“Research is creating new knowledge.” -Neil Armstrong
Dr’s Marcelo A. Wood, Susan C. McQuown, Ruth M. Barrett, Dina P. Matheos, Rebecca J. Post, George A. Rogge, the Department of Neurobiology and Behavior, Center for the Neurobiology of Learning and Memory, University of California, Irvine. Research on the effects of critical negative regulators of longterm memory formation.
Dr. Harold Pashler, Distinguished Professor of Psychology at the University of California, San Diego, did work on spacing and recall that lead to a deeper understanding of the importance of memory reactivation over time. This showed how to get things like sales skills embedded in the brain so that they become normal default behavior.
Dr. Robert Neff, Certified Consultant, Association for Applied Sport Psychology, College Psychology Professor, American Psychological Association Member, works with U.S. Olympic athletes and CEOs and is one of the foremost researchers on Mental Toughness training for salespeople and sales managers.
Dr. Carol Dweck, Lewis and Virginia Eaton Professor of Psychology, Stanford University, wrote the book Mindsets. Dr. Dweck’s decades of research on achievement and success are included in Mindsets—a simple idea that makes all the difference. Teaching a growth mindset creates motivation and productivity in the worlds of business, education, and sports. The implications of this research show core beliefs about sales ability limit the performance of both sales people and sales managers without them ever recognizing the effects of the limiting beliefs. An effective strategy to overcome these limiting beliefs produces dramatic increases in performance.
Dr. John Jonides, Daniel J. Weintraub Professor of Psychology and Neuroscience at the University of Michigan have done phenomenal work on human motivation, some of it counter intuitive to what we traditionally think are the best ways to motivate sales people.
Dr. Howard Eckenbaum, University Professor at Boston University and Director of Memory and Brain Center, has conducted fundamental research about how the brain learns. More specifically how
The Science Of Sales Training
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