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 […]
We’re in Crossover Season—that time in college athletics when fall sports are wrapping up with conference and national tournaments, and winter sports are just getting underway. With the end of the season, it offers an opportunity to evaluate intentionally how it is going within individual programs….how we can improve and where things are going well. […]
Instead of a subscriber video this month, we are going to do something different. We have the first draft of our ICP Coaching Certification Course complete. It is not the final product but we want some people to test out the course for us and give feedback. So, we are giving paid subscribers free access […]
If you’ve ever caught yourself thinking, I hate my boss, you’re not alone. Gallup’s latest data shows that 75% of employees who leave their jobs cite poor management or lack of recognition as their top reason—not compensation, not workload, but relationship quality. But dig deeper, and the sentiment often isn’t hatred at all. It’s frustration. […]
Across every industry, sales leaders are facing the same reality: the skills that once drove performance no longer guarantee success. Despite record investments in sales enablement and technology, quota attainment has dropped for the fifth consecutive year. Gartner reports that only 43% of sellers hit their targets in 2025, down from 57% just three years […]
When Marcus became a senior leader at his organization, he was known for his decisiveness. People followed his lead because he always seemed to know the next step. So when his company rolled out a sweeping change initiative—new structure, new reporting lines, new priorities—everyone expected Marcus to adapt effortlessly. But he didn’t. Behind closed doors, […]
