Leaders Be Persuasive
We're judged by what we say and how we say it. In a video-first world, every leader is a

Q: Why must leaders master presenting now?
A: Everyone carries a camera, and rivals publish nonstop. Hiding means your brand fades while theirs compounds. Speaking is now table stakes for credibility.
Mini-summary: Visibility is constant; skill must match.

Q: Isn't technical competence enough?
A: No. "Good enough" communication stalls influence. The market hears the difference between average and outstanding—and rewards polish.
Mini-summary: Competence ≠ persuasion; upgrade delivery.

Q: How do ego and blind spots hurt?
A: We don't know what we don't know. Confidence can mask gaps in structure, clarity and close. Coaching exposes and fixes them.
Mini-summary: Humility unlocks improvement.

Q: What's the fastest path to better performance?
A: Take focused training to build structure, storytelling, visuals, delivery and Q&A control. Practise openings and closes until they sing.
Mini-summary: Train the core, then rehearse the edges.

Q: How do I sustain gains?
A: Record a weekly short video, review eye contact, energy and message clarity, and tighten. Ask a peer to coach pace and presence.
Mini-summary: Short loops, steady improvement.

Bottom line: Presentation is a core leadership skill—acquire it, polish it and protect it. Then the big pitch becomes your stage.

About the Author
Dr Greg Story, Ph.D. in Japanese Decision-Making, is a veteran Japan CEO and trainer, author of multiple best-sellers and host of the Japan Business Mastery series. He leads leadership and presentation programmes at Dale Carnegie Training Tokyo.

How To Use Speaking To Promote Your Personal Brand
We live in a publisher's world. If you want speaking gigs that grow your brand in Japan, stop waiting to be discovered and start creating searchable proof of expertise.

Q: Where do I start with speaking if I'm not a writer?
A: List ten buyer problems you hear repeatedly. Record short answers if writing is hard; transcribe later. Clarity beats polish.
Mini-summary: Begin with your clients' questions and answer them clearly.

Q: What is a flagship article and why create one?
A: Stitch related posts into one substantial piece and submit it to industry or Chamber magazines. Edits are normal; publication adds authority and a link you can use in pitches.
Mini-summary: One published piece creates credibility and search visibility.

Q: How do I repurpose my content without feeling repetitive?
A: Break the flagship back into single-issue blogs. Post on your site, email it and schedule to social. Add a speaking call-to-action with outcomes, not slogans.
Mini-summary: One idea → many assets → steady visibility.

Q: How do I pitch to event organisers?
A: Send the published article, three talk titles with promised outcomes and links to short clips. Offer Japan-relevant examples. Ask about content gaps, not just open slots.
Mini-summary: Lead with proof and relevance, not a long bio.

Q: Should I use podcasts?
A: Yes. Guest on niche shows first; later, start your own if you can sustain a rhythm. Afterward, post clips, quotes and show notes on your site.
Mini-summary: Podcasts expand reach and feed your content engine.

Q: Do I need fancy video gear?
A: No. Phone, tripod, clip-on mic, one metre away. Hook, one idea, one example, one action. Add captions and repurpose the transcript.
Mini-summary: Simple setups beat silence; publish fast and often.

Bottom line: Think like a publisher. Publish, repurpose and pitch. The more quality touchpoints under your name, the easier it is for organisers and buyers to find you.

About the Author
Dr Greg Story, Ph.D. in Japanese Decision-Making, is a veteran Japan CEO and trainer, author of multiple best-sellers and host of the Japan Business Mastery series. He leads leadership and presentation programmes at Dale Carnegie Training Tokyo.

Really Understand Your Expectations Of Your Sales Team
We hire people, expect instant results, then churn the headcount when numbers lag. In Japan's tight market, that revolving door is costly. Here's how to realign expectations with reality.

Q: Are you hiring farmers when you need hunters?
A: Farmers maintain; hunters create. In Japan, farmers are more common. Ask candidates where their current clients came from. Leads, handoffs and orphan accounts signal farming; proactive prospecting and conversions signal hunting. Neither is "better"—mismatch is expensive.
Mini-summary: Hire for the outcome; verify hunting in the interview.

Q: How fast should new reps ramp?
A: Replace hope with evidence. Build a ramp curve based on your last 5–10 years of records. Track monthly revenue for the first four quarters, drop the best/worst outliers, average the rest and set quarter-by-quarter goals and coaching.
Mini-summary: Use your data to set realistic ramp benchmarks.

Q: Do your incentives drive the right behaviour?
A: If maintenance and net-new pay the same, you'll get farming. In risk-averse Japan, high base salaries dull prospecting. Shift the mix to a sensible base, fair commission and a kicker for first-time wins—simple, transparent, predictable.
Mini-summary: Pay for hunting if you want hunting.

Q: How do you set targets that motivate?
A: Stretch, don't snap confidence. Break the annual number into weekly leading indicators—conversations, meetings, proposals, follow-ups. Coach to those, diagnose bottlenecks and avoid moving goalposts weekly.
Mini-summary: Lead with indicators; keep confidence intact.

Bottom line: Audit recruiting, ramp benchmarks and incentives, then align them with the growth you want—from new and existing clients. That's how you stop the churn and stabilise performance.

About the Author
Dr Greg Story, Ph.D. in Japanese Decision-Making, is a veteran Japan CEO and trainer, author of multiple best-sellers and host of the Japan Business Mastery series. He leads leadership and presentation programmes at Dale Carnegie Training Tokyo.