What the research actually says.
Selling is drowning in statistics that nobody can source. Everything here is traced back to a primary study, and where a famous number turns out to be folklore, we say so.
14 July 20265 min read
The 87% that never existed
Every sales-training company on earth will tell you reps forget 87% of what they learn within a month. We went looking for the study. There isn't one.
Rafi Atias10 July 20264 min read
How much should a seller actually talk?
The famous numbers on talk ratio and question counts are softer than they look — and the strongest evidence points somewhere the sales industry rarely bothers to look.
Rafi Atias6 July 20264 min read
Your real competitor is nobody
Most of the deals your team loses are not lost to a rival. They are lost to a buyer who could not decide — and to a rep who made that worse by trying harder.
Yossef Zilberberg