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 […]

Whether navigating tricky conversations or counseling employees through conflict, there are always going to be difficult workplace issues that crop up. How you handle these obstacles will go a long way toward determining the atmosphere of your office.  Will the office be a space where you and your team can speak and work freely, or… […]

/*! 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} In the complex ecosystem of B2B sales, the integration of sales, marketing, and customer service plays a crucial role in driving business success. Cross-functional collaboration is not just a strategy but a necessity in today’s interconnected business environment where customer […]

/*! 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} Mastering the Art of Relationship Building in Sales In the competitive world of sales, building strong, lasting relationships is not just an advantageous skill—it’s essential for success. Imagine navigating your day, meeting with customers and clients, knowing that each interaction […]