EP 266 - Nearly All Decisions Are Driven by Emotions — Here's How to Leverage That in Business by Darren Hickman

Darren Hickman has spent decades navigating the complex terrain of branding, marketing, and emotional engagement. A former Disney executive and seasoned marketing strategist, Darren brings an uncanny ability to see how the unseen emotional levers drive business outcomes. In this episode of Paper Napkin Wisdom, Darren shares a deceptively simple truth scrawled on his napkin: “Nearly all decisions are driven by emotions… How you can leverage that in business.” 

What follows in our conversation is an emotional masterclass in leadership, branding, and influence. 

“Logic justifies decisions — but emotions make them,” Darren says early in the episode. “If you’re not speaking to the heart, you’re not speaking to the decision-maker.” 

This episode cuts deep into the myth that B2B means “cold and rational.” Darren asserts, and supports, that emotional storytelling is just as critical in a boardroom as it is in a living room. And he doesn’t leave the concept floating in theory — he brings tools and stories that leaders can act on immediately. 

The Emotional Brain Buys First, the Logical Brain Justifies After 

Darren walks us through the neuroscience of decision-making. In his words, “The limbic brain, which governs emotion, doesn’t even have the capacity for language — yet it runs the show. That’s why people will say ‘I just felt it was right.’” 

He urges business leaders to stop trying to win with logic alone and instead focus on how their brand or leadership style feels to others. 

Stories Create Safety — and Movement 

Darren tells a story from his time working with top-tier brands where a CEO’s message fell flat because it was purely informational. “We reframed the message with a story — just a 90-second emotional arc — and suddenly, the team leaned in.” 

The takeaway? If your people aren’t moving, your message might not be emotional enough. 

Leading with Emotional Honesty 

As a leader, Darren says the greatest opportunity is to model vulnerability and real emotional expression. “If your team sees you as invincible, you’ve already lost them,” he shares. “Let them see how you feel about the mission, not just what you think.” 

He’s not talking about emotional outbursts, but intentional, authentic emotional leadership. The kind that drives trust, not fear. 

Marketing That Resonates 

In an era of information overload, Darren emphasizes the importance of brand storytelling that’s rooted in emotional resonance, not just clever taglines. He believes your brand must answer one critical emotional question: “What do we want people to feel when they experience us?” 

This applies to internal culture as much as it does to customers. As he put it, “People remember how you made them feel long after they forget what you said.” 

 

5 Key Takeaways from Episode 266 with Darren Hickman 

1. Emotions Drive Decisions — Period 

Quote: “You can’t reason someone into a decision if they don’t feel it first.” Take Action: As a leader or marketer, build in intentional emotional checkpoints. Ask, “What feeling are we creating here?” 

2. The Brain Trusts Story More Than Facts 

Quote: “Stories bypass skepticism and go straight to belief.” Take Action: Use narrative frameworks in your next team meeting or customer pitch — try beginning with a human problem and an emotional resolution. 

3. Emotional Leadership Builds Loyalty 

Quote: “People will follow a leader who’s real, not just right.” Take Action: Share one story this week about a personal failure or emotional moment that shaped your leadership. 

4. Emotion Creates Differentiation in a Crowded Market 

Quote: “Most businesses are competing on logic. You can own the space of feeling.” Take Action: Audit your customer journey — from website to onboarding — and ask where you can inject a more emotionally resonant moment. 

5. Authenticity Is the Shortcut to Influence 

Quote: “People can smell scripted leadership. Speak from the heart.” Take Action: Drop the script in one conversation this week and share what really matters to you. 

 

Connect with Darren Hickman 

Darren Hickman is an expert in emotional branding and leadership, with a track record that spans Disney and major global brands. Connect with Darren here: 🔗 LinkedIn – Darren Hickman