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.
Before Christmas Dawns, I Want to Say This
I’m writing this on the day before Christmas Eve, knowing that this post will go out tomorrow while most of you are preparing to greet family, bake pies, and prepare holiday magic for loved ones. I thought about what I could possibly say that would be worth reading during a time when most people are focused on family and togetherness.
Inside Out: Shifting to the Buyer’s Perspective with Walter Crosby
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Walter Crosby, CEO of Helix Sales Development to unpack the core ideas behind his book, Inside Out, and why sales teams often struggle to fit inside structured operating systems like EOS (Entrepreneurial Operating System).
