Latest Blog Posts
I recently encountered an interesting concept in a Bloomberg article about Warren Buffet. In it, Buffet is quoted as saying, “‘the single best measure of where valuations stand,’ is the ratio...
For sales teams engaged in complex sales, the most common reason for a “no deal” is not that the prospect chose another solution. It’s that they decided not to make a decision at all. These c...
Paul Fuller and Mike Simmons, founder of Catalyst Sales, dive deep into transforming sales forecasting by focusing on just two critical metrics: pipeline created and pipeline developed. Mike...
There has never been a time in history when the ability to think has been as critical to complex sales as it is now. Two recent reports, one by the World Economic Forum (WEF) and one from Mer...
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...