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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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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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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395 The Thrill Of The Hunt In Sales In Japan
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There are farmers and hunters in sales and both are needed in organisations. The hunters are energised by landing the deal and bored with the paperwork and administrivia required after the sale. The farmers are not much chop at landing new clients, but they are genius at taking care of existing clients and keeping them as repeater clients. I am a h…
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212 Nicolas Villeger, Founder & Managing Director, Tradentry
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Previously Nicolas was Representative Director and CEO Louis Vuitton Japan, Managing Director DFS Japan and Korea, Vice President Operations North Asia and SEA, Tesla, President & CEO Coach Japan, Regional Director, President & Representative Director Japan, Longchamp, Director, General Manager Japan, Estee Lauder, General Manager Shiseido Japan. N…
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Lawyers in Japan are an elite group. I attended a legal symposium, involving these super elite Japanese lawyers and yet the communication skills on offer were incongruent with their elite educations and high social status. I can never resolve how intelligent people can manage to stand up in front of an audience and position themselves such that the…
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569 Delegate Or Disappear In Business In Japan
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They are not making as many Japanese as they used to. Every year we get these headlines about the new lows in numbers of births in Japan. The demographic trend is obvious to everyone. What is not obvious is how this is going to force a change in the way we lead. Until now, we have all applied the like it or lump philosophy to staff working for us. …
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395 A Tale Of Three Speakers In Tokyo
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What an interesting panel discussion we had. Georg Loer, an old friend of mine, after 17 years running NRW Global which stands for North Rhine Westphalia, was handing over the reins to Carolina Kawakubo. The guest panellist was Jesper Koll, a very well-known economist here in Tokyo. All three have been guests on my podcast Japan’s Top Business Inte…
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212 Bernard Delmas, Lead Independent Director, Nissan Motor Corporation
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1:18:00
Previously Bernard was Representative in Japan for Pylote, Group Senior Advisor at Michelin, Nihon Michelin Tire Chairman, Nihon Michelin Tire President, Member of the Board Ichikoh Industries. Bernard has an MBA for HEC School Of Management and a MSC from Ecole Nationale Superieure des Mines de Nancy.…
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Tricky area in sales, showmanship. The word has a certain odor about it that reeks of fake, duplicity, con game, spruker, carnival barker, etc. Yet, like storytelling, this is an important part of the sales professional’s repertoire. Clients are card carrying members of the Great Guild Of Skeptics. They are highly doubtful about salespeople’s claim…
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568 Business Opportunities in Japan
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394 The Sales Success Code For Post Covid Japan
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394 How To Build Credibility Before You Meet the Client In Japan
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The premise of tonight's theme is how we position ourselves for the client before we even meet them. With the advent of social media, people will know they are going to meet you and will check you out. That wasn't possible before, but it certainly is now. So, how do we put ourselves in the best light, in the best position before we meet the buyer o…
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211 Christian Mecker, President Bosch Mobility South and East Asia
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Previously Christian was VP Sales and Application Diesel Systems Robert Bosch, General Manager Robert Bosch Japan, Directeur des Ventes Robert Bosch France. He has a mechanical engineering degree from Ecole centrale de Lyon
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In our lives, we have harvested a lot of experiences, which we can use in our presentations. If we were better organized, we might have had the forethought to keep notes, so it would be easier to refer to them when we are looking for material. Well there is a hint right there – keep notes from now on. You can just jot down in your Evernote or somet…
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567 Tough Love Or Fake Praise To Motivate Staff In Japan
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Tough Love Or Fake Praise To Motivate Staff In Japan This tough love or fake praise alternative is a dubious construct. Are these two alternatives really the only options? For some leaders they may feel that the staff are getting paid to do a professional job and their corresponding need is to get on with it. The boss doesn’t need to be pandering t…
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393 Missing The Real Needs When Selling In Japan
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I had a meeting with a client I have been chasing for business for the last ten years. They have had the same President right throughout and we get on very well, but this has not resulted in any business coming my way. Over the years, I had been introduced by him to his various HR people, and that is where it has always floundered. Maybe they had t…
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393 Senior Executives Common Presentation Errors In Japan
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It is not often that we get a front row seat to watch a group of very senior businesspeople compete with each other when presenting. If you like blood sports, then this is right up your alley. This is a zero-sum game for seizing the brass ring and even better, it is conducted in the full glare of the assembled masses. This is an annual event, which…
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210 Tim O’Rourke, Country Manager, Meltwater Japan
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Previously Tim has held a number of roles with Meltwater: Area Director, Managing Director Australia, Senior Client Success Manager Australia, Sales Manager Australia, Sales Consultant Australia. Prior to Meltwater, he was a journalist with the Herald Sun in Melbourne.
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Imagine my surprise, as an expert in sales training, when I meet salespeople who have not spent even one second trying to master the bridging of the gap between value and cost. Sitting in the audience at a speaker event, next to a thirtyish Japanese sale’s guy, we talked about how he does his sales. He told me he contacts a lead, gets an appointmen…
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566 How To Influence Engagement In Japan
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12:28
APAC always ranks low in global engagement surveys. At the very bottom of the APAC calculation sits Japan. Part of the reasons are language and cultural. The translations from English can sometimes be off the mark and lead the Japanese to score lower. I always recommend carefully checking the translations to try to tighten them up and make the mean…
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392 Preparing RFPs in Japan
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10:24
I don’t like doing RFPs in Japan. We are translating concepts and intangibles into text in a document, which a lot of people we will never ever meet will be reading and making decisions about us. I prefer to work on my champion and have them marshal the approval through their byzantine internal processes to get the agreement to go ahead. It feels m…
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392 Presenters Need Strong Discipline In Japan
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Our presenter was vivacious, sparky, bright and engaging. She works in a cool area of business and has the opportunity to see what works and doesn’t work in many industries. This enables her to pull together terrific insights and back these up with hard evidence based on numerous case studies and who doesn’t love a good case study. A big crowd turn…
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209 Ji Watson Representative Director, CEO, MW Japan; EVP, CFO, MW APAC
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Previously Ji was Senior Partner, IBM Worldwide Finance and Operations Director at Ogilvy and Mather Advertising; Director, Brand Strategy Group; Director, Global Agency Coa-Cola; Marketing Manager, Turner Broadcasting. She has an MBA from Emory University – Goizueta Business School and an undergraduate degree in accounting from Oglethorpe Universi…
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Japan loves rote learning and parents will pay cram schools to get their kids fully tuned up and on to the education escalator. Rote learning and exam technique is the standard educational approach in Japan right through to starting University classes. At University, unless you are trying for very specific careers like medicine, the elite bureaucra…
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565 People-First Leadership In Japan
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Alan Mulally has had a very successful career at Ford and Boeing. Over his 45 years as a leader, he developed an approach called “Working Together: Principles, Practices and Management System”. His number one principles is “People first….Love them up”. This type of declaration is simple to make, but not that easy to live when you are facing quarter…
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391 Stress Free Closing The Sale In Japan
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Recently, we had a negotiation with an existing buyer. They had severely cut back their purchasing quantities under direct orders from the European Headquarters. A new President had arrived and looking at the global training bill, decided he could save a lot of dough if they did it all themselves. The first salvo was to reduce the amount of previou…
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391 The Japanese “Way” of Presenting
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Foreign companies often want to appoint a Japanese person to be the head of their Japan operation. This is done on the basis that they will know what is best for the business. This proclivity has made many washed up, tremendously mediocre Japanese Presidents a lot of money and substantially extended their careers. At some point the shareholders, or…
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208 Michael Standar, Regional Director Troax AB
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Previously Michael was Board Chairman and Director Voestalpine Bohler Welding Asia Pacific, Business Development Director-Consumables ESAB Asia Pacific, Country Manager Japan and Korea ESAB, President Besam Japan, Product Manager Eiga AB, Sales Engineer, Market Manager Asia Pacific Nomafa AB. He has a Master of Science from the Faculty of Engineeri…
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Normally when we give presentations, they tend to be pretty dry affairs. We marshal the facts, relate what happened, tell stories perhaps but in a one dimensional way. We are relating what happened, but are not making any attempt to bring it alive. However, what do we seek when we are looking for entertainment or education – we are looking for dial…
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564 Handling Underperformance In Japan
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I was having lunch with an expat client who has been here about a year and a half. We were talking about people not performing. In passing conversation, I happened to mention that incompetence is not an acceptable reason, as far as the Japanese courts are concerned, to fire someone. Japanese judges believe that it is our fault, because we have peop…
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390 Sales Can Be Depressing In Japan
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I am having a bad run in sales at the moment and it is depressing. I am a constant networker attending events to meet potential clients. The leads we get to our website go to my sales team and so I have to hustle and get out there and make it happen. I do that and I follow up with the prospects to try to get a meeting or at least an introduction to…
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390 How To Give Smooth Deliveries When Presenting In Japan
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The Lord Mayor of London covers the whole con-urban spread of greater London and the Lord Mayor of the City of London covers 1.12 square kilometres of the financial district with a population of nearly 11,000 people, so it is a bit confusing. Alderman Lord Mayor Professor Michael Mainelli gave a speech to the British Chamber of Commerce recently. I…
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207 Gustav Strandell, Executive Director, Kohitsuji-kai Group International Care System KK
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Previously Gustav was CEO Maihama Club Nursing Homes, Managing Director, Swedish Care Institute, Consultant Access Technology. Gustav Graduated with an MA in East Asian Studies from Stockholm University.
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“I would be able to sell a lot more except for all the external factors over which I have zero control”. Actually, you have never heard this line of argument before from a salesperson. This is because this statement is an honest appraisal of what they see as the problem, but they don’t express it that way. Instead they bitch about the boss, the mar…
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563 Using Dale Carnegie’s Human Relations Principles For Effective Coaching
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Effective leaders actively coach their staff and move them through four stages. In Phase One, they create a psychologically safe environment. In Phase Two, they engage the team members. In Phase Three, they evaluate the response to those engagement activities and finally, in Phase Four, they empower their subordinates. Let’s choose some of the most…
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389 AI And The Death Of Content Marketing
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I started my first podcast “The Japan Leadership Series” on August 2nd, 2013. Shortly after that, I discovered Content Marketing and got better educated on the subject thanks to Joe Pulizzi and Robert Rose’s podcast “This Old Marketing”, launched on November 20, 2013. The premise at the time was revolutionary. You put up your best stuff for free an…
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389 Go for Greater Innovation When Presenting
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“Will It Blend” was a genius idea from Blendtec, kicked off with a $50 budget in 2006. The campaign saw Tom Dickson’s videos go viral and take a boring blender manufacturer into the pantheon of marketing presentations. They have 187 videos on YouTube and 845,000 subscribers to their channel. So far, their YouTube channel has had 294 million views. …
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206 Tim Hewitt, Japan Country Manager, BMS Group
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Previously Tim was an Associate General Counsel at Marelli, Director Indirect Sales at Colt Technology Services, Senior Lawyer Minter Ellison Lawyers. He has a Law Degree, Bachelor of Asian Studies and is a graduate from the from the Kellogg-HKUST Executive MBA
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Sometimes you see a confident leader really bomb their presentation. It doesn’t happen all that often, but when it does, the contrast is vast. If they are totally hopeless and they bomb, well that is understandable. But a competent leader shouldn’t bomb their presentation. He did and I was wondering why that happened? It was only at the end, when i…
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388 Confirming Your Understanding Of The Client Needs In Japan
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Have you ever had this experience? You cannot get on the same wavelength as the client. I remember an HR Director at one of the major fashion brands and I was always confused during our conversations. I was never sure where she stood on any number of issues about us delivering training for them. Yes, she was very pleasant, but also very obtuse and …
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388 Pacing Your Presentation In Japan
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11:26
We are usually asked to speak at events by some hosting organisation and these can be breakfast, lunches or evening occasions. Each has its challenges. Not that many people seem to be great in the early mornings and the energy level of the audience can be very low, as they are still sleepy. This sleepiness is definitely a problem for after lunch pr…
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562 Moving Ideas Into Reality In Japan
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Ideas are free and sometimes frivolous. We can brainstorm anything we like and we will come up with a bunch of ideas. Often that is where things grind to a shuddering halt. I have been in those rooms, where we covered all the walls with ideas great and mighty. What happened thereafter? Nothing. In Australia, in the 1990s, the government tightened u…
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205 Tony Aram, Country Head Japan, Collectors Universe
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Previously Tony was in the Financial Accounting Group-Advisory and Administration, Nomura Holdings, Head of Real Estate Finance Macquarie Group, Chief Financial Officer Merrill Lynch, Area Financial Controller HSBC, Manager PWC and Auditor KPMG. He has a Bachelor of Economics, Accountancy from the University of Sydney.…
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What I Leant About Leadership in The Dojo
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I have often thought there are so many lessons from the martial arts for our businesses. Here are my musings after 53 years of training in traditional Karate. Stepping on to the floor The dojo is the ultimate equalizer. Whether you arrived by chauffeur driven Roller or took Shanks’s mare, once you step on to that dojo floor only your ability and ch…
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561 Creative Problem Solving
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11:03
Japan has a lot of wisdom to share and one of my favourites is to not start with the solution to a problem. In Japan, the idea is to start with making sure you have the right problem to solve. This is not easy, because often we are super busy and moving at warp speed all the time, so just jumping in to fix a problem sounds like the best approach. T…
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387 How To Present Your Sales Materials To The Japanese Buyer
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Japan loves detail. A lot more detail than we expect in the West. I remember a lecture I attended at an academic conference on Sino-Japanese relations here in Tokyo in the early 1980s. The Professor was making this point about the Japanese love of detail by relating how a Zen metaphor had been imported into Japan from China. In the Chinese telling,…
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387 Prepping For Your Presentation
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I am terrible. I procrastinate about starting the assembly of my presentation. Invariably, by holding off starting, I create time tension, which forces me to elevate the priority of the presentation and lift its urgency above all the other competing demands on my time. I should start earlier and take some of that tension out of my life. So, everyon…
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204 Yannick Derrien, Country Manager Japan and APAC Area Manager IDKIDS
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Previously, Yannick was General Manager Adolfo Dominguez Japan, Pandora Division Manager Bluebell, Deputy General manager PCSA, Japan Country Manager Fast Retailing Group, Japan CEO Mauboussin, Finance Management Program member GE Healthcare
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Don’t Be A Whimp On Pricing
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Salespeople don't set the price of what they sell. This is usually an obscure outcome decided by someone else inside the machine. It might actually be an elaborate process, where multiple variables are carefully calibrated, mathematical formulae are applied and a price is arrived at. Or, it might be a slightly moist index finger boldly thrust skywa…
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560 The Big Badness Of Baidu’s EQ
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Founded in 2000, Baidu has 39,800 employees and is one of the largest global AI and internet companies. Based in China, its major success has been its search engine business. Its quarterly revenues ending June 2024 were $4.67 billion, so it is a substantial company. The Head of Public Relations and Vice-President, Ms. Qu Jing, posted a video on soc…
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386 Controlling Our Hour For The Sales Meeting In Japan
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Usually in Japan, we are granted an audience with the buyer for an hour for the meeting. Sometimes with Western buyers, they want to restrict the time, so we only have thirty minutes, which makes things very difficult. We also know that if we can capture their interest, that thirty minutes can magically become much longer. We also know that there w…
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386 Thrashing AI When Presenting In Japan
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I was in a recent debate with the Dale Carnegie organisation about approving the publication of my new book “Japan Leadership Mastery”. There were concerns about copyright, because I was drawing on the Dale Carnegie curriculum for the book. A book is a powerful content marketing tool, so excluding the Dale Carnegie oeuvre defeats the purpose. One a…
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