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The Preparation Paradox: High-Stakes Meetings with David Rudolf, 'The Staircase' - MS006

My guest on this episode is criminal defense attorney David Rudolf. I’ve been wanting to interview David ever since I watched ‘The Staircase’ on Netflix. In this documentary series, David represents Michael Peterson, an American novelist whose wife was found dead at the bottom of a staircase in their North Carolina mansion. When watching the documentary, I was deeply impressed with David’s professional performance. Not only because of his legal expertise, but also because of his...


The Power to Walk Away: Influence in Sales Meetings with Will Marshall – MS005

Most people don't like to talk about power, because they consider it evil and associate it with abuse and the use of force. But power is a fact of life, especially in sales meetings. If you don’t understand it, you can lose a sale without ever knowing why. Will Marshall is a self-employed management consultant and an executive and sales trainer at the International Institute for Humanization. In our conversation, he shares many anecdotes from his long career as a B2B sales rep and manager...


Exploring the Unsaid: Deep Listening With Oscar Trimboli – MS004

Oscar Trimboli still finds it uncomfortable to speak about listening, but I’m glad he has found a way to combine these two competing activities. Oscar is an executive coach and a listening expert based in Sydney, Australia. In this episode, he talks about the cost of poor listening for individuals and organizations and the importance for leaders to help people think and listen to what’s unsaid. This episode runs more than 90 minutes and is my longest to date, but we could easily have gone...


Football, Hot Tea and Trust: Meeting Without Agenda with Maarten Oldenhof – MS003

My guest for this episode is Maarten Oldenhof. Maarten is the former CEO of Ajax, the iconic Amsterdam-based football club that dominated the game in the early 70s and mid 90s. In '95 they won the Champions League, the biggest prize in European club football. And in the years after, Ajax moved to a new stadium nearly triple the size of the original one and became the first and only Dutch club to go to the stock market. Maarten was CEO in this exciting time in club history. Some six...


The Power of 3s: Public Speaking Lessons with Spencer Waldron - MS002

My guest for this episode is Spencer Waldron. Spencer is the Regional Director Europe of Prezi, the cloud-based presentation platform. A marketing veteran with more than 20 years of experience, he’s also a frequent speaker at business conferences across Europe on topics like storytelling and leadership communication. This episode is packed with the lessons that Spencer learned the hard way – by being on stage. How do you best prepare for talks, how do you handle your nerves when being in...


Going Beyond the Numbers: Investors Meeting Executives - MS001

In this first episode, Marcel van de Hoef interviews Joost de Graaf, a senior portfolio manager at Kempen Capital Management. Based in Amsterdam, Joost helps manage more than 3 billion euros at Kempen’s Global and European High Dividend funds. Reflecting on the hundreds of meetings he has had with company executives over the past 20 years, Joost talks about the human edge in investing, the predictive power of information gathered from meetings, the importance of what’s not being said and...