The Hidden Advantage of Structured Data in the Age of AI

Imagine a day in the life of a B2B salesperson. Someone skilled in the art of conversation, has business acumen, skilled in the art of bringing customers in your door. They walk in the door of their office on Monday morning, and what is their next action?

Fixing the Forecasting Problem in Manufacturing Sales with Liz Heiman

In this episode of The Art and Science of Complex Sales, our guest Liz Heiman shares why manufacturing companies often apply rigorous quality standards to operations while accepting major inconsistency in sales forecasting.

Drawing on her work with sales teams in manufacturing, Liz explains why many organizations still treat sales like a black box instead of a measurable, improvable process.

She explains why better forecasting starts with strategy, how momentum and common language improve pipeline visibility, and why sales leaders must bring real quality control into the CRM and funnel review process.

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.”