We like to believe we’re rational buyers. Yet, emotional economics says otherwise. We assume we weigh our options, analyze the facts, compare the numbers—and then make a smart, logical choice. But neuroscience tells a different story. Emotion, not logic, drives most of our purchasing decisions.In fact, research shows that feelings play a central role in […]
Remote selling isn’t just selling in a different location—it’s selling in a different mental environment. When you’re not in the same room as your buyer, their cognitive biases—the brain’s mental shortcuts—play an even bigger role in shaping how your message is received. In virtual settings, distractions are higher, attention is lower, and trust is harder […]
Picture this: You’re sitting in your office at 2 PM, staring at a critical strategic document that needs your full attention. Your calendar is perfectly organized, your to-do list is color-coded, and you’ve blocked out exactly two hours for this task. But your brain feels like it’s swimming through molasses. Every sentence takes twice as […]
In this short episode, Rob and Dustin revisit the foundational framework that launched the Impactful Coaching Project: The Three C’s—Competence, Care, and Constant. Originally introduced in an early Substack post, these three traits remain core to how they think about leadership, coaching, and building trust. Whether you’re a new coach trying to build credibility or […]
Leadership. It was a word and title from which I would hide, like a monster looking for me as if I were in a horror movie. Why was I initially scared of it? I think it is multifactorial. Although I hold an MD and MBA, leadership was never formally taught or discussed. Although it was […]
In this “Best of” episode, we revisit the most compelling insights from June’s conversations on coach development, support systems, and navigating the changing landscape of youth and high school sports. Highlights from the Episode: 1. Why Coach Retention Matters Dr. Pete Van Mullem shares why coach turnover is more than a staffing issue—it’s tied to […]
Picture this: It’s Monday morning, and your inbox is already overflowing. Your phone buzzes with three “urgent” requests, two team members need immediate guidance, and that strategic planning session you’ve been putting off is staring at you from your calendar. Sound familiar? If you’re nodding your head, you’re not alone. Every leader faces the same […]
Why do two people hear the same sales messages—and only one buys?It’s not always the product. It’s how the message was framed. Framing is one of the most powerful tools in sales because it doesn’t change the facts—it changes the context. And context is everything to the human brain. A product framed as a solution […]
Resilience in leadership shines brightest when circumstances change without warning. Your annual plan rarely stays intact from creation to execution in today’s world. We must ask ourselves how to face difficulty and stress since avoiding them seems impossible. December signals the start of employee mid-year review reflections. Leaders can use this chance to build their resilience and tackle problems […]
Jason lit up when we talked about the team win. Not because it meant hitting quota. Not even because of the recognition he received from leadership. It was the look on his team’s faces—the pride, the momentum, the belief that they could do it again. “You know what’s weird?” he said. “I didn’t think I […]
