Pretty much every part of the sales cycle—from prospecting all the way through closing—has been thoroughly dissected in countless books and training programs. Every part, that is, except the impact of human irrationality. The innate human irrationality that stalls decision-making at each phase in the sales cycle remains a blind spot for most salespeople. By leveraging insights from behavioral science, Ghosts in the Machine unpacks the common challenges salespeople encounter at each phase in the sales cycle and offers tips, tools, and insights into how to tackle them.