Emotional Intelligence: A Quick Overview
Emotional Intelligence: A Deep Dive Into the Most Valuable Leadership Skill If you’ve worked in leadership for any length of time, you’ve likely heard the phrase “Emotional Intelligence is more important than IQ.” But here’s the truth: That statement isn’t just a catchy phrase—it’s a neuroscience-backed reality. In fact, the higher up someone rises in […]
Emotional Economics: How Feelings Influence Purchase Decisions
We like to believe we’re rational buyers. Yet, emotional economics says otherwise. We assume we weigh our options, analyze the facts, compare the numbers—and then make a smart, logical choice. But neuroscience tells a different story. Emotion, not logic, drives most of our purchasing decisions.In fact, research shows that feelings play a central role in […]
Virtual Selling Mastery: Overcoming Cognitive Biases in Remote Demos
Remote selling isn’t just selling in a different location—it’s selling in a different mental environment. When you’re not in the same room as your buyer, their cognitive biases—the brain’s mental shortcuts—play an even bigger role in shaping how your message is received. In virtual settings, distractions are higher, attention is lower, and trust is harder […]
Change Barriers: What Are They and How to Avoid Them
Understanding how the brain responds to change (what we call Change Barriers) is one of the most important tools a coach or leader can have. You’ve seen it before. A leader walks out of a workshop fired up about new strategies. A team leaves a coaching session with clear goals and fresh motivation. But a […]
Framing for Persuasion: Crafting Sales Messages That Resonate with the Brain
Why do two people hear the same sales messages—and only one buys?It’s not always the product. It’s how the message was framed. Framing is one of the most powerful tools in sales because it doesn’t change the facts—it changes the context. And context is everything to the human brain. A product framed as a solution […]
Harnessing the Brain’s Reward Pathways: Positive Reinforcement in Coaching
Jason lit up when we talked about the team win. Not because it meant hitting quota. Not even because of the recognition he received from leadership. It was the look on his team’s faces—the pride, the momentum, the belief that they could do it again. “You know what’s weird?” he said. “I didn’t think I […]
The Neuroscience of Social Proof: Using Testimonials to Drive Conversions
The Neuroscience of Social Proof: Using Testimonials to Drive Conversions In a world overflowing with information, buyers don’t just want to hear that your product works—they want to see who else believes it. That’s the power of social proof, and it’s more than a marketing buzzword—it’s rooted in neuroscience. When used well, testimonials, reviews, and […]
From Awareness to Action: Using Mindfulness to Enhance Coaching Outcomes
Carla always came to our sessions prepared. Bullet points. Status updates. Action items. On paper, she was crushing it. But under the surface, something wasn’t landing. She was moving fast, executing well, but repeating the same leadership patterns that were burning her out, holding her team back, and giving her the same coaching outcomes. Halfway […]
NeuroAnchoring in Coaching: How to Create Lasting Behavioral Change
It was a Wednesday morning in Chicago, in a quiet suburban office just off the highway. I had flown in the night before, grabbed a protein bar from the hotel lobby, and walked into a training room where 50 seasoned leaders sat in folding chairs with their arms crossed and their skepticism fully activated, and […]
Sensory Selling: Engaging Multiple Senses to Enhance Customer Recall
In a crowded marketplace, being memorable is everything. And yet, most sales experiences still rely heavily on logic, data, and words. Here’s the problem: words alone rarely stick. The human brain is wired for multisensory engagement, engaging your senses—it recalls feelings, experiences, and sensations far more vividly than it remembers facts. That’s where sensory selling […]
