In every organization, clarity is talked about far more often than it is practiced. Leaders encourage clearer communication, clearer priorities, and clearer roles. Yet as companies grow, complexity tends to grow even faster. New initiatives are layered on top of old ones. Messages become longer. Strategies become more complicated. Teams begin to interpret direction differently, […]
Artificial intelligence is reshaping nearly every corner of the workplace. From forecasting to documentation to customer insights, AI tools are now woven into daily workflows. Leadership and coaching are no exception. New platforms promise automated feedback, performance nudges, and data driven suggestions that support managers in developing their people. These tools are valuable. They streamline […]
There’s a tension I keep running into, and I’d be lying if I said I had it figured out after over 20 years in college athletics. The athletic world is built around competition. Results matter. Wins matter. When we lose, I’m frustrated and sometimes embarrassed, because that competitive edge hasn’t softened over the years. I […]
For years, empathy in healthcare sales has been treated as a soft skill, something nice to have but not essential to results. The reality is far more scientific. Empathy is not simply a personality trait; it is a measurable brain function that directly impacts trust, connection, and influence. In a field where accuracy, compliance, and […]
The average buyer today is drowning in information. They’re managing endless data, metrics, and priorities, all while trying to make high-stakes decisions under pressure. In that environment, the last thing they need is a salesperson who adds to the overload. Neuroscience tells us that the brain has a finite capacity for processing information, known as […]
For decades, sales leaders have told their teams to “ask better questions.” But neuroscience reveals that the secret to effective questioning isn’t the question itself; it’s the state of mind behind it. The best sellers don’t ask to get an answer. They ask to create curiosity. When curiosity is genuine, it changes everything about the […]
Dean Jaderston joined me to talk leadership, faith, and playing the long game. We trace his path from Minnesota high schools to men’s college hoops to leading women at Friends—and how each transition reshaped his approach. Dean explains why women’s teams often respond best to “we/us” language and 1:1 feedback, why coachability beats raw talent, […]
Across industries, sales professionals pride themselves on being knowledgeable, articulate, and persuasive. Yet, the more data and detail they deliver, the more disengaged their buyers become. This growing gap between what sellers communicate and what buyers actually trust is not a skill issue—it is a science issue. In today’s marketplace, buyers are inundated with information. […]
Across the life sciences industry, leaders spend millions on sales training, manager development, and technical certifications. Yet performance issues persist. Representatives retain information but fail to apply it. Managers run “coaching conversations” that feel more like compliance checks. The problem is not a lack of knowledge or skill. It is a lack of understanding about […]
In life sciences sales, where scientific accuracy and human connection must coexist, storytelling is more than a communication skill; it is a competitive advantage. Sales professionals working with clinicians, lab directors, or procurement teams often face the same tension: how to communicate technical complexity and emotional relevance in a single conversation. The answer lies in […]
