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 […]

Accountability, which is an important element of the workplace, requires both internal control and external support.  In order to achieve peak levels of performance, external accountability is necessary. You will receive many benefits from implementing accountability in your firm; however, we are talking about only 6 benefits of accountability that will accelerate your results. Being… […]

This post is a different sort of message. It’s a tribute to someone who I consider a dear friend, brother, professional colleague, co-author, co-conspirator, fellow follower of Jesus Christ, and the most enigmatic human being I have ever known. His name is Roger C. Ferguson. As I begin writing this piece, Roger is in an […]

Our actions, even the smallest ones, tell a story to someone else. 

/*! elementor – v3.17.0 – 08-11-2023 */ .elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block} The Science of First Impressions: How Neuroscience Shapes Customer Perceptions in Sales In sales, the saying “You never get a second chance to make a first impression” carries significant weight. First impressions are not just fleeting moments; they can shape […]

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 […]

Why Traditional Sales Training Doesn’t Work: Leveraging Behavioral Psychology and Neuroscience for Effective Communication Traditional sales training has long been the backbone of professional development for sales teams. Companies invest millions in these programs, hoping to arm their salespeople with the skills and techniques needed to close deals and drive revenue. However, despite the extensive […]

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 […]

/*! elementor – v3.17.0 – 08-11-2023 */ .elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block} Asking Great Questions: What is Instinctive Elaboration? This morning, I was deeply immersed in a project, fully focused on the task at hand. You know the feeling—completely engrossed, blocking out everything else. As I meticulously worked through a spreadsheet, a […]