The Most Important Thing Your Company Needs? It’s Not Capital

Capital is the lifeblood of an organization’s functioning. If you don’t have enough capital, you can’t run operations, and if you can’t run operations, you can’t run a business. It makes sense that we might act like capital is the most important thing.

From Instinct to Sales Systems with James Rores

In this episode of The Art and Science of Complex Sales, our guest James Rores shares why founder-led sales teams often struggle to scale and what it really takes to build sustainable growth.

Drawing on 30 years of experience and two decades running his own firm, James shares why many founders unknowingly cap their growth by relying on heroic individual performance instead of building replicable systems.

He unpacks why success at the founder level is difficult to duplicate, how sales must shift from pitching solutions to leading change, and why hiring “great salespeople” rarely fixes a scaling problem.

Should You Coach That Salesperson, Or Fire Them?

The sales profession is not for the faint of heart. There comes a time in nearly every salesperson’s life when they wonder if they’re really cut out for this work. And there comes a time in nearly every sales leader’s life when they wonder if someone on their team is really cut out for the work.

Stay Here: The Now is Where Complex Sales Actually Happen

I saw a clip recently of a 100-year-old man saying these simple words: “Yesterday is history, tomorrow a mystery, today a gift.”

Building Sales Teams That Don’t Quit with Eric Laroque

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Eric Larocque, founder of Cultivate Winning, to unpack what truly drives sustainable sales performance. From early lessons in his father’s butcher shop to scaling a revenue team from 9 million to 27 million, Eric explains why preparation, resilience, and culture consistently outperform raw talent.

Together, they explore how early setbacks shape grit, why team culture changes everything, and how leaders can build a repeatable hiring model that prioritizes willpower over experience.

What Should I Talk To My Manager About?

Most sales managers in complex B2B sales believe they are coaching their teams. Most salespeople don’t feel like they are being coached. Often, salespeople feel like it’s up to them to get the help they need, but they don’t really know what they need. It’s a no-win on both sides, and leaves many salespeople asking: “What should I actually be talking to my manager about?”