We live in a fast-moving, ADHD, AI-assisted sales environment where reps are getting bombarded — notifications, Slack threads, 5 tools in their browser, and pipeline pressure that doesn't quit.

And yet... most Go-to-Market (GTM) teams are still running sales processes that were designed for 2013.

The last mainstream sales framework? SPICED — released a decade ago.

Reps today need frameworks that are fast, easy to recall, and rooted in modern buyer psychology.

The Problem with Most Sales Frameworks

Most frameworks were built for managers, not modern reps.

They're too complex to recall under pressure. Too generic to adjust based on buyer type. Too outdated for the pace of today's buying cycle.

Reps don't need another sales theory. They need a simple framework that adapts to how buyers actually decide — and that they can remember and use instantly.

Why Sales Psychology Beats Sales Scripting

You can't script your way through the modern funnel. Reps today face:

• Multiple stakeholders per deal
• Ghosting at record highs
• Buyers who do 77% of research before the first call

This is why frameworks rooted in sales psychology matter. Buyer Coding™™ gives reps the ability to recognize how a buyer thinks — and adjust their pitch in real time.

The 5% Lift That Changes Everything

Let's talk numbers.

What happens if your reps actually adopt a simple, modern framework and just get 5% better at converting their meetings?

• Each rep targets 36 deals/year
• Average deal = $50,000 ARR
• Team size = 5 reps
• Conversion goes from 15% to 20%

That alone unlocks $450,000 in additional ARR — without hiring anyone or changing pricing.

Why Sales Leaders, Trainers, and Advisors Should Care

If you lead revenue, your job isn't to make reps memorize acronyms.

It's to help them win in real life — where timing is tight, attention is limited, and decisions are emotional.

Sales trainers and sales advisors who teach Buyer Coding™ help teams:

• Adapt fast
• Remember more
• Close smarter

That's how you operationalize a modern GTM strategy.

Final Word

Buyers have changed. Sales needs to catch up.

Frameworks like Buyer Coding™ aren't just new — they're built for the world we're actually selling in.

And if your reps can remember it, they can use it. That's the difference.