When Technology Becomes An Extension of the Human
Many new technologies follow a predictable series of stages. During early adoption, it is treated as an anomaly. Then it becomes a tool that is used alongside other activities. Finally, it becomes integrated to the point that it is an extension of the humans who use it.
Crystal Ball Recruiting with Jason Howes, Arrow Executive Sales
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Jason Howes of Arrow Executive Sales to talk about his upcoming book, Crystal Ball Recruiting, and why sales hiring needs a complete reset.
Together, they explore the hidden cost of rushed recruitment, what creates predictable success in sales hiring, and how leaders can build stronger teams by hiring with more science, less bias, and better onboarding.
How to Not Be Cannon Fodder
One of my pet peeves is salespeople sending out proposals too soon. You’ve heard me talk about it before. In complex sales, proposals should never be the first thing you send, unless it’s with an existing customer who already knows you and knows they’re ready for something specific from you.
Nurturing the Next Generation of Sales with Daniel Kane
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Daniel Kane of Curbell Plastics to talk about the future of sales and how organizations can intentionally develop the next generation of sales professionals.
Together, they explore why sales is still misunderstood as a career, how early investment in people changes outcomes, and what leaders must do differently to attract, train, and retain young talent in a fast changing B2B world.
Rethinking the Sales Pipeline: From Seller Stages to Buyer Journeys
For decades, sales pipelines have been built around the seller’s activities. Familiar stages like discover, qualify, demo, propose, negotiate, close are deeply embedded in most CRM systems, forecasts, and reviews.
The Future of Complex Sales Belongs To Those Who Elevate Others
Here we are at the cusp of a New Year. A time when many of us make resolutions, set goals, and develop annual plans.
