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This week we welcome Ryan Voeltz on the show to discuss his book Ghosts in the Machine: Overcoming Decision-Making Bias in the Sales Cycle with Behavioral Science. Ryan has had just about every type of sales job there is.
In college, he sold menswear at Nordstrom. In his first job out of college, he sold copy machines. He has sold litigation support services, newswire distribution, and web services, financial products and services, and driving range golf tees.
20 years of experience holding a wide variety of types of sales jobs gives him deep insight into what it takes to succeed as a salesperson, as well as the many difficulties and challenges that come with a sales career.
He combines his firsthand experience with insights from behavioral science to present novel approaches to sales that complement and enhance existing go-to-market strategies.
In his book Ghosts in the Machine, he argues that the impact of human irrationality on decision-making is the most underappreciated aspect of the sales cycle. We’ll dig into this more on today’s episode.
You can learn more about Ryan by visiting his website at www.ryanvoeltz.com.
