Re Architect Sales

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Latest

2026-11-02

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saratthmenon.com

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12 recent episodes

• Covers: Applying behavioral economics, cognitive science, and game theory to sales strategy, compensation plans, and pipeline management.
• For: Sales executives, revenue leaders, and enterprise sales managers.
• Best for: Sales leaders looking to fix broken incentive structures and improve enterprise sales effectiveness.
• Skip if: Entry-level consumer sales reps or non-business general audiences.

Start with

• Game Theory in Sales - Fixing Broken Incentive Plans: How commission plans cause rep gaming and how to align incentives with cash flow.
• Status Quo Bias - Why Buyers Value Their Broken Systems Twice As Much As Yours: How behavioral economics affects buyer choices when displacing legacy systems.
• Why ROI Calculators Fail - The Science of Loss Aversion in B2B Sales: Why rational ROI pitches fail due to Prospect Theory and buyer loss aversion.

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Summarised by AI from 12 recent episodes. Audience size is not included. Prices are not included. Report a mistake.