What 10,000 Personalities Tell Us About Business Decisions
Most sales teams believe they understand their buyers.
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Most sales teams believe they understand their buyers. They have the data, the persona, the ICP. And still the deal goes quiet.
What we covered
The reason is almost never what they sold. It is who they sold to, and whether they actually understood how that person thinks, decides and moves. Scott Gillum has spent years studying this at scale, profiling over 10,000 decision-makers to work out what really drives business decisions. This session is the research, and what it means for anyone trying to win a deal.
What you will walk away with
- Why the buyer you think you are selling to is often not the one making the decision
- What 10,000 personality profiles reveal about how business decisions actually get made
- How personality intelligence changes outreach, discovery and closing
- The patterns Scott has found across industries that most sellers never see
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Who should watch
Anyone in revenue who wants to understand buyers at a level their competitors will not.
About the guest
Scott Gillum is Founder and CEO of Carbon Design. He has analysed thousands of buyer journeys and profiled over 10,000 decision-makers. That research became his book, The Hidden Buyer Journey.
