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Why You Choose to Play It Safe with Roy Baumeister

June 01, 2026

There's a reason so many smart, capable sales professionals consistently avoid doing the things they know they need to do and taking the risks they know they need to take. It's not laziness, and it's not a lack of motivation.  As it turns out, it's rooted in something far more fundamental about how the human mind works. Roy Baumeister is a decorated social psychologist who has spent decades researching topics like loss aversion, self-control, and the outsized weight of negative experiences. ...

Is Development Fatigue Real?

May 18, 2026

Plenty of sales professionals will tell you they're committed to their own development. But when you ask them what they're actually doing, how much time they're putting in, or whether it's paying off, the answers are all over the map. In this episode, Dan and Pam explore what real professional development requires — and what separates it from the kind that feels productive but doesn't actually help you improve. They take an honest look at why so many people experience fatigue in the process,...

Self-Awareness and Performance with Dr. Mark Leary

May 04, 2026

There's a pattern that affects almost every sales professional, regardless of experience level: the conversations that matter most are rarely the ones that bring out your best performance. The higher the stakes, the more you might find yourself hesitating, second-guessing, and holding back — even when you know exactly what needs to be said.   It's easy to chalk this up to nerves. But the reality is that something specific is happening in your brain in those moments — and it has everything to ...