The State of B2b Sales Trend 2026 with Paul Fuller
In this episode of The Art and Science of Complex Sales, Paul Fuller shares key findings from a recent research project on the state of B2B sales. Drawing on a meta-analysis of sales literature, industry trends, and input from sales experts around the world, he explores what is really happening in the profession and why so many teams are struggling to improve results.
He unpacks the impact of falling trust, rising buyer complexity, ineffective tech adoption, and the growing gap between sales training and real coaching. He also outlines where leaders should focus if they want to improve performance in a more difficult selling environment.
Why a Shared Mental Model is the Missing Piece in Complex Sales
In the world of complex sales, we spend a lot of time talking about prospecting, pipeline, win/loss analysis, and how to reach the right stakeholders. We invest in more training and coaching, better strategy, and processes. We hire more effectively, purchase enablement technology, and still… sales effectiveness rarely improves by more than a margin.
4 Things Tokyo Taught Me About Sales Discipline
I was in Tokyo for the first time recently. My son and I went there for a little vacation, and I was struck by how clean and orderly everything is. In a region of 38 million people, I expected a lot more noise, chaos, and pollution. We found none of that.
The Most Overlooked Lever For Improving Sales Growth
When we talk about sales improvement, we often focus on one of these big three: Payroll and compensation, training and enablement, and the tech stack. But in many cases, there is a bigger drain–and a bigger opportunity– that most companies aren’t even using: Workflows.
Think Like a Sales Practitioner with Robert Herbst
In this episode of The Art and Science of Complex Sales, our guest Robert Herbst, CEO of Spire Selling shares why great selling starts with identity, honesty, and a genuine desire to help people.
Drawing on more than 40 years in sales and the life-changing mountaineering accident that led him to start his company, Rob explains why sales is not about pushing products, but about uncovering problems and helping customers see value they cannot yet see.
He explores why salespeople should think of themselves as practitioners, how identity shapes confidence and persistence, and why real human conversation matters more than ever in a world shaped by digital convenience.
“We Are Competing To Lose 80-85% Of Our Deals!”
Imagine a CRO presenting to the exec or investor team. This CRO is presenting their GTM strategy, and a key statement in that strategy is, “We are competing and hoping to lose 80-85% of the deals we invest in!”
