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. […]
n today’s complex life sciences landscape—where innovation moves at lightning speed and the stakes involve both patient lives and shareholder value—technical expertise alone is no longer enough. The most successful leaders in pharma, biotech, and med-tech are those who can bridge science and humanity, logic and empathy, data and dialogue. That’s where NeuroCoaching® comes in. […]
Salespeople spend enormous energy perfecting their pitch decks, rehearsing product features, and crafting ROI calculations. But before you even open your slides, the buyer’s brain has already started making decisions about whether to trust you. Trust is not built at the end of the sales process. It is built in the first few moments of […]
The world’s top athletes have coaches. The most successful CEOs have coaches. Nobel Prize winners often credit their mentors and guides. Yet there persists a curious misconception in our achievement-oriented culture: that needing a coach somehow signals weakness or inadequacy. This couldn’t be further from the truth. As both a physician and executive coach with […]
In Part 2, we dig deeper into how the U.S. Naval Academy develops ethical, resilient leaders—and how those same lessons apply to coaching. Jim breaks down the Academy’s leadership lab, the sophomore ethics course, and the “2 for 7” contract that defines a midshipman’s commitment. We also talk about his new book, Crucibles—what inspired it, […]
This special Best of September edition of Beyond Coaching brings together some of the most eye-opening and practical conversations we’ve had this month. From the sidelines of youth sports to the leadership labs of the Naval Academy, each guest shared powerful stories and truths that speak directly to the challenges coaches and leaders face every […]
