How to Measure Whether Training Changed Field Behavior
Manager impressions aren’t proof training worked. Here’s why self-reported behavior change is unreliable, and how to measure it directly.
Why Does Sales Training Stop Working After 90 Days?
Sales training doesn’t fail because reps forget it. It fails because the old habit was never out-practiced. Here’s the neuroscience of why.
The Neuroscience of Buyer Trust: Friend-or-Foe Before Facts
Before buyers evaluate your pitch, their brain decides if you’re a threat. Here’s the neuroscience behind trust, and how to earn it first.
What Makes Leadership Development Effective
What separates leadership development that changes behavior from training that fades: the science of how leaders actually change, and what to demand from a program.
How to Evaluate a Sales Training Company
A buyer’s framework for evaluating a sales training company: the seven criteria that predict whether the program changes behavior or fades in 90 days.
Enterprise Sales Training: A Guide for Revenue Leaders
What enterprise sales training requires that mid-market programs miss: multi-stakeholder dynamics, long cycles, and the neuroscience of group buying decisions.
Advanced Sales Training: What It Is and Who It’s For
What advanced sales training actually means, how it differs from foundational programs, and why experienced reps need a different kind of development.
How to Choose a Leadership Development Program
A buyer’s framework for choosing a leadership development program: the criteria that predict whether managers actually lead differently, or just attend.
The Trust Paradox in B2B Sales
Trust is the foundation of B2B sales. Without it, buyers don’t share information, don’t provide access, and don’t take the risk of championing your solution. Every sales methodology acknowledges this. Yet many tactics taught to build trust actually undermine it. The paradox: the harder reps try to establish credibility, the less trustworthy they often appear. […]
Emotional Decisions, Rational Justifications: Why Logic-Based Training Misses the Point
Traditional sales training assumes that buyers make rational decisions based on logical evaluation of features, benefits, and ROI. Training therefore focuses on building compelling logical cases: articulating value propositions, calculating return on investment, presenting feature comparisons. This assumption is fundamentally wrong. Cognitive science and neuroscience have conclusively demonstrated that humans make decisions emotionally, then construct […]
