The First 90 Days: The Playbook for Sales Leaders Inheriting a Team
If you’ve recently inherited a sales organization from another sales leader, you know how critical the first 90 days can be. You want to make a good impression, have an impact, and show your colleagues, team, and executives you’ve got what it takes to improve on the previous leader’s performance.
Unlocking Hidden Growth with Maggie Zwierko
In this episode of The Art and Science of Complex Sales, our guest Maggie Zwierko, Practice Partner at SalesStar North Carolina, explores companies can unlock hidden growth by improving the way their field teams engage, communicate, and share insight across the business.
Drawing on her background in pharma, biotech, med device, medical affairs, and research, Maggie explains why growth is about helping the right information move through the organization so teams can better support providers, improve patient access, and ultimately help patients live better and longer lives.
What Is a Sales Process? A Deceptively Simple Question That Divides Good Sales Teams from Great Sales Teams
If you ask ten sales professionals “what is a sales process?” you will get ten different answers. Some will say that it’s the stages you go through to move buyers through the sales pipeline. Others will tell you it’s the methodology you use to sell. Many will include “prospect to close” but leave account growth out of it.
38 Systems Thinking Questions That Expose The True Structure of A Buying Decision
In complex B2B sales, every deal is more complex than it looks on the surface. A potential buyer contacts a salesperson and asks a few questions. Inexperienced salespeople might take the conversation at face value and assume that the person calling them knows what they want, understands the full scope of the situation, and has the full authority to make the purchasing decision.
Practical AI for Sales Teams with Sean O'Shaughnessey
In this episode of The Art and Science of Complex Sales, our guestSean O'Shaughnessey, CEO at New Sales Expert LLC, explores how AI can help sales teams work smarter without replacing the human side of selling.
Drawing on his work with small and mid-sized businesses, he explains why AI should be used to support better conversations, stronger coaching, and more productive selling time, especially for teams trying to compete with larger enterprises.
He breaks down how conversational intelligence can improve coaching, why contextual data matters more than generic AI insights, and how the right tools can help salespeople spend less time researching and more time actually talking to customers.
What Is a Way of Selling?
In complex B2B sales, your Way of Selling is what differentiates you from other organizations in your market. It is much more than just your sales process, strategy, or what your salespeople do on a daily basis. It includes culture, mindset, professional development, marketing, and positioning. Ultimately, your Way of Selling defines the experience your buyers have, your reputation, and the sales outcomes you achieve.
