About
If you programme events for business owners, founders, or leadership teams, this page is for you. The organisations I work with are looking for something specific: a session that delivers genuine, practical value to their members. Not a promotional talk. Not a motivational keynote. A properly structured, research-grounded exploration of why buyers behave the way they do, and what businesses can do about it.
When Do People Buy?
A structured exploration of why buyers hesitate and what’s actually happening when they say they’ll think about it. Grounded in neuroscience and behavioural research, the session covers buyer behaviour, the outside-in principle, and the PULSE+ framework. Suitable for member events, away days, and leadership programmes. Participants leave with a practical framework they can apply to their own sales conversations immediately. 2.5 hours
One Hour Talk
A condensed version of the workshop, adapted for keynote slots and conference sessions. The same core ideas, the same research foundation, delivered in a format that works for shorter event programmes.
Meet Gerry Forristal
I have spent close to thirty years working with founders and leadership teams across sectors and stages. The work has always been the same at its core: understanding what is happening on the buyer’s side of the conversation, and helping businesses design their sales processes around that reality
FAQ
Who is this for?
Co-working spaces and flexible workspaces who run events programs for their members/local business community
Is there a Cost?
Usually no – however reasonable travel costs out with Edinburgh may be applicable.
What is expected of host spaces?
A private meeting or event space with AV equipment. Spaces are also expected to promote the events to their members, local business community.
A minimum of 10 attendees is ideal.