Sometimes people set goals that are too low because they're not actively practicing thinking about their new identity. They're not moving towards something. Every single human being is capable of taking stock of where they are right now, the results they have in their life.

In this episode, we look at the R and the A in the B.E.A.R. model. We talk about the results we want to have, what we want life to look like. And then we'll start to consider the actions we take to get there.

Have you ever felt physical symptoms before you had to reach out to a potential client? You're in good company. Many salespeople do. However, that feeling may be keeping us from doing the work that brings in revenue. In today's tip, Catherine shares her strategy for overcoming those feelings so that sales work isn't sidelined.

In this episode, I'm talking with Dr. Ryan Brown, managing director for measurement at the Doerr Institute for new leaders at Rice University in Houston, Texas. As a social psychologist, Ryan has a unique perspective on what humans bring to their sales work because Ryan also happens to be my spouse. I like to joke that I have in-house counsel for all things about current psychology research. I am grateful for his influence in shaping my own perspective on how to use modern psychology research to understand how people change so I can help people sell better.