In this engaging episode, Brian Grawer shares his inspiring journey from being a standout basketball player at the University of Missouri to leading successful sales teams in the highly competitive pharmaceutical industry. With a unique perspective shaped by his athletic background, Brian discusses the parallels between sports and business, offering practical insights into leadership, team building, and personal growth.

Brian opens up about the values instilled in him through basketball, such as preparation, discipline, and coachability, and how these lessons have guided him in fostering authentic leadership and cultivating high-performing teams. Whether you're an athlete, a business professional, or a leader looking to inspire your team, this episode is packed with actionable advice and thought-provoking reflections.

Brian Grawer’s leadership journey is rooted in his basketball background.  His father, Rich Grawer, is a decorated Hall of Fame Coach in the state of Missouri. Rich has the 2nd most career wins as the Head Coach at St. Louis University and is still recognized as one of the best basketball minds that has coached at both the high school and collegiate levels. 

Brian was a 2x All-Big XII Honorable Mention awarded player from the University of Missouri-Columbia, where he was the starting point guard from 1997-2001. Standing only 5’10”, Brian found ways to be effective and impactful as a “little guy” in a “tall man’s game”, through his hard work and mindful approach to the game, his teammates, and his coaches. He ended his career at Mizzou in the top 10 in multiple categories (Steals, 3-pointers made, 3pt %, and Ft %). He held the single-season FT % record (90.5%) for the last 24 years until that record was surpassed in the 2023-24 season at Mizzou.  One of his former coaches, Quin Synder, called Brian, “One of the best leaders he has ever seen.” 

After he finished his playing career, Brian spent 3 years as an assistant coach at the college level. He then took his career to the pharmaceutical/Radiopharmaceutical sales path.  Brian is currently the Head of Cardiology Sales at Lantheus, which is a leading radiopharmaceutical-focused company with proven expertise in developing, manufacturing, and commercializing pioneering diagnostic and therapeutic products and artificial intelligence (AI) solutions.  In his 20+ year career in this industry, he has been in numerous different sales roles, both as an individual contributor and as a leader of a team. 

Brian has been married to his wife, Angela, for 21 years.  They have two children, Addison (18) and Trent (13).

• How preparation, purpose, and passion are the foundation of success

• The role of coachability in personal and professional growth

• Insights into transitioning from sports to business leadership

• Strategies for fostering loyalty and authenticity in teams

• The importance of self-reflection and vulnerability in leadership

• How to push yourself and your team out of your comfort zones for growth

• The parallels between leading on the court and in the boardroom

Brian Grawer

• LinkedIn: https://www.linkedin.com/in/brian-grawer/

• Website: www.Lantheus.com

• Twitter/X: https://x.com/bgrawer?lang=en

Ed Molitor

• LinkedIn: https://www.linkedin.com/in/themolitorgroup/

• Website: https://www.themolitorgroup.com/

• [00:00:01] Introduction to trust in sales

• [00:05:12] Lessons learned from a Hall of Fame coaching father

• [00:12:34] Preparation, purpose, and passion in leadership

• [00:18:45] The power of coachability and self-reflection

• [00:25:29] Transitioning from basketball to business

• [00:30:18] Authentic leadership: Balancing vulnerability and accountability

• [00:38:45] Building a winning team culture

• [00:44:10] Advice for emerging leaders

• [00:50:05] Brian’s most memorable basketball and leadership moments

Ed Molitor dives into a recent podcast episode with Matt Painter, Men's Basketball Coach at Purdue University.

One of America's top basketball coaches, Matt Painter enters his 17th year at Purdue. He owns a 355-164 record at Purdue. He has led the Boilermakers to 12 NCAA Tournaments, five Sweet 16s, three Big Ten regular-season championships, a Big Ten Tournament title, an Elite Eight, and an international gold medal. His peers voted him as the NABC National Coach of the Year after leading a team that started with a 6-5 record to the 2019 Elite Eight. 

Purdue's six straight NCAA Tournament appearances are the seventh-longest active streak in America and Purdue is one of just three teams to have a top-five seed in each of the last five NCAA Tournaments. 

Off the court, his program had 68 Academic All-Big Ten honorees in his 16 previous years at Purdue, and every player but one who has exhausted his eligibility at Purdue has graduated. 

About Ed Molitor

Ed is a coach down to the very smallest molecule of his DNA. 

Whether he’s a husband and father at home or working with a client in the business world, he is an energized, passionate, and near-obsessive coach who is fully invested in showing up with all he’s got to help you show up with all you’ve got. His approach insists on presence. He knows no other way to catalyze change except by getting on the court with you, playing side-by-side, and encouraging you to keep pushing, especially when the going gets tough.  In the last 29 years, Ed has developed his leadership skills in both athletics and business.

From working as an NCAA Basketball coach at Texas A&M, DePaul NIU, and Lewis University to becoming the Vice President of a national recruiting firm, Ed Molitor has experienced the potential and pitfalls of leadership at every level.  As the founder and CEO of The Molitor Group, today Ed guides emerging and established leaders across biopharma and biotech to apply the proven lessons of coaching in their pursuit of inspiring and driving their team’s performance.  Through personalized training, workshops, keynote speeches, his writing, and as a podcast host, Ed seeks to empower individuals and their organizations to achieve victory through a focus on transformation, fundamentals, compassion, mental toughness, and vision. 

Ed graduated from St. Ambrose University with a B.S. in Business Administration and a minor in Economics where he was a member of the Men’s Basketball team serving as the co-captain his Senior year. Before St. Ambrose, he studied business at Creighton University where he played on the Men’s Basketball teams which included a 1989 MVC Regular Season and Tournament Champions, NCAA Tournament, and a 1990 NIT Tournament. 

• Impactful takeaways from Episode 196 with Matt Painter
• How personal growth is crucial for team performance
• The importance of transparency in setting recruitment expectations
• Techniques for developing a culture where expectations are clear and met
• Insights into managing the complexities of NIL and the transfer portal
• The need to align winning with ethical practices

Watch Episode 196 with Matt Painter on YouTube

• Website: https://www.purdue.edu/ 
• Website: https://purduesports.com/ 
• LinkedIn: Purdue University
• Twitter: @BoilerBall
• Instagram: @boilerball

Ed Molitor

• LinkedIn: https://www.linkedin.com/in/themolitorgroup/
• Website: https://www.themolitorgroup.com/

In this episode, Larry Levine, author of Selling in a Post-Trust World, dives into the critical role of trust, authenticity, and soft skills in sales. He shares the powerful strategies behind transitioning from transactional to transformational sales, emphasizing the importance of building genuine relationships and truly understanding clients' needs.

We explore the "trust formula," a framework for creating meaningful value and cultivating authentic connections that set sales professionals apart in a skeptical world. Larry also highlights the power of continuous learning, networking, and intentional communication for young professionals looking to elevate their confidence and impact.

Larry believes that success in sales comes from a commitment to serving others and contributing to a greater cause, which not only leads to personal fulfillment but also elevates the entire sales profession.

What you’ll learn in this episode: 

• Insights of Larry’s new book:  "Selling in a Post Trust World"

• The significance of authentic relationships and meaningful value in sales

• The critical role of trust, credibility, and consistency in building relationships in sales

• Larry’s 'trust formula' to navigate the sales landscape

• The impact of the shift from transactional to transformational sales methods

• The profound impact of coaching on salespeople’s confidence and success,

• Why sales training should focus on people skills, not just product knowledge.

• How vulnerability can be a strength in building relationships

Resources & Links

Larry Levine

• New Book: https://sellinginaposttrustworld.com/  

• https://www.sellingfromtheheart.net/

• Facebook: https://www.facebook.com/larry.levine.1992/ 

• Twitter/X: https://twitter.com/Larry1Levine 

• LinkedIn: https://www.linkedin.com/in/larrylevine1992/ 

• YouTube: https://www.youtube.com/@SellingFromtheHeart 

Ed Molitor

• LinkedIn: https://www.linkedin.com/in/themolitorgroup/

• Website: https://www.themolitorgroup.com/

One of America's top basketball coaches, Matt Painter enters his 17th year at Purdue.

He owns a 355-164 record at Purdue. He has led the Boilermakers to 12 NCAA Tournaments, five Sweet 16s, three Big Ten regular-season championships, a Big Ten Tournament title, an Elite Eight, and an international gold medal.

His peers voted him as the NABC National Coach of the Year after leading a team that started with a 6-5 record to the 2019 Elite Eight. 

Purdue's six straight NCAA Tournament appearances are the seventh-longest active streak in America and Purdue is one of just three teams to have a top-five seed in each of the last five NCAA Tournaments. 

Off the court, his program had 68 Academic All-Big Ten honorees in his 16 previous years at Purdue, and every player but one who has exhausted his eligibility at Purdue has graduated. 

What You’ll Learn in this Episode:

• The principles that have guided Matt Painter's coaching journey 
• The importance of honesty and integrity in recruiting
• The value of player development and the value of redshirting
• How to balance talent with character and work ethic in players
• How to build and maintain a strong team culture
• The role of communication and accountability within the team
• How to adapt coaching philosophy to evolving game dynamics
• The power of handling adversity and learning from mistakes in a competitive environment

Resources & Links

Matt Painter

• Website: https://www.purdue.edu/ 
• Website: https://purduesports.com/ 
• LinkedIn: Purdue University
• Twitter: @BoilerBall
• Instagram: @boilerball

Ed Molitor

• LinkedIn: https://www.linkedin.com/in/themolitorgroup/
• Website: https://www.themolitorgroup.com/

Youth sports are more than just games—they foster personal growth and shape future success. They teach values like teamwork and resilience that impact both personal and professional development. For parents, it’s a balancing act between supporting their child and trusting the coach’s role in building character. These shared experiences strengthen family bonds, while also preparing young athletes to navigate challenges both on and off the field.

In this episode, I am joined by Dr. Jerry Lynch and John O'Sullivan, the authors of The Champion Sports Parent. 

Our Guests

John O'Sullivan is a TEDx speaker and founder of the Changing the Game Project, which he launched in 2012. He's the author of two bestselling books, Changing the Game and Every Moment Matters, and hosts the popular Way of Champions podcast.

A former collegiate and professional soccer player with over 20 years of coaching experience, John has worked with top organizations like the US Olympic Committee and USA Soccer. He serves on advisory boards for the Positive Coaching Alliance and the National Association for Physical Literacy.

Dr. Jerry Lynch is a former Nike-sponsored athlete and national champion who transformed his experience into a career coaching elite athletes. He has worked with NBA teams, Major League Soccer, and top universities like Duke and Stanford.

Dr. Lynch, author of 15 books, founded the Way of Champions, a performance consulting group. Recognized as one of the top in his field, he focuses on leadership, culture building, and personal growth in sports and life.

What You’ll Learn in this Episode:

• Key lessons from the book "The Champion Sports Parent"
• The importance of allowing children to experience failure
• The power of self-awareness and reflection in parenting
• How to balance discipline and enjoyment
• How to navigate pressure and expectations in youth sports
• The crucial role of trust and communication with coaches
• How sports can drive personal growth and  family bonding

Resources & Links

John O'Sullivan and Jerry Lynch

• Website: https://changingthegameproject.com/ 

• Website:  www.wayofchampions.com 

• Get the Book: The Champion Sports Parent 

• Way of Champions Podcast on Apple Podcast

• Jerry’s LinkedIn 

• John’s LinkedIn 

Ed Molitor

• LinkedIn: https://www.linkedin.com/in/themolitorgroup/

• Website: https://www.themolitorgroup.com/

As a former University of Tennessee Assistant Coach and now a Founding Partner of Axiom Wealth Management, Mark Pancratz knows the value of developing and connecting leaders.

During his seven years with Coach Bruce Pearl at UT, Mark worked specifically in player development and scouting. His ability to coach talent and enhance skills while thinking strategically set him up to shift his focus to growing a multi-million dollar financial planning service.

Mark also serves as one of the top youth basketball coaches in Knoxville. Building the next generation of leaders while equipping them to not lose themselves in a game sets him apart from many coaches. Through coaching and leading his business, Mark has had the privilege to work with other high-impact leaders, coaches and teams to grow their faith, health and wealth.

Most importantly, Mark is the lucky husband to Brooke and a father to three beautiful daughters, Charli (13) and Landri (10) and Jovi (7) - providing him with plenty of opportunities to continue coaching the sport he loves.

You can find out more about Mark through his monthly newsletter, The Starting Five at markpancratz.substack.com.

What You’ll Learn in this Episode:

• How to fuel professional success with personal fulfillment
• How to build authentic relationships in leadership
• The importance of mentorship and support systems
• How accountability impacts coaching and long-term development 
• How to navigate transitions and build meaningful connections along the way
• The role of vulnerability and transparency in effective leadership
• The significance of clear communication and expectations in relationship building
• How to empower others to reach their potential in both sports and business

Resources & Links: 

• Mark’s LinkedIn
• www.axiom.nm.com
• https://markpancratz.substack.com/

Mike Buddie is in his fifth year as the Director of Athletics at the United States Military Academy at West Point.

Buddie leads the athletic department's mission to develop leaders of character committed to the values of Duty, Honor, Country, supporting Cadet-Athletes' 47-month experience at West Point. Under his leadership, Cadet-Athletes have achieved four Rhodes Scholars, 10 conference championships, NCAA postseason appearances, and 12 Patriot League Coach of the Year honors.

In December 2023, private funding was secured to begin the Michie Stadium Preservation Project in Spring 2024, expected to complete in Summer 2026, preserving Michie Stadium’s 100-year history. Buddie played a key role in Army's move to the American Athletic Conference for football only in 2024, enhancing the program's opportunities.

In September 2023, Buddie introduced the "Fruits of Victory" strategic plan, focusing on competitive successes, a premier Division I athletic experience, public engagement, revenue generation, and sustainability. He also announced contract extensions for six Army head coaches, including Jeff Monken for football.

AWPAA extended its partnership with CBS Sports Network for Black Knights football home games and continues facility enhancements, including the $95 million Michie Stadium Preservation Project. Buddie, also NCAA Baseball Committee Chair, has built national relationships leading to an extension with Nike and Bowl partnerships.

Before West Point, Buddie led Furman University’s athletics, achieving significant successes, including a balanced budget, major financial gifts, and 26 Southern Conference Championships. Previously, he spent a decade at Wake Forest University. Buddie, a former MLB pitcher, played for the New York Yankees and Milwaukee Brewers.

A native of Berea, Ohio, Buddie and his wife, Traci, have two children, Zachary and Zoe.

What You’ll Learn in this Episode: 

• The labor of love being done through the Michie Stadium Preservation Project
• The value of authenticity and consistency in leadership
• How Mike’s athletic background instilled a strong work ethic
• The impact of genuine actions and attention to small details
• The importance of constantly seeking knowledge and improving skills
• How clear and honest communication helps build strong relationships and trust
• How having a clear purpose and being driven by it provides motivation and direction
• The value of adapting and responding positively to setbacks and turning challenges into opportunities
• Mike’s mission to create a lasting impact in the lives of athletes through meaningful experiences and memories

Additional Resources: 

• Website: goarmywestpoint.com
• Michie Stadium Preservation Project: https://www.michiestadium.com/
• Mike’s LI:https://www.linkedin.com/in/mike-buddie-a464102/ 
• Mike’s IG: @buddie52
• Books: 
  • No Time For Spectators 
  • The Obstacle is the Way

Erin “Big” Diehl is a Business Improv Edutainer, Failfluencer, Author and Keynote Speaker.

Through a series of unrelated dares, Erin created improve it!: a unique professional development company that uses improvisational comedy and experiential learning to sharpen leaders and teams so they can thrive in ever-changing environments, and do it with a whole lot of laughs along the way.

Erin Diehl is a graduate from Clemson University, a former experiential marketing and recruiting professional, and a veteran improviser from the top improvisational training programs in Chicago, including The Second City, i.O. Theater, and The Annoyance Theater.

Having spoken on global stages with companies, including Amazon, LinkedIn, McKesson, and the Obama Foundation, Erin has an energy and message to share with the world that creates lasting ripple effects for change. As a graduate of the Goldman Sachs 10,000 Small Business Program and member of The Chicago Innovation Awards Women’s Cohort, Erin is a living testament to the power of life-long learning, and how working to understand ourselves helps others to do so, too.

Erin is the proud host of a Top 1% Global Podcast, The improve it! Podcast, which you can find anywhere you listen to pods! She is also a first time author to the Amazon Best Seller & Top New Release book: I See You! A Leader’s Guide to Energizing Your Team Through Radical Empathy.

Among her many accolades, Erin is most proud of successfully coercing over 35,000 professionals to chicken dance. 

When she's not playing pretend or facilitating, she enjoys walking on the beach with her husband, son, and eight-pound toy poodle, BIGG DIEHL.

What You’ll Learn in This Episode:

• The power of empathy in leadership and relationship building
• The concept of energy in leadership as the capacity to affect others positively
• How combining self-love and selfless leadership can impact culture
• Erin’s 3P’s that led to her becoming the author of Amazon’s Best Seller, “I See You”
• The impact of power skills like vulnerability and compassion in leadership
• The value of exercises and activities in personal and professional development
• How to learn from the experiences of good and bad leaders to improve your own leadership skills

Aditional Resources:

• Website: www.learntoimproveit.com  & www.itserindiehl.com 
• Podcast: https://www.learntoimproveit.com/podcast 
• LinkedIn: linkedin.com/in/erindiehl 
• Instagram: @itserindiehl 
• Book: https://www.itserindiehl.com/i-see-you 
• Listen to Previous Episode

Guest Bio: 

Pat Carroll is a devoted husband and father of four but also a storied athlete and a respected leader in the pharmaceutical and biotechnology industry. His journey began on the basketball courts of St. Joseph’s University in Philadelphia, where he played as a Division 1 athlete. 

Pat was a key player on the legendary SJU team that achieved a perfect 27-0 record during the regular season, earning them the #1 national ranking and a memorable run to the Elite 8 in March Madness.

In his senior year, Pat’s hard work culminated in being named the Atlantic 10 Player of the Year and the Big 5 Most Outstanding Player. That season, he led the nation with an impressive 135 made 3-pointers and set the record for the all-time leader in career 3-point field goal percentage in the Atlantic 10 Conference.

Transitioning from the adrenaline of basketball to the fast-paced world of pharma and biotech, Pat has become a Commercial Director at Inizio Engage. His expertise now drives team development, sales strategies, and innovative practices in the industry.

Pat is passionate about sharing his knowledge and experience, regularly contributing tips and best practices on LinkedIn, where he also indulges in his love for the art of shooting—both on the court and in business strategy.

What you’ll learn in this episode: 

• The importance of trust and vulnerability in building high-performing teams

• The importance of preparation to ensure readiness for any situation

• How trust is a key component of a successful team, both 'earned trust' and 'given trust'

• The importance of clear roles and responsibilities within a team

• How overcoming adversity as a team can lead to a stronger, more cohesive unit.

• The importance of learning and teaching every day as a means of personal and professional growth

• How success translates from athletics to business, particularly in terms of preparation, teamwork, and performance

Additional Resources: 

• https://inizioengage.com/ 

• Pat’s LinkedIn

• Pat’s X/Twitter

Sarah Wirth is the President of Ecsell Institute and the Amazon best-selling author of "The Coaching Effect." With over 20 years of experience in employee assessment, leadership development, executive coaching, and customer service, Sarah has a proven track record of driving growth and excellence.

She began her career as a talent analyst, coaching leaders in diverse organizations, and later led a consulting firm to a 65% revenue increase. As Vice President of Client Services at Ecsell Institute, she boosted client retention to over 94% before becoming President in 2019.

Sarah is passionate about leadership and its impact on team performance, bringing an analytical approach to high-performing sales leaders. She is a sought-after presenter for global executives from top companies like Mercedes Benz, Estee Lauder, and Ritz Carlton.

Holding a B.A. from the University of Nebraska and a J.D. from the University of Michigan Law School, Sarah combines her legal expertise with her leadership insights to drive innovation and success at Ecsell Institute.

What You’ll Learn on this Episode:

• The significance of understanding and improving leadership behaviors

• What the Coaching Equation is and how it drives performance

• The importance of creating complexity for growth and development

• What are the four key coaching activities for effective and high-impact coaching

• The impact of  building strong and trusting relationships with team members

• How the practice of leadership helps leaders increase their self-awareness

• The significance of ongoing career discussions and feedback in fostering growth and improvement

• Why leaders should take time to understand their team member's career goals and personal interests

Additional Resources: 

• Sarah’s LinkedIn

• Learn about Ecsell Institute 

• The Coaching Effect Book