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 […]
Sales isn’t about convincing—it’s about connecting. Yet, despite decades of training and technology, many sales professionals still default to pitching products instead of telling stories. The problem? Our brains are not wired to be persuaded by data alone. We are wired to feel before we think. That’s why the most influential salespeople aren’t just presenters. […]
In our book and on the podcast, we’ve talked a lot about toughness and how it connects to psychological safety. That connection sometimes causes people to push back.They hear “psychological safety” and think it” soft. Psychological safety doesn’t mean you can do whatever you want. It means if you follow the rules, give full effort, […]
I’m honored to be part of Dr. Anja Timmermann’s 2025 Storytelling Symposium: “Learning and Leadership,” an international online conference hosted from Hamburg this November. This four-day event brings together professionals, researchers, and creatives to explore how storytelling can transform leadership, learning, and communication. I’ll be joining as a guest alongside Jerome Deroy, Tamsen Webster, Dr. Franz Hütter, Dr. Katja Brunkhorst, Elma Esrig, […]
Sales isn’t about convincing—it’s about connecting. Yet, despite decades of training and technology, many sales professionals still default to pitching products instead of telling stories. The problem? Our brains are not wired to be persuaded by data alone. We are wired to feel before we think. That’s why the most influential salespeople aren’t just presenters. […]
Recently, I had the privilege of seeing label•less, an Off-Broadway musical created by Drew and Lea Lachey. It is not your typical show. There are no clear heroes or villains, no perfect resolutions. Instead, it is a series of interwoven stories, part concert and part conversation, designed to help us see one another without judgment. […]
