Structure: The Missing Ingredient in How We Support Sales Coaching

We know that sales coaching is important. Leadership often calls it the “critical multiplier” and complains when sales managers aren’t doing enough of it. Companies hire outside coaches to help build our teams up. I’ve done all of these things myself. But where is the structure we need to ensure sales managers know how to do it, when to do it, with whom and why, and are equipped to do it effectively?

From Process to Playbook with Mark Grundy

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Mark Grundy, Fractional Sales Management of MFG Solutions. Mark brings 40 years of sales experience to the table, including 13 years specializing in fractional sales leadership. 

Their conversation dives into the importance of aligning sales processes with buyer behavior, building agile playbooks, and bridging the gap between frontline sales teams and leadership. Mark also shares insights into how AI and shifting trade dynamics are impacting B2B sales, especially across the US-Canada border.

Urgency Alignment

Recently, I was having a conversation with a group of sellers about ICPs and qualification. During the conversation, we were trying to refine their targeting and qualification. They were relatively sophisticated, but something wasn’t quite working as effectively as they hoped.

The Three Incorrects with Steve Reid

In this episode of The Art and Science of Complex Sales, Paul Fuller is joined by Steve Reid, CEO and founder of Venatas. With over three decades of experience in marketing, sales, and revenue leadership, Steve brings deep experience in helping venture-backed and scaling companies build buyer-led, high-performing sales organizations.

Together, they explore why so many go-to-market teams underperform and what it really takes to fix it.

From Manufacturing to Medical: A B2B Growth Platform That Speaks Your Language

We often talk about complex sales as if there were one singular approach to helping buyers make high-stakes purchasing decisions. But in reality, we know that’s not true.

8 Reasons Your Sales Managers Need to Become Excellent Coaches

I attended an interesting event in London a few weeks ago, a Chalk and Talk on the topic of coaching with Tony Cross of Growth Matters International. Growth Matters International is a Membrain partner, and I liked the event even more than I initially expected.