Sales Beyond Fight or Flight: Addressing Subconscious Barriers in Revenue Operations and Enablement

🚨 New issue just published: Sales Beyond Fight or Flight 85% of decisions are made subconsciously. If that’s true, most commercial systems are aimed at the wrong level. In RevOps and Enablement, we optimize process, tech, and messaging — but performance ultimately runs on subconscious state, not dashboards or data. That’s why we see numbers like: • 95% of buyers not in buying mode • 80% of sellers still predominantly pitching • 40–60% of deals lost to indecision • 50% of sellers missing quota • 80% of buyers preferring rep-free experiences Each of these points to the same gap: Systems are fast. The human brain is not. And under pressure, the subconscious protects — it simplifies, avoids risk, stalls decisions. In this issue, I unpack: • how subconscious threat distorts pipeline performance • why persuasion rarely solves indecision • what “state regulation” means for sales leadership and enablement design • a simple practice to create psychological safety in conversations Read here: https://www.linkedin.com/pulse/85-decisions-subconscious-ivan-stevanovic-kehxe/?trackingId=Rdhlu8sWSM2UsJenEojRYQ%3D%3D — Curious to hear from this group: How are you designing systems and cultures that reduce subconscious threat — instead of amplifying it?