Mental Models
How I Think
Six frameworks from 20 years at the intersection of cognitive science, sales leadership, and AI. These aren't academic abstractions — they're the mental models I use every day to diagnose problems, design programs, and build products.
Schema Theory & Learning
Why most sales training doesn't stick.
My PhD work in cognitive science was all about how people actually learn — and it turns out most organizations train in ways that directly contradict the research. Learning happens when new informatio...
Extended Cognition & AI
AI as thinking partner, not replacement.
This is the thesis behind Prosody Learning and most of what I build with AI. It comes from Clark and Chalmers' Extended Mind thesis — the idea that cognitive processes don't stop at the skull. When yo...
Neuroscience of Behavior Change
What actually changes behavior in adults.
This is the question I keep coming back to: if we know what good selling looks like, why don't more reps do it? The answer is neuroscience. Knowing something (declarative memory) and being able to do ...
Therapeutic Alliance in Coaching
You have to earn the right to coach someone.
Decades of psychotherapy research point to one consistent finding: the single strongest predictor of therapeutic outcomes isn't the technique, the theoretical orientation, or the therapist's credentia...
The Diagnostic Lens
Most orgs solve the wrong problem.
This is my meta-process — the framework I use before applying any other framework. After 20 years of walking into sales organizations that 'need training,' I've learned that the presenting problem is ...
Consultative Selling as Socratic Questioning
The best sellers don't pitch, they ask.
I've spent 20 years connecting the dots between sales and the Socratic method, and the parallel keeps getting stronger. Socrates didn't lecture — he asked questions that helped people discover contrad...