The usual frequency for most people for giving formal presentations is once in a blue moon. In other words, we don’t do so many in a year. This presents a problem, because as we know, repetition is key to learning and improvement. Instead of hanging around waiting for someone to invite you to speak, you need to get out there and beat the bushes for…
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As leaders are we all perfect? Are we perfect all the time? Obviously, the answer is “no” to both counts, but that doesn’t mean we always face up to our own shortcomings. An important part of growing and improving as a leader is to be honest about who we really are. Let’s go through some common areas where leaders can improve. 1. Uninspiring This u…
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We have all heard this bromide about Know, Like and Trust in sales, but have we really deeply explored what it means in today’s post-Covid business climate? Over the next three contributions, I am going to go deep on these three aspects of sales. The Marketing Department will work on promoting the brand, but it very rare that they ever promote indi…
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There is a famous speech construct which we have all heard; “Tell them what you are going to tell them, tell them, then tell them what you just told them”. Basically, this says open the talk by flagging what your central thesis is, expound on that thesis and then, in the summary, revisit the key points. There is nothing wrong with that approach, ex…
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Previously Alfonso was Japan Country Manager, Regional Director North Asia, Oracle Advertising; Business Director Acxion; Deputy Managing Director, Bandai; Overseas Marketing Team Manager, Sega; Senior Consultant Japan Office, Hall Kinion. Alfonso is a graduate of the University of Navarra and has a Masters degree from Nagoya University.…
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Buyers should buy and not quibble, hesitate or question. That at least is what salespeople hope for. The reality is we want buyers to object. If we don’t get a commitment to buy right then and there, the next best case is they give us an objection. No objection then no sale. Let me explain why. If we are giving our presentation and at the end the b…
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Which is more important to us as the leader – what we choose to do or who we choose to be? Most of our careers on the way up will have been concentrated on doing, achieving, delivering results, making the numbers, getting projects delivered on time and on budget. Absolutely nothing wrong with any of that. When we get into a position of leadership t…
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AI has opened the floodgates to allow any idiot to create content. If content marketing is an important vehicle for promoting your credibility in business, then be concerned. Most content is currently created by people who are literate, that is, they can write the pieces themselves. One notable exception is Gary Vaynerchuk and I am a big fan. He is…
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“I want to be perfect when I speak”. No, you don’t! Let me tell you a tale of two CEO presenters with different approaches to addressing their audiences. One CEO used recent movies as his navigation for his speech. Actually, I had watched none of them, but he added enough context for me to get the point he was making about his own journey as a CEO,…
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Previously Bostjan was Executive Officer, Director of Global Sales And Special Projects Compass Group, Commercial Director, Tupperware, Vice President UK and Ireland, earlier Sales Director Japan and Korea, Steelcase, Sales Representative Architecture & Design Tokyo.
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Leadership is about creating environments that influence others to achieve group goals. This works because people support a world they help create. There are five success areas for leaders to focus on that make all the difference. Rate your performance by giving yourself a mark on a scale of 1 (low) to 10 (high) for each area. Self-direction This i…
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Joe Peters, Managing Director, iSearch Worldwide Joe previously was President Transamerica Direct Marketing Japan, President AXA Life Singapore, Regional VP Group Life & Health AIG, VP Japan Marketing Mutual of Omaha, Manager A&H INA (Cigna), Manager MetLife
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You are at an event, it could be internal presentation or an industry event and you are been chosen for a prize or recognition. Award awarded and now you have to speak. This is where we are genius at snatching defeat from the jaws of victory, as we make a dog’s breakfast of our remarks. Very depressingly, we go from hero to zero in rapid order. It …
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Sale’s solutions are what make the business world thrive. The client has a problem and we fix it, our goods or services are delivered, outcomes are achieved and everybody wins. In a lot of cases however these are only partial wins. Problems and issues are a bit like icebergs – there is a lot more going on below the surface than can be spotted from …
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The Master of Ceremony (MC) goes to the microphone to get the programme underway but the audience are simply oblivious, caught up in their own riveting conversations. The situation is much worse at receptions where alcohol is already flowing and the people down the back are generating a roar, a positive din, that drowns out the speakers. Apart from…
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Previously Brian was an Advisor to Curvegrid, Advisor to Cerego Japan, Principal Advisor In Japan Kelly Slater Wave Company, Co-Founder & Director Weatherly Japan, Advisor Salesforce, Advisor to the Board FPG co., Ltd., Advisory Board Member Japan Burton Snowboards, Director NBO Group, Chairman Value Commerce Co., Ltd. Director James Harvard Intern…
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The hardest sales job in the world is selling something you don’t believe in yourself. The acid test is would you sell this “whatever” to your grandmother? If the answer is no, then get out of there right now! It is rarely that clear cut though. The more important test is whether what you are selling solves the client’s problem or not. Selling clie…
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We have probably all been on the receiving end of it or have been a witness to it. The presentation is completed, after which come the questions; some are fact finding, some seek clarification, while some are just plain nasty. Perhaps the questioner is not trying to be mean, but the result is the same. All eyes in the room burn a hole into you as e…
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He slid effortlessly into the chair and before I knew it, he had popped open the oyster shell of his laptop and was pointing his screen menacingly in my direction. Uh oh! Powerpoint slide after powerpoint slide bombarded me with detailed data, specs, diagrams and text information. After 20 minutes he stopped the torture. “Wow”, I thought, “he hasn’…
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Best intentions, higher callings, righteousness – all good stuff but without good communication, our efforts fail. Instinctively, we all know storytelling is a great communication tool, but the word itself is a problem. We associate it with bedtime stories and therefore the idea sounds a bit childish. In the modern era, Hollywood talks about the ar…
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Previously Eriko was President GE Japan, Director American Medical Device & Diagnostics Association of Japan, Director For Policy Outreach, Legal and Corporate Affairs Microsoft Japan, Marketing Communication Specialist, Sony Euroope, Germany. She is a graduate of Keio University.
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Getting the team motivated is hard enough without us screwing it up. Here are seven things we should eliminate: Showing a lack of common courtesy You are a super busy boss. Are you barking out commands like a tyrant, with no thought to say “please” when requesting action or adding a ”thank you” when it is completed? Do you come to work full of worr…
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Doing more, and doing it better, faster and with less is driving global business. A cadre of professional managers running organisations is going the same way as the typing pool. Organisations can no longer afford managers who only manage; instead, they also need them to be leaders. This begs the question: what is the difference between a manager a…
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In 1936 an unknown author, despite many frustrating years of writing drafts and receiving publisher rejections, finally managed to get his manuscript taken up by a major publishing house. That book became a classic in the pantheon of self-help books – “How to Win Friends and Influence People”. Surprisingly, many people in sales have never read this…
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Public speaking throws up many fears and challenges for all of us. As part of High Impact Presentations, one of our public speaking courses, we have been surveying the various participants for the last four years about the types of things they most want to improve. The most common request, from both Japanese and English speakers, is to “be clear wh…
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Previously Ted was the Chief Operating Officer at Picsel UK, Senior Managing Director Fidelity Investments, Chief Marketing Officer at Vodaphone Japan, Executive Vice-President Japan Telecom, President Comuwizards, Area Marketing Vice-President Verizon Wireless, Managing Director Marketing J-Phone, Director of Strategy Ai Touch, Consultant Bain and…
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