The 2026 Sales Training Wake-Up Call: Why NeuroSelling® Has Never Mattered More
Across every industry, sales leaders are facing the same reality: the skills that once drove performance no longer guarantee success. Despite record investments in sales enablement and technology, quota attainment has dropped for the fifth consecutive year. Gartner reports that only 43% of sellers hit their targets in 2025, down from 57% just three years […]
Why Neuroscience Is the Missing Ingredient in Modern Sales Training
For decades, sales training has focused on tactics: closing techniques, objection handling, and scripted messaging. It’s been about teaching people what to say — not how to make others feel. But sales has changed. Buyers are more informed, skeptical, and emotionally overloaded than ever before. They don’t need more data; they need more trust. And […]
The ROI of Communication: Measuring the Tangible Impact of NeuroCommunication® Training
Salespeople spend enormous energy perfecting their pitch decks, rehearsing product features, and crafting ROI calculations. But before you even open your slides, the buyer’s brain has already started making decisions about whether to trust you. Trust is not built at the end of the sales process. It is built in the first few moments of […]
The Neuroscience of Buyer Trust: How to Win Before the Pitch Begins
Salespeople spend enormous energy perfecting their pitch decks, rehearsing product features, and crafting ROI calculations. But before you even open your slides, the buyer’s brain has already started making decisions about whether to trust you. Trust is not built at the end of the sales process. It is built in the first few moments of […]
Major Sales Frustrations of 2026 and How to Overcome Them with Neuroscience
Sales has never been easy, but the landscape in 2026 presents unique frustrations. Buyers are more informed than ever, technology continues to disrupt traditional approaches, and sales professionals find themselves caught between efficiency demands and the need for authentic human connection. Many leaders report that their teams are fatigued, frustrated, and struggling to differentiate in […]
AI in Sales: How Neuroscience Makes Conversations More Human
Sales has always been about people – building trust and personal connections. It might sound ironic, then, that artificial intelligence (AI) is actually helping make sales conversations more human. Yet that’s exactly what’s happening. A recent study of 1,500 companies using generative AI for sales found it makes sales more human, not less. Instead of […]
NeuroSelling® Changed Everything I Thought I Knew About Sales
When I first joined Braintrust, I came from a world of sales training programs. I had spent over a decade immersed in frameworks, methodologies, roleplays, and sales scripts, good ones, even great ones. I’d worked with talented reps and teams across industries. But if I’m being honest, I’d also seen how quickly those “breakthrough” techniques […]
Overcoming Analysis Paralysis: Simplifying Choices to Drive Buyer Action
Overcoming Analysis Paralysis: Simplifying Choices to Drive Buyer Action A few years ago, we were working with a fast-growing software company that had recently overhauled its product suite. The team was energized. Their demos were packed with functionality, dashboards, data points, integrations—every bell and whistle you could imagine. But there was one problem. Their deals […]
The Role of Oxytocin in Customer Loyalty: Building Bonds That Last
The Neuroscience of Trust and How It Fuels Repeat Business Sales professionals often think of customer loyalty as the result of great products, competitive pricing, and reliable service. And while all of that matters, neuroscience suggests that the real engine of customer loyalty lives somewhere far less obvious—in the chemistry of the human brain. At […]
Microexpressions in Sales: Reading Subtle Cues to Tailor Your Pitch
How to Decode What Buyers Are Really Thinking (Even When They Don’t Say It) You’ve been there before. You’re delivering your pitch, explaining your value proposition, and on the surface, the buyer seems engaged. They’re nodding. Smiling, even. Saying all the right words. But something feels off. Something unsaid. A slight tightening of the mouth. […]
