What Is a Decision-Making Catalyst?
The role of a salesperson is simple or complex in direct proportion to the complexity of the buyer’s decision-making process. In transactional sales, the salesperson might simply be an order taker. Or they might be responsible for helping a customer choose from a basic menu of options.
Building Trust in Cold Calls with Brent Long and Nick Massaro
In this episode of The Art and Science of Complex Sales, our guests Brent Long, owner of Long on Life and Nick Massaro, Sales Effectiveness Consultant at Membrain explore why cold calling still matters and what it takes to make it work in a low-trust market.
As new tools and new channels continue to reshape prospecting, they make the case that the real skill has not changed: building trust quickly enough to start a real conversation with a stranger.
They discuss why so many teams rely too heavily on new mediums without mastering the fundamentals, why cold calling is harder but more valuable than ever, and how the right mindset can turn a cold call into the start of a real relationship.
Stop Coaching The Deal, Playing Whack-A-Mole In Our Coaching
Once a manager accepts that coaching is the job, the next problem shows up immediately. What do you coach?
The Hidden Beliefs That Shape Sales with Paul Fuller
In this episode of The Art and Science of Complex Sales, Membrain’s CRO, Paul Fuller, explores the hidden impact of limiting beliefs in sales.
Drawing on a personal coaching story, research from George Brontén, and his own experience leading teams, Paul explains how unconscious beliefs can quietly shape behavior, reduce confidence, and limit performance.
He breaks down the difference between supportive and unsupportive core beliefs, why these beliefs often become self-fulfilling, and how sales leaders can help their teams uncover and challenge them before they do lasting damage.
The First 90 Days: The Playbook for Sales Leaders Inheriting a Team
If you’ve recently inherited a sales organization from another sales leader, you know how critical the first 90 days can be. You want to make a good impression, have an impact, and show your colleagues, team, and executives you’ve got what it takes to improve on the previous leader’s performance.
Unlocking Hidden Growth with Maggie Zwierko
In this episode of The Art and Science of Complex Sales, our guest Maggie Zwierko, Practice Partner at SalesStar North Carolina, explores companies can unlock hidden growth by improving the way their field teams engage, communicate, and share insight across the business.
Drawing on her background in pharma, biotech, med device, medical affairs, and research, Maggie explains why growth is about helping the right information move through the organization so teams can better support providers, improve patient access, and ultimately help patients live better and longer lives.
