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  AI Has Guardrails, but Your Sellers Still Need a Standard
  
  Your AI is governed. But governed to what standard? Why methodology-governed AI is the only kind that answers your board’s ROI question.
  
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  How to Evaluate and Improve Sales Team Performance
  
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Topic Core Concepts

Uncategorized

The 10% Message: How to Make Your Most Important Point Stick

The 10% Message: A Science-Backed Method for Making Sales Content Memorable

Buyers forget most of what you tell them, and what sticks tends to be random. A 10% message is a science-backed way to control the single point you want them to remember and act on.

Anton Rius
July 24, 2026

Uncategorized

Sales Competencies: What They Are and How to Improve Them

Knowing a sales skill and executing a sales competency are different things. Find out which competencies predict wins and how to close the gaps on your team.

Madeline Cunningham
July 16, 2026

Uncategorized

Acquisition vs. Expansion Selling: Same Product, Different Psychology

The difference between acquisition vs. expansion selling

Acquisition vs. expansion: Why the same sales message that wins new logos can backfire in existing accounts. A practical look at the buyer psychology at play.

Anton Rius
March 17, 2026

Uncategorized

B2B Buying Behavior in 2026: 57 Stats and Five Hard Truths That Sales Can’t Ignore

B2B Buying Behavior Research, Stats, and Trends

Drawing from recent sales statistics, research, and buyer evidence, this article exposes five hard truths about modern B2B buying behavior that most sales leaders ignore.

Anton Rius
January 28, 2026

Uncategorized

5 Powerful Biases that Steer Your Buyers’ Decisions

five cognitive biases in sales psychology

Discover the 5 cognitive biases that drive B2B buyers' decisions and get research-backed techniques to recognize and overcome hidden mental barriers that stall your deals.

Anton Rius
May 8, 2025

Uncategorized

Escalation of Commitment: The Hidden Bias That’s Killing Deals Before They Start

Escalation of commitment keeps B2B buyers locked into a failing course of action. Here's how to recognize the signs and guide over-committed buyers toward a better decision with an evidence-based, gain-framed discovery approach.

Anton Rius
November 18, 2024

Uncategorized

What Is Status Quo Bias in Sales and Marketing?

What Is Status Quo Bias? Status Quo Bias is defined as a person’s innate preference for not doing something different from what they’re doing today. Over the years, a number of psychological studies have shown that when faced with a…

Anton Rius
October 27, 2021

Uncategorized

How to Measure Results that Decision Makers Care About

Your customer stakeholders invested in your solution because they believed you would make a meaningful contribution toward their strategic business goals. Their decision to continue or increase that investment hinges on your ability to document results toward those goals.

Nicci Nesmith Hammerel
March 9, 2021

Uncategorized

Defeat Your Prospect’s Status Quo with Unconsidered Needs

defeat the status quo by introducing unconsidered needs

When acquiring new customers, salespeople assume their prospects will ultimately decide between their solution or a competitor’s solution. But the truth is, 60-80% of deals end in “no decision.” Prospects don’t see a compelling enough reason to change from their current situation, so they decide to do nothing at all.

Tim Riesterer
October 8, 2020