The Power of Active Listening in Sales Active listening is one of the most powerful tools a salesperson can wield. It’s not just about hearing words; it’s about understanding the underlying needs, emotions, and intentions behind those words. When done effectively, active listening can transform your sales interactions, leading to stronger relationships and higher conversion […]

This episode features an interview with Coach Sam Riggleman, a Hall of Fame baseball coach with a successful career spanning over 40 years. Coach Sam shares highlights and insights from his coaching journey and emphasizes the importance of character and competency in building trust with athletes. The discussion touches on various topics, including the challenges […]

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Riding the Emotion Coaster: Mastering the Arcs Within Sales Conversations In the high-stakes world of B2B sales, mastering the subtleties of communication can make the difference between closing a deal and losing a prospect. One of the most powerful yet often overlooked aspects of sales interactions is the emotional journey both the salesperson and the […]

Harnessing Emotional Contagion in Sales: Insights from Behavioral Psychology and Neuroscience In the world of B2B sales, effective communication is the cornerstone of success. Yet, one often overlooked aspect is the phenomenon of emotional contagion – the process by which one person’s emotions and related behaviors directly trigger similar emotions and behaviors in others. Rooted […]

Adaptive leadership provides a model to think about and tackle complex problems. My study and understanding of adaptive leadership began for me at the Kansas Leadership Center (KLC), a place where the concept is deeply woven into the fabric of leadership development. KLC employs the adaptive leadership model as its foundational framework, aiming to empower […]

In this episode of Beyond Coaching, guest Dan Tudor shares invaluable tips on modern coaching and recruitment strategies. Tudor emphasizes the importance of understanding and adapting to Generation Z’s communication styles, including preferring texts and shorter messages. By highlighting coaches’ needs to be clear, concise, and personalized, Tudor outlines how these methods can dramatically improve […]

Now, we are going to go in depth for a bit on the levels of culture.  Hang with me. It gets a bit deep and academic, but I think it is essential to understanding how culture actually works. To start with—there are three levels of culture.  Artifacts, espoused beliefs and values, and underlying assumptions.  All […]

Mitch Hull is the National Director of Professional Development for the 3D Institute. He has vast experiences in the athletic world that include playing football at Kansas State University, as an All-American wrestler at the University of Wisconsin, and coaching for Wisconsin, Purdue, and and USA Wrestling. In this podcast episode, Mitch Hull discusses the importance […]

Experiences come in two varieties from which we might draw lessons. We may learn from inexpensive experiences from others without having to go through an experience ourselves.   Expensive experiences are those in which we go through a circumstance and come away with learning.  I warn my child, for instance, not to touch the hot stove.  […]