45 years of influence research, applied to the moments that actually decide B2B deals.
The Problem We Solve
Most sales training focuses on what happens when your rep is in the room. Discovery calls. Demos. Objection handling. Negotiations. All optimized to perfection.
But in complex B2B sales, your rep is only present for about 5% of the buying journey.
The other 95% happens without you.
Internal meetings. Committee discussions. CFO conversations. Procurement reviews. Budget debates. Your champion is selling for you when you are not there.
Nobody trains them how.
The Team
The Pioneer
Founder & Influence Strategist
For 45 years, Kenrick has studied one question: what actually moves people to action?
His path started in clinical hypnosis, training under Carol Erickson (daughter of Milton Erickson, the father of modern hypnotherapy). From there he moved into NLP, then high-stakes business persuasion. Each discipline added another layer to his understanding of human decision-making.
The result is the P.O.W.E.R. Influence system. Not theory. Not academic research. Frameworks tested in real negotiations, real sales conversations, real boardroom decisions over four decades.
CEOs, negotiators, and leaders across industries have used these frameworks to transform how they communicate. What most people call persuasion, Kenrick calls Reality Architecture: shaping perception into commitment with ethical precision.
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The Synthesizer
Co-Architect & Systems Designer
Jackson takes complex influence psychology and turns it into systems that sales teams can actually use.
His focus is translation. Decades of persuasion research mean nothing if reps cannot apply it in their next deal. So Jackson builds the frameworks, the playbooks, the step-by-step processes that make psychological insight practical.
The industries that need influence psychology most are often the least served by traditional sales training. Healthcare. Financial services. Government. Cybersecurity. Complex buying committees. Long sales cycles. Multiple stakeholders with competing agendas.
These are the environments where understanding psychology is not a nice-to-have. It is the difference between deals that close and deals that die in committee.
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The Methodology
Deal Psychology is built on the P.O.W.E.R. Influence framework. 45 years of research into how people actually make decisions, change their minds, and commit to action.
This is not theoretical. These frameworks have been tested in high-stakes situations where getting it wrong means losing the deal, the negotiation, or the relationship. Refined through thousands of real conversations with real money on the line.
We have adapted these frameworks specifically for complex B2B sales. Understanding committee psychology. Coaching champions to sell internally. Moving deals through organizational buying processes that were not designed to say yes.
When you understand the psychology, the right move becomes obvious.
Pick a deal that is stuck. We will show you what your champion needs to say to move it forward.