Unlocking the Growth Mindset: Neuroscience Strategies for Coaching Breakthroughs
Jared sat across from me, arms crossed, lips pressed into a thin line. The numbers didn’t lie—his performance was lagging—but he was quick to explain why: the market was slow, his team was green, and corporate wasn’t providing enough support. Classic fixed mindset language. Smart guy, high potential, but stuck and needing breakthroughs. As his […]
Neural Triggers of Trust: Building Buyer Confidence from First Contact
Building trust is the cornerstone of every successful sales relationship. But what happens in the buyer’s brain when they decide whether to open the door to your message? By understanding the neural triggers of trust, you can design every first contact to tap into the brain’s trust circuitry—boosting buyer confidence and accelerating your path to […]
Coaching Without a Shared Vision? That’s Just Managing
Coaching Without a Shared Vision? That’s Just Managing.Why Alignment Is the Missing Ingredient in Most Leadership Conversations If you ask most leaders what coaching means to them, you’ll hear phrases like “helping my team grow,” “giving feedback,” or “unlocking potential.” But too often, coaching conversations happen in a vacuum, focused on short-term tasks, performance gaps, […]
What Sellers Are Taught to Say Isn’t What Buyers Actually Hear
What Sellers Are Taught to Say Isn’t What Buyers Actually HearWhy Deals Get Stuck—And How to Fix It Walk into any sales kickoff or enablement training, and you’ll hear the same thing: perfect your pitch, memorize your value proposition, nail the objection-handling script. But here’s the problem—what sellers are taught to say isn’t what buyers […]
If You Don’t Know What Drives Your People, You’re Managing Blind
If You Don’t Know What Drives Your People, You’re Managing BlindWhy Great Managers Know Their Team’s Personal Goals and Values Most managers can tell you their team’s sales targets. They can list KPIs, deliverables, and performance review dates without blinking. But ask them this: “What does each person on your team care about most, personally […]
Gratitude is a Coaching Superpower: What the Science Says
Gratitude is a Coaching Superpower: What the Science Says It was the end of a long week, and I was leading a check-in with a sales manager, let’s call her Emily, I’d been coaching for months. We had built trust, had tough conversations, and seen real progress in how she led her team. But that […]
Sales Habit Formation: Making Change Last
Sales Habit Formation: Making Change Last Why 90% of Sales Training Fades—and How to Make It Stick Every year, companies invest billions in sales training. And every year, most of that investment disappears within weeks. In fact, research shows that up to 90% of sales training is forgotten within 30 days if it’s not reinforced. […]
Trust First, Then Teach: The Brain’s Sequence for Learning in Coaching
Trust First, Then Teach: The Brain’s Sequence for Learning in Coaching There’s a moment that happens in every coaching relationship—when the feedback is honest, the challenge is clear, and the stakes feel real. It’s the moment when the leader leans in with intention and says, “Let me show you something.” But what happens next depends […]
The Burnout Barrier: Recognizing and Resetting Before Sales Performance Slips
The Burnout Barrier: Recognizing and Resetting Before Sales Performance Slips It rarely starts with a meltdown. Burnout in sales doesn’t usually announce itself in big, dramatic moments. More often, it tiptoes in quietly. The high performer who starts missing small details. The enthusiastic rep whose energy flatlines. The teammate who used to lead the charge […]
Why Your Coaching Culture Isn’t Sticking
Why Your Coaching Culture Isn’t Sticking A company rolls out a coaching initiative. The leadership team gets trained. The managers have their one-on-ones. The language shifts slightly—more questions, less telling. For a few weeks, maybe even a few months, it seems like things are moving in the right direction. Then something happens. Deadlines tighten. A […]
