--- title: "What 10,000 Personalities Tell Us About Deals | Humantic AI" description: "Most sales teams believe they understand their buyers, yet the deal goes quiet. The reason is often how each person thinks and decides, with Scott Gillum." url: https://humantic.ai/webinars/10000-personalities --- > Most sales teams believe they understand their buyers, yet the deal goes quiet. The reason is often how each person thinks and decides, with Scott Gillum. Skip to content 17 Jun 2026 Fireside chat # What 10,000 Personalities Tell Us About Business Decisions Free preview 0:30 Watch the session × ## Keep watching That was the free preview. Tell us who you are and the rest of this session opens straight away. 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 The full recording Watch the whole session. Add your details and it opens straight away. Get the recording ## 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. ## Speakers ![Scott Gillum, Founder and CEO](https://humantic.ai/v2/sec/scott-gillum-320.webp) Scott Gillum Founder and CEO, Carbon Design ![Amarpreet Kalkat, Founder and CEO](https://media.humantic.ai/img/amarpreet-new.png) Amarpreet Kalkat Founder and CEO, Humantic AI [Register for the next session](https://luma.com/wes3mtuv) [Book a demo](https://humantic.ai/start/demo) Registration for live sessions is handled on Luma, and replays stay here. ## More On Buyer-First Selling [All webinars](https://humantic.ai/webinars) [AI-Powered Selling](https://humantic.ai/webinars/mcp-missing-connection) ### MCP: The Missing Connection in Your Sales Stack ![Matt Wilkinson, Founder and CEO](https://humantic.ai/v2/shared/faces/matt-wilkinson-clean.webp) ![Amarpreet Kalkat, Founder and CEO](https://media.humantic.ai/img/amarpreet-new.png) **Matt Wilkinson**, Strivenn · **Amarpreet Kalkat**, Humantic AI 30 Sep 2026 Watch [Buying Committees](https://humantic.ai/webinars/13-stakeholders-one-deal) ### 13+ Stakeholders, One Deal: How to Read the Room Before the Room Reads You ![Mark Hunter, Author, speaker, Global Top 30 Sales Guru](https://humantic.ai/v2/sec/mark-hunter-320.webp) ![Amarpreet Kalkat, Founder and CEO](https://media.humantic.ai/img/amarpreet-new.png) **Mark Hunter**, The Sales Hunter · **Amarpreet Kalkat**, Humantic AI 19 Aug 2026 Watch [50 min](https://humantic.ai/webinars/sandler-lead-the-process) Discovery ### Sandler Methodology: Stop Following the Buyer's Process, Lead It. ![Scott Bliss, President, Maximum Performance Management](https://humantic.ai/v2/shared/portraits/scott-bliss-frame.webp) ![David Trapani, CEO, AGT and Associates](https://humantic.ai/v2/shared/portraits/david-trapani-frame.webp) **Scott Bliss**, Sandler NJ · **David Trapani**, Sandler Princeton 27 May 2026 Watch ## “We Already Have Enough Sales Tools.” So did most of the people in these recordings. The argument is still that knowing the buyer beats adding another tool. Test it on one account. [Start free trial](https://app.humantic.ai/?utm_source=website&utm_content=webinars-10000-personalities#/account-intelligence) [Back to all webinars](https://humantic.ai/webinars) ## Related pages - [All webinars](https://humantic.ai/webinars) - [AI-Powered Selling](https://humantic.ai/webinars/mcp-missing-connection) - [Buying Committees](https://humantic.ai/webinars/13-stakeholders-one-deal) - [50 min](https://humantic.ai/webinars/sandler-lead-the-process)