How to Be an Effective Sales Manager with Walter Crosby

What makes a sales manager effective? What does great coaching really look like? And how do salespeople get better at doing the things that make them uncomfortable?

Rediscovering Joy in the Age of AI

It’s autumn here in Stockholm, a gorgeous time of year. The changing leaves and the crisp air call us outside to enjoy the last of the good weather before winter. This season always lifts my spirits, makes me feel alive and passionate.

Building Trust in Sales in the Age of AI with Julie Thomas

AI is changing how salespeople research, prospect, and prepare. But when it comes to earning a buyer’s trust, technology can only take you so far.

Four Simple Rules to Success in Complex Sales

I learned from working and collaborating with Derek and Laura Cabrera of Cabrera Lab that every complex system actually operates on very simple rules. They developed the DSRP theory to identify and explore the simple rules and tools of (systems) thinking. Last year, I partnered with them to use Membrain’s data to write a research paper about the importance of engaging stakeholders in complex sales and how to use DSRP to create a shared mental model.

AI in Sales, Sales Tools & Timeless Fundamentals with Dave Kurlan

AI is changing how sales teams work, but does that mean the fundamentals of good selling have changed too?

In this episode of 3 Questions from The Art & Science of Complex Sales, Paul Fuller sits down with Dave Kurlan to get his perspective on three questions facing sales teams today.

What the Fish Doesn’t Know

A fish in a pond knows a lot about its pond. It knows where to find insects to eat, and where to hide when a bigger fish swims by. It knows where to find cool shade in the afternoon, and it knows when it’s time to migrate somewhere else. It understands the way the environment directly impacts it.