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.
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.
