Embracing The “Messiness” Of Buying And Selling
As human beings and business professionals we crave structure and order in everything we do. We build carefully architected sales processes. Our customers draft detailed project plans, guiding them on their journey.
Podcast - The Chemistry of Coaching with Wesleyne Whittaker
In this episode of The Art and Science of Complex Sales, Paul Fuller is joined by Wesleyne Whittaker, founder of Transformed Sales, a former chemist turned international sales leader. The conversation unpacks what it means to transform sales teams from within, with a sharp focus on leadership accountability, mindset and skill-building, especially in the often-overlooked world of manufacturing and distribution sales.
Aesthetic Curiosity Helps You Sell Smarter and Better
I recently came across the term “aesthetic curiosity” in the context of psychotherapy, and got “aesthetically curious” about its potential application in complex B2B sales.
Podcast - From Tactics to Truth with Matt Long
In this episode of The Art and Science of Complex Sales Podcast, we’re joined by Matt Long, co-author of Winning Faster and co-founder of Strategic Sales Optimization. Together with host Paul Fuller, Matt shares the lessons from his 25-year journey through enterprise software sales and why structure, not improvisation, is what unlocks consistent success in complex deals.
Don’t Let AI Make You Lazy: Leadership Still Matters Most
The world of B2B sales is no stranger to hype. Every year brings a new silver bullet. This year, it’s AI—again. As sales leaders, we’re encouraged to believe that AI will not just optimize our pipelines but redefine what it means to sell. But here’s the hard truth: most are falling for the same old trap: mistaking tools and information for transformation.
Podcast - Building Foundations in a Shifting Sales Landscape with Dave Brock
In this episode of The Art and Science of Complex Sales, we're welcoming Dave Brock, founder of Partners in EXCELLENCE back on the podcast for a second time.
Dave unpacks the challenges and contradictions facing modern sales teams, from cultural drift to leadership dysfunction, and explore what it really takes to build resilient, high-performing organizations in today’s environment.
