Three Hidden Reasons Your Salespeople Aren’t Making Cold Calls
Over the past several decades, thought leaders have repeatedly predicted the death of cold calls. First, it was social media and LinkedIn that was going to kill them by ensuring every phone call was a warm one. Then it was content marketing that was going to do it, by delivering a steady stream of solid, happy leads directly to salespeople’s inboxes.
How Lost Tribal Knowledge Costs Companies Revenue with Nate Tutas
In this episode of The Art and Science of Complex Sales, our guest Nate Tutas explores a growing risk facing manufacturing and distribution companies: experienced employees are retiring, and decades of customer knowledge are leaving with them.
Drawing on his background in sales, business growth, the Marine Corps, and neurolinguistic programming, Nate explains why standard operating procedures and CRM data are not enough. The most valuable knowledge often lives in the details employees know instinctively but never think to document.
What Is Selling?
Sometimes, the simplest questions reveal hidden information. Definitions for words that we use all the time can seem obvious, until we start trying to actually define them. Then, we discover the concept is more complex than we realized, and attempting to answer can give us clarity we didn’t realize we didn’t have.
Demystifying Systems Thinking for Sales
I’ve talked a lot about systems thinking on this blog, and I thought it might be helpful to demystify its main concepts, specifically for the sales industry. First, a definition: Systems thinking is an approach that seeks to understand how parts of a system interact and change over time by viewing problems and their context as interconnected systems.
Use The Difficulty To Make More Sales
I’ve been thinking about the idea of “using the difficulty” lately, in the context of complex sales. I encountered the concept in a post by Sahil Bloom on LinkedIn, where he describes a lesson Michael Caine learned as a young actor rehearsing a scene.
The Psychology Behind Better Sales Conversations with Matt Sucha
In this episode of The Art and Science of Complex Sales, CEO of Mindworx, Matt Sucha explores why better sales results come from understanding how people actually make decisions. Drawing on his work in consumer psychology and behavioral science, he explains why buyers are shaped by barriers, framing, and context, not just by rational benefits or more pressure.
He breaks down why motivation is often misunderstood, how small shifts in communication can change customer decisions, and why the best salespeople are far more deliberate about what they want the customer to think, feel, and do.
