Your Intended Message

To Be a Good Leader, Be a Good Follower: Keith Willis

Feedback First: The Starting Point for Better Sales Coaching

Listen for What Isn’t Said: The Coaching Skill Most Managers Miss

Episode 275 (Keith is based in Philladephia)

In this conversation with Keith Willis, we explore:

• why real coaching starts with clarity, not a barrage of questions

• how an Army leadership mindset accelerates business coaching outcomes

• the pharma sales reality and why managers must coach for influence over time

• a practical cadence for field rides, feedback, and field coaching reports

• a three-step coaching move: say it, support it, then ask for their view

• spotting belief barriers (like “I hate being closed”) and reframing them with stories

• listening for the unsaid—naming hesitancy to surface the real issue

• how to kick-off a coaching culture with a 7:1 positive feedback ratio

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About our guest, Keith Willis:

Keith is the president and founder of Core Management Training. He helps organizations build leadership competencies, coaching systems and sales performance frameworks that strengthen managers and elevate teams.

A former U.S. Army Captain he honed his skills in team building, strategic planning and leadering before translating those lessons into coaching for leaders in the pharmaceutical industry.

Learn more about Corel Management Training and their programs https://coremanagementtraining.com/

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Key Learning Points:

• change is constant—assume the environment will shift and prepare people to adapt.

• military leadership and great business coaching share more similarities than most think.

• start with assessment before training: interviews, 360s, and gap-mapping.

• pharma selling is influence over time, not a one-meeting close—so coach for the long game.

• field ride-alongs plus clear field coaching reports (FCRs) remain essential.

• the common coaching mistake: endless questions that hide the manager’s point of view.

• better sequence: say it, support it with observations/data, then ask for reaction.

• coach beliefs, not only skills (e.g., why a rep avoids closing).

• listen for what’s not said; name hesitancy and invite the real conversation.

• to launch coaching at scale: begin with positive feedback, aim for a ~7:1 ratio before tougher notes, use a simple model, and weave coaching into 1:1s.

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Strategy before messaging: Stop “talking to everyone” and start growing: Shay Prosser

Targeted messaging wins: why “market to everybody = market to nobody”

Plateaued growth? Check your vision, strategy, and team empowerment

Episode 274 (Shay is based in Charlotte NC)

In this conversation with Shay Prosser, we explore:

• why strategy must come before messaging

• how interviewing customers sharpens language that resonates

• the danger of “laundry list” offerings and what to say instead

• how clear targeting helps the right people self-select (and others opt out)

• how to set do/don’t-do boundaries so teams deliver consistently

• a simple way to stop scope creep in service businesses

• what makes a business scalable beyond the owner

• how 90-day plans with simple metrics create real momentum

• why rebrands should serve a strategic purpose, not vanity

• how to refine vision so teams can actually execute

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About our guest Shay Prosser:

Shay is fractional chief Marketing and Strategy Officer. She is a founding member of the Birthing of Giants regional cohorts.

She has lived in 10 states plus living abroad.

Learn more about Shay and her services at:

https://north12partners.com/

Connect with Shay:

https://www.linkedin.com/in/shayprosser/

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Key Learning Points:

• strategy precedes messaging: define who you serve, the problem, and the words they use.

• talk to customers first: use their language to shape offers and copy.

• focus beats laundry lists: communicate the problem you solve, not 25 services.

• repel to attract: clear messages signal who is and isn’t a fit.

• internal alignment matters: communicate what you do/don’t do and set boundaries.

• fight scope creep: “today’s exception is tomorrow’s expectation.”

• services must match promises: align sales, delivery, and scope controls.

• build a scalable business: processes and people so the owner can step back.

• use 90-day plans + simple metrics: create momentum and visible wins.

• vision → strategy → execution: clarify the destination, then pick the route.

• rebrand with purpose: positioning, story, and team rollout—not just colors.

• smart change management: communicate the why, who’s involved, and the plan.

• cross-industry practices help: fractional leaders transfer proven playbooks.

• empower the team: owners are often the bottleneck; promote leadership.

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De-escalate any argument in 90 seconds: Doug Noll

Manage Difficult Conversations & Meetings

The 3-step script to calm angry people (ignore words, read feelings, label)

Episode 273 (Doug is based in California)

In this conversation we explore…

• https://dougnoll.com/why decisions are emotional and what that means for leadership credibility

• the 92-second reset protocol that calms intense situations fast

• a three-step method: ignore words, read emotions, reflect with “you” statements

• the brain science behind affect labeling and rapid de-escalation

• why “active listening” backfires and how to respond effectively instead

• the four relaxation signals that tell you it’s safe to problem-solve

• adopting a compassionate mindset to neutralize personal attacks

• evidence from prisons to boardrooms proving the method’s transferability

• how to prepare for tough meetings with self-labeling and emotion maps

• a practical path to mastery in 8–12 weeks with deliberate practice

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About our guest, Doug Noll:

Doug was born with a set of difficult disabilities: nearly visually blind, color blind, two club feet, poor teeth, left-handed, and too smart for his own good.

He found his life’s calling at 50 years of age when he left a successful civil trial practice to become a peacemaker, mediator, author, and teacher.

Free Offer: Peace Under Pressure Kit

The kit consists of my De-Escalate Advisor, which is a ChatGPT agent that will help you work through intense emotions, my 4- week online video course Dealing With Anger and Aggression, and an invitation to my free Stop Arguments Cold Skool Community.

Either DM me on LinkedIn or Facebook @douglasnoll on Instagram @douglasenoll with YOUR INTENDED MESSAGE 25.

https://dougnoll.com/

https://www.linkedin.com/in/dougnoll/

https://www.instagram.com/douglasenoll/

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Key learning points:

1. Emotions drive decisions; treat people as emotional beings first.

2. The 92-second reset protocol (ignore words, read emotions, reflect with “you” statements) reliably calms people.

3. Affect labeling interrupts the amygdala and engages executive function.

4. Avoid “active listening” formulas; use plain “you feel…” reflections instead.

5. Wait for the four relaxation cues before problem-solving.

6. Mindset shift: see attacks as emotions, not truth; respond with compassion.

7. Practice builds automaticity; mastery is achievable in ~8–12 weeks.

8. These skills scale from prisons to boardrooms and change behavior system-wide.

9. Self-labeling (silently) stabilizes you during tough meetings.

10. Preparation: pre-name likely emotions—yours and theirs—before you enter the room.

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No-fluff Approach to Brand Storytelling: Deevo Tindal

Build trust in business through authentic storytelling

The brand blueprint: how to define values and tell your story

Episode 272  (Deevo is based in Charlotte, NC)

In this conversation we explore…

• how to cut through industry noise with a no-fluff branding approach

• why self-discovery is the foundation of personal branding

• the role of trust and experience in building client relationships

• how authentic storytelling creates emotional connections

• why honesty and vulnerability make you relatable

• the importance of aligning your values with your business story

• why branding is more than visuals—it’s every customer touchpoint

• how personal struggles and pain points can strengthen your brand

• why your story won’t resonate with everyone (and that’s a good thing)

• what qualities make someone an ideal client for branding work

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About our guest, Deevo Tindal:

Unapologetically Bold – he says what others won’t, and it lands. Personal Brand-First – he helps people build brands rooted in identity, not imitation. No Fluff, All Fire – Real-world experience meets razor-sharp insights you can act on. It’s Not Just a Talk – It’s an experience. One that will shake your audience into clarity.

Ready to learn more or check out his services? Visit https://www.thebrandstoryteller.com/

https://www.linkedin.com/in/fusionphotog/

https://www.instagram.com/deevothebrandstoryteller/

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Key Learning Points

• the no-fluff approach means dropping templates and discovering your unique story

• personal branding starts with knowing yourself first, not copying others

• trust is built through intentional client experiences, not just final products

• authentic storytelling connects emotionally and sets you apart

• vulnerability and honesty make your brand relatable

• your values and problem-solving define the heart of your story

• branding is every touchpoint in the customer journey, not just logos or colors

• pain points and struggles can strengthen your story if shared with purpose

• not everyone will resonate with your brand—and that’s okay

• the best clients are purpose-driven, coachable, and ready to share their genius

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Tackle Wicked Challenges with Human Ingenuity: Ken Tencer

Build Innovation Teams That Thrive in Ambiguity

Human Ingenuity: Clever, Inventive and Fearless Thinking

Episode 271 (Ken is based in the Greater Toronto Area)

In this conversation we explore…

• why innovation often stalls in organizations

• the difference between innovation, entrepreneurship, and ingenuity

• how to measure and manage openness to ambiguity

• why diversity of thought and background is essential for innovation

• how leadership roles should rotate during the innovation cycle

• why bias is the greatest barrier to new thinking

• the role of students and external control groups in innovation

• the difference between simple, complex, and wicked challenges

• why human ingenuity requires clever, inventive, and fearless thinking

• how the 90% Rule honors the past while pushing toward the future

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About our guest, Ken Tencer:

Ken is a long time entrepreneur, author and global speaker.

He is completing a doctorate in human ingenuity - clever, inventive an fearless thinking in the faces of wicked challenges (incomplete information, ambiguity, and uncertainty)

Ken works with organizations to help them identify and resolve their wicked challenges, (strategy, team development and tactics). Learn more and contact him at:   https://sayhitothefuture.ca/

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Key Learning Points

1. Innovation requires three dimensions: innovation (process), entrepreneurship (team), and ingenuity (thinking).

2. Ambiguity is a core skill: successful innovation teams must measure and embrace tolerance for ambiguity.

3. Diversity fuels innovation: variety in backgrounds, perspectives, and disciplines prevents groupthink.

4. Leadership should rotate: the right leader shifts depending on the stage of the innovation cycle.

5. Bias is the biggest barrier: more than money or time, it blocks new thinking.

6. External voices help: student or alumni “control groups” bring fresh, unbiased perspectives.

7. Understand the three challenge types: simple, complex, and wicked — each requires different approaches.

8. Human ingenuity demands fearlessness: decisions must be made even without certainty.

9. The 90% Rule: honor the past while pushing forward to the next 10%.

10. Future readiness means “saying hi to the future”: embracing macro trends, empathy, and new thinking tools.

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High-Stakes Communication - Crisis or Launch: Angela Betancourt

High-Stakes Communication: Lessons for Leaders

From Crisis to Product Launch: Mastering High-Stakes Messaging

Episode 270 (Angela is based in Massachusetts)

In this conversation we explore…

• why every business needs a crisis communication plan

• how to identify vulnerabilities and prepare for unexpected risks

• why proactive preparation is a positive mindset

• how to communicate with honesty, transparency, and values

• why “no comment” often damages credibility

• how high-stakes opportunities like product launches mirror crises

• the importance of aligning launches with brand and values

• authentic ways to show gratitude to your “stunt team”

• how stories help explain, justify, and inspire in high-stakes situations

• why customer service and communication plans drive launch success

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About our guest: Angela Betancourt:

Angela is a strategic communications expert with over 20 years of experience across five continents helping business, nonprofits, political leaders and startups clarify and amplify their messages - especially when the stakes are high.

As founder of Betancourt Group she works with purpose-driven organizations that are tackling today's urgent issues.

Learn more about Angela and her services at:

https://groupbetancourt.com/

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Key Learning Points

• prepare a crisis communication plan before you need it

• understand your organization’s unique risks and vulnerabilities

• proactive preparation is positive thinking, not negative

• avoid “no comment” and lean into honesty and transparency

• high-stakes opportunities require the same planning as crises

• align product launches with your brand and values

• celebrate wins and show authentic gratitude to your “stunt team”

• storytelling makes complex or high-stakes messages relatable

• origin stories and narratives reinforce purpose and intention

• communication plans must include both strategy and customer service

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Sales Success Starts with Mindset: Ashely Beck Cuellar

Cold Calling in 2025: Strategies That Still Work

Combining Emotional Intelligence with Artificial Intelligence

Episode 269 (Ashely is based in Indianapolis, Indiana)

In this conversation we explore:

• how AI can serve as a no-cost, personalized sales coach

• why combining emotional intelligence with artificial intelligence strengthens selling skills

• the importance of reviewing your own sales calls to identify scarcity language and missed questions

• how to match your outreach method to the customer’s preferred communication style

• why cold calling still works when it’s targeted and respectful

• the fastest way to build trust in the first 30 seconds of a call

• how to sustain energy and focus during repetitive outreach

• the strengths introverts and extroverts each bring to sales

• ways to confidently discuss money by knowing your value

• why mindset, abundance, and intent matter more than scripts or tools

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About our guest, Ashely Beck Cuellar:

Ashely worked for 17 years selling to car dealers. She believes that natural curiosity is one of the greatest strengths any seller can have.

Learn more about Ashley and the sales workshops at 

https://salessparkcoaching.com/

The next 6-month sales coaching programs launches in Oct 2025.

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Key Learning Points

1. AI can be a personal sales coach

2. Analyze your conversations for missed opportunities

3. Match your communication channel to the client’s preference

4. Cold calling is still effective when done thoughtfully

5. Build trust quickly with honesty

6. Energy and resilience are critical in high-volume outreach

7. Introverts and extroverts bring different strengths to sales

8. Confidently discuss pricing by knowing your value

9. Clients often need guidance to make the best decision

10. Mindset shapes sales performance more than tools

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Resourcefulness, Resilience & Collaboration: Mitch Weisburgh

Stop Your Brain from Sabotaging Your Happiness and Success

Mind Shifting for Leaders: Building Teams That Solve Complex Problems

Episode 268 (Mitch is based in New York State)

In This Conversation We Explore…

• how cultural values shape communication and decision-making

• the hidden “lies” that societies accept and how they influence relationships

• why the survival brain reacts faster than the resourceful brain

• what “Part X” is and how it sabotages growth

• the difference between simple, complicated, and complex problems

• how to build resilience by experimenting instead of seeking one perfect answer

• why collaboration depends on flexibility in conflict resolution

• the four strategies to move from survival mode to resourceful mode

• the five powers of the resourceful mind and how to use them

• Mitch’s mission to teach 5 million people resourcefulness, resilience, and collaboration

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About our Guest, Mitchell Weisburgh:

Mitchell is creator of the Mind Shifting Method, a practical brain-based system built from neuroscience, cognitive psychology, and leadership strategy. He helps entrepreneurs, executives, and coaches rewire their internal operating systems — so they can lead, decide, and scale without burning out.

Learn more about Mind Shifting and how Mitch can help you and your team at:

https://www.mindshiftingwithmitch.com/

https://mindshiftingwithmitch.blog/

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Key Learning Points

1. Cultural norms shape communication—including acceptable “lies” people tell.

2. The brain’s survival mode reacts instantly and often overrides resourceful thinking.

3. Part X—the inner critic—tries to keep us “safe” by discouraging change.

4. Resourcefulness comes from tapping into the creative, empathetic, and executive functions of the brain.

5. Resilience is about navigating uncertainty, not finding one “right” answer.

6. Collaboration requires understanding conflict styles and using flexibility, not force.

7. Recognizing when you’re in survival mode is the first step to shifting your mindset.

8. Positive self-talk works best when it’s curious and open-ended, not cheerleader-style.

9. Distraction and trusted allies can help you reset from emotional overload.

10. The five powers of the resourceful mind—empathy, exploration, innovation, navigate, and focused action—help guide better decisions.

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Craft Stories that Sell: Danny Brassel

Secret to Memorable Presentations

Be Funny without Offending: Self-Deprecating Humor

Episode 267 (Danny is based in Denver, Colorado)

In this conversation with Danny Brassel we explore:

• how to instantly connect with your audience using relatability, authority, and purpose

• why storytelling beats bullet points for memorability and emotional connection

• how to mine everyday experiences for meaningful stories that support your message

• why self-deprecating humor is the safest and most effective form of humor in today’s culture

• how sharing personal failures builds stronger trust and audience rapport than bragging

• how business leaders can use storytelling to boost team morale and alignment

• why sad stories must have a hopeful ending to avoid emotional manipulation

• how to balance facts and feelings to reach both logical and emotional audience members

• the importance of a single clear call to action at the end of your presentation

• how to structure your talk using the 5C framework: Clarity, Connect, Content, Call to Action, and Close

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About our guest, Danny Brassel:

A speaker, trainer and coach known as “Jim Carrey with a Ph.D.,” Dr. Danny Brassell (www.DannyBrassell.com) has spoken to over 3,500 audiences worldwide.

He has authored 18 books, including Leadership Begins with Motivation and Misfits and Crackpots. The co-founder of The WellCrafted Story Workshop™, Danny helps entrepreneurs, individuals and organizations leverage speaking on stages as a client lead-source that converts. 

Get your free copy of the Storytelling Blueprint https://wellcraftedstoryworkshop.com/blueprint

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💡 Key Learning Points

1. Open strong with R.A.P. – Build connection in the first five minutes by being Relatable, demonstrating Authority, and declaring your Purpose.

2. Stories beat slides. – People remember stories, not bullet points. Use storytelling to make your message stick and drive action.

3. You already have great stories. – Everyday experiences—even small, silly, or embarrassing ones—can become powerful presentation tools when reframed with purpose.

4. Self-deprecating humor is the safest humor. – When you laugh at yourself, you make the audience comfortable, avoid offending anyone, and build trust.

5. Your failures build credibility. – Audiences connect more with your struggles than your successes. Vulnerability creates relatability.

6. Sad stories need hopeful endings. – A story without a resolution leaves the audience emotionally stuck. If you use a heavy story, resolve it with a positive outcome.

7. Be helpful, not just impressive. – Demonstrating usefulness—even with small tips—builds goodwill and long-term trust.

8. One clear call to action is essential. – Don’t overwhelm your audience with options. Give them a single, clear next step.

9. Appeal to both logic and emotion. – Speak to the “Joe Fridays” (fact-driven) and “Julia Roberts” (feeling-driven) in your audience for maximum engagement.

10. Training must be ongoing. – A one-day workshop isn’t enough. Repetition and coaching are necessary to truly master effective communication.

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Rank Your Network and get on the Starting Lineup: Donnie Boivin

Fix What's Broken with Traditional Networking

Replace Referrals with Introductions to Build Your Business

Episode 266 (Donnie is based in Texas)

In this conversation with Donnie Boivin we explore:

• why the traditional rules of networking fail in the B2B space

• how to eliminate the pitch and still make meaningful connections

• how to use LinkedIn QR codes instead of business cards

• what it means to rank your network and why it matters

• how to earn a trusted spot on someone’s “starting lineup”

• the power of introductions vs. referrals

• how to use targeted questions to unlock valuable connections

• what types of professionals are best suited as referral partners

• how to use a simple five-word intro to start real conversations

• the mindset shift from “get a client” to “be a connector”

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About our guest, Donnie Boivin:

Donnie started his company at age 40 and was selected for the 40 under 40 list. 

He is founder of Success Champion Networking, an online community for serious networkers. https://successchampionnetworking.com/

He is producer of the Bad Ass Business Summit

https://badassbusinesssummit.com/

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Key Lessons from this conversation:

• Traditional networking is broken: Most networking advice is based on transactional sales models that don’t apply to modern B2B relationships.

• Ditch the business cards and 30-second pitch: These old-school tools no longer serve professionals focused on building real business relationships.

• Use technology to connect smartly: Tools like LinkedIn QR codes help maintain control of your contacts and avoid spam.

• Your goal isn’t clients—it’s introductions: Real success comes from building relationships with synergistic partners who already sell to your ideal clients.

• Rank your network strategically: Donnie’s 4-tier system helps you identify who’s worth nurturing and who’s just noise.

• Earn your spot on the ‘starting lineup’: Become the go-to person for strategic partners by opening doors for them first.

• Ask better questions at events: Questions like “How did you get into what you do?” lead to meaningful conversations.

• Be specific when describing your ideal partner: Help others help you by clearly identifying who you want to meet and why.

• Make introductions, not referrals: Introductions are easier, lower-pressure, and can generate more opportunities in the long run.

• Network for synergy, not sales: The most powerful connections come from mutual support between professionals with shared clientele but no competition.

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