Chat-GPT Has An Answer for Everything. But Are Your Buyers Asking the Right Questions?
Today, almost everyone from college students to professionals turn to AI chat bots as a first line of investigation when they have questions. From describing the plot of an assigned reading, to surfacing insights about the market, AI has an answer for, quite literally, anything.
The Hidden Cost of Revenue Drift with Michael Koory
In this episode of The Art and Science of Complex Sales, our guestMichael Koory, CEO & founder of BlueSalesFly, explores the problem of revenue drift and why so many sales teams lose revenue long before a deal is officially lost.
He explains how weak governance, unclear qualification, and inconsistent process create stalled deals, poor forecasts, and wasted internal effort. He also shares how a stronger sales operating system can help teams improve predictability, customer conversations, and long-term revenue performance.
Reaching the Real Decision-Makers in Complex B2B Sales
Salespeople are told to “get to the decision-maker.” This is, of course, sensible and obvious advice - but reality is often more complicated. In complex B2B environments, where multiple stakeholders shape the buying decision, identifying and engaging the real decision-makers is rarely straightforward.
The State of B2b Sales Trend 2026 with Paul Fuller
In this episode of The Art and Science of Complex Sales, Paul Fuller shares key findings from a recent research project on the state of B2B sales. Drawing on a meta-analysis of sales literature, industry trends, and input from sales experts around the world, he explores what is really happening in the profession and why so many teams are struggling to improve results.
He unpacks the impact of falling trust, rising buyer complexity, ineffective tech adoption, and the growing gap between sales training and real coaching. He also outlines where leaders should focus if they want to improve performance in a more difficult selling environment.
Why a Shared Mental Model is the Missing Piece in Complex Sales
In the world of complex sales, we spend a lot of time talking about prospecting, pipeline, win/loss analysis, and how to reach the right stakeholders. We invest in more training and coaching, better strategy, and processes. We hire more effectively, purchase enablement technology, and still… sales effectiveness rarely improves by more than a margin.
4 Things Tokyo Taught Me About Sales Discipline
I was in Tokyo for the first time recently. My son and I went there for a little vacation, and I was struck by how clean and orderly everything is. In a region of 38 million people, I expected a lot more noise, chaos, and pollution. We found none of that.
