Information Asymmetry Is Gone. Now What?
Information Asymmetry Is Gone. Now What? | Braintrust Home › Blog › Information Asymmetry Is Gone. Now What? B2B Buyer Behavior Information Asymmetry Is Gone. Now What? Zach Strauss Chief Marketing Officer, Braintrust April 2, 2026 14 min read Zach Strauss Chief Marketing Officer, Braintrust 14 min remaining Connect on LinkedIn Zach Strauss Chief Marketing […]
The Death of the Linear Sales Process
The Death of the Linear Sales Process: Why Funnel Thinking is Costing You Deals in 2026 | Braintrust Home › Blog › The Death of the Linear S… NeuroSelling & Revenue Strategy The Death of the Linear Sales Process: Why Funnel Thinking is Costing You Deals in 2026 Zach Strauss Chief Marketing Officer, Braintrust April […]
Your Buyers’ Brains Have Evolved. Your Sales Training Hasn’t
Your Buyers’ Brains Have Evolved. Your Sales Training Hasn’t | Braintrust Home › Blog › Your Buyers’ Brains Have Evolved. Your Sales Training Hasn’t NeuroSelling & Sales Enablement Your Buyers’ Brains Have Evolved. Your Sales Training Hasn’t Rob Vujaklija Director, Sales Performance, Braintrust March 19, 2026 9 min read Rob Vujaklija Director, Sales Performance, Braintrust […]
Skills vs. Behaviors: The Training Gap Nobody Talks About
Skills vs. Behaviors: The Training Gap Nobody Talks About | Braintrust Home › Blog › Skills vs. Behaviors: The Training Gap Nobody Talks About NeuroSelling & Sales Enablement Skills vs. Behaviors: The Training Gap Nobody Talks About Zach Strauss Chief Marketing Officer, Braintrust March 18, 2026 12 min read Zach Strauss Chief Marketing Officer, Braintrust […]
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. Research consistently shows […]
Why Your Best Reps Ignore Everything They Learned in Traditional Sales Training
There’s a pattern that plays out in virtually every sales organization: top performers attend mandatory training, participate politely, and then go back to doing exactly what they were doing before. They ignore the methodology, skip the frameworks, and sell their own way—often while outperforming colleagues who diligently follow the training. Most organizations interpret this as […]
The Forgetting Curve Is Eating Your Training Budget
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. Traditional training excels at building skills—reps can demonstrate techniques in role-plays, pass assessments, and articulate frameworks […]
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. Traditional training excels at building skills—reps can demonstrate techniques in role-plays, pass assessments, and articulate frameworks […]
The Rep Factory Model: How Sales Training Became a Commodity
The sales training industry has evolved into what can only be described as a “rep factory”—an assembly-line approach that prioritizes scalability and profit margins over actual behavior change. Major training vendors have perfected the art of packaging generic methodologies into repeatable workshops that can be delivered to thousands of organizations with minimal customization. This model […]
Why Your Sales Training ROI Is a Fiction
The uncomfortable math behind the 87% knowledge loss within 30 days—and what it actually costs. Executive Summary Every year, organizations invest billions in sales training programs that produce almost no lasting behavior change. The uncomfortable truth is that traditional training ROI calculations are built on a foundation of fiction—they measure activity, not impact, and they […]
