Sales managers hire sellers for a variety of reasons. Gut instinct. Their looks. CIOs they claim as friends. The most valuable traits a salesperson can have is a rock-solid internal conviction, and never letting go of conversational achievement. We need sellers with psychological strength, but we spend our budgets on CRM training. An impenetrable confidence, but we spend their time on the latest sales process fad. We know they need mastery of word choice and word order in meetings, but we have them scribble down elevator pitches. In this presentation, Christina shares the conviction and communication insights gleaned from transcripts of enterprise sellers. She teaches sales leaders how to interview for this trait, and what can be done to strengthen your own team.