Sales is Psychology: Reclaiming the "Human" Side of Enablement w/ Laura Keith

Episode notes

Episode Summary Is sales a business process or a psychological one? In this episode of Thoughts on Selling , Lee Levitt sits down with Laura Keith , CEO of Hive Perform and Hive Learning (and self-proclaimed "Chief Entertainment Officer" to three kids). Laura’s journey is fascinating: she never planned to work in sales. She studied psychology. But she quickly realized that the traits required to understand the human mind— Curiosity , Empathy , and Motivation —are the exact same traits required to close enterprise deals. We discuss how the industry lost touch with its human side (obsessing over features and process) and how, ironically, AI might be the key to bringing humanity back. As automation handles the "Science" of sales, the "Art"—listening deeply and reading buyer behavior—becomes the ultimate competitive advantage. Memorable Quotes: "Sales is psychology. Understanding what makes buyers tick—their motivations, fears, and goals—is at the heart of effective selling." — Laura Keith "AI can’t replace empathy. The best reps use AI as a tool but rely on human insight to create connection." "Curiosity beats scripts.