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, […]
When Accuracy Isn’t Enough: The Neuroscience of Connection in Pharma Sales A few months ago, a pharmaceutical rep named Melissa walked into a physician’s office with the kind of confidence only years of training can build. She knew every molecule, every contraindication, every line of the approved script by heart. Her slides were flawless. Her […]
In this episode, Dustin Galyon shares a real-world coaching moment involving a senior student-athlete who skipped a team workout and responded with uncharacteristic defiance. Instead of reacting with discipline alone, Dustin leaned on years of relationship-building to have a direct, honest conversation—one that ultimately deepened trust and ended with mutual respect. The conversation explores how […]
Leadership used to be about control. Today, it’s about connection. The leaders who thrive in today’s fast-moving, hybrid, emotionally complex workplaces aren’t the ones who manage people well—they’re the ones who coach them better. Yet, for many managers, the idea of “becoming a coach” feels abstract. Where do you start? What does it look like […]
For decades, sales training has focused on tactics: closing techniques, objection handling, and scripted messaging. It’s been about teaching people what to say — not how to make others feel. But sales has changed. Buyers are more informed, skeptical, and emotionally overloaded than ever before. They don’t need more data; they need more trust. And […]
Life sciences has always been an industry built on purpose—advancing medicine, improving outcomes, and extending life. But in the rush to innovate faster, scale larger, and automate more, something deeply human has quietly slipped through the cracks: empathy. Ironically, the very industry dedicated to healing people often struggles to nurture the emotional and relational health […]
