The Five Power Moves with Kelly Riggs

Many sales managers were once top salespeople. Then they got promoted, and suddenly the skills that made them successful were no longer enough.

Kelly Riggs joins Paul Fuller to talk about his new book, The Five Power Moves: How Struggling Sales Managers Become Transformational Sales Leaders, and the practical moves that help managers turn high-potential people into high-performing salespeople.

Building Vs. Buying In the Age of AI: The Sales Leader’s Guide

As I discovered on vacation last summer, almost anyone can build a software application with Claude. The great democratization of coding has arrived, and you don’t need even five minutes in a C# or Python class to make software that does what you want it to do. This can feel like total freedom from clunky, expensive platforms you have to pay through the nose for.

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.