Latest Blog Posts
As human beings and business professionals we crave structure and order in everything we do. We build carefully architected sales processes. Our customers draft detailed project plans, guidin...
In this episode of The Art and Science of Complex Sales, Paul Fuller is joined by Wesleyne Whittaker, founder of Transformed Sales, a former chemist turned international sales leader. The con...
I recently came across the term “aesthetic curiosity” in the context of psychotherapy, and got “aesthetically curious” about its potential application in complex B2B sales.
In this episode of The Art and Science of Complex Sales Podcast, we’re joined by Matt Long, co-author of Winning Faster and co-founder of Strategic Sales Optimization. Together with host Paul...
The world of B2B sales is no stranger to hype. Every year brings a new silver bullet. This year, it’s AI—again. As sales leaders, we’re encouraged to believe that AI will not just optimize ou...
In this episode of The Art and Science of Complex Sales, we're welcoming Dave Brock, founder of Partners in EXCELLENCE back on the podcast for a second time. Dave unpacks the challenges and...
Sales technology has certainly changed across the decades. From the first Rolodexes to today’s massive, AI-equipped juggernauts of automation with all the bells and whistles, we’ve come a lon...
In this episode of The Art and Science of Complex Sales, we’re joined by Tony Cross, CEO of Growth Matters International. Tony shares how sales managers can be the most powerful lever for sal...
My friend and mentor, Lahat Tzvi, wrote one of the most fascinating posts on AI I’ve read. Be sure to read it! In it, he coined the phrase, “The Hidden Cost Of False Efficiency.” It’s such an...
This is the fourth entry in my series introducing the main patterns and “moves” from DSRP theory to structure more successful complex B2B sales. If you’ve been following along, you know that...