Why “Always Be Closing” Creates Always Be Losing
“Always Be Closing” has been a sales mantra for decades, immortalized in films and embedded in sales culture. The philosophy is simple: every interaction should move toward the close, every objection should be overcome, every hesitation should be met with urgency. What this approach ignores is how the human brain actually responds to pressure. Neuroscience research demonstrates […]
Selling Power 2026 Recognition
Recognition highlights how Braintrust’s sales and leadership training with AI-roleplay reinforcement helps clients increase sales productivity by an average of 27%.
Information Asymmetry Is Gone. Now What?
For most of sales history, sellers held a decisive advantage: they knew more than buyers. Product information, competitive comparisons, implementation details, pricing structures — sellers controlled access to the knowledge buyers needed to make decisions. That advantage is gone. The sellers and organizations still training for it are falling behind.
The Death of the Linear Sales Process
For decades, sales methodologies have been built around a linear assumption: buyers move through predictable stages, awareness, consideration, decision, and sellers should guide them sequentially through corresponding sales stages.
Skills vs. Behaviors: The Training Gap Nobody Talks About
There’s a fundamental gap at the heart of sales training that most organizations never recognize: the difference between teaching skills and changing behaviors. Skills are what reps know how to do; behaviors are what they actually do under pressure.
Why Your Sales Training ROI Is a Fiction
Every year, organizations invest billions in sales training programs that produce almost no lasting behavior change. The uncomfortable truth is that traditional sales training ROI calculations are built on a foundation of fiction: they measure activity, not impact, and they conveniently ignore the neuroscience of how adults actually learn and retain information.
Braintrust 2025 Inc 5000
Braintrust Named to the 2025 Inc. 5000 | Braintrust Home › Blog › Braintrust Named to the 2025 Inc. 5000 Braintrust Point of View Braintrust Named to the 2025 Inc. 5000 Zach Strauss Chief Marketing Officer, Braintrust August 14, 2025 4 min read Zach Strauss Chief Marketing Officer, Braintrust 4 min remaining Connect on LinkedIn […]
Why Traditional Sales Training Does Not Work
Why Traditional Sales Training Doesn’t Work | Braintrust Home › Blog › Why Sales Training Fails NeuroSelling & Sales Enablement Why Traditional Sales Training Doesn’t Work Zach Strauss Chief Marketing Officer, Braintrust August 4, 2024 8 min read Zach Strauss Chief Marketing Officer, Braintrust 8 min remaining Connect on LinkedIn Zach Strauss Chief Marketing Officer, […]
Lighting Up Your Enterprise Sales Training: Lessons from Fireworks and the 4th of July
Lighting Up Your Enterprise Sales Training: Lessons from Fireworks and the 4th of July | Braintrust Home › Blog › Lighting Up Your Enterprise Sales Training NeuroSelling & Sales Enablement Lighting Up Your Enterprise Sales Training: Lessons from Fireworks and the 4th of July Zach Strauss Chief Marketing Officer, Braintrust July 10, 2024 7 min […]
