The Future of Key Account Management with Warwick Brown

In this episode of The Art and Science of Complex Sales, Key Account Specialist, Warwick Brown shares how key account management is evolving and what it takes to succeed in a more complex, AI-driven environment. Drawing on his experience working with global teams and coaching account managers, Warwick explains why the role is becoming more strategic, not less.

He explores how expectations are rising, why retention is becoming the primary growth driver, and how account managers must shift from reactive support to proactive value creation across their portfolio.

Zoom In: Micro Behaviors. Zoom Out: Big Impacts

“The micro makes the macro.” That’s from Derek Cabrera, of the Cabrera Lab at Cornell, talking about systems behavior. Cabrera is a leading authority in the systems thinking world, who is working to apply the rules of systems logic to world problems large and small.

The Red Zone with Vince Beese

In this episode of The Art and Science of Complex Sales, our guest Vince Beese author of Red Zone Selling shares how years of building sales teams in high-growth companies led him to create a more practical way to think about closing deals.

Drawing on experience from startup sales, public company growth, and sales leadership, Vince explains why most sellers need more than a process. They need a system that helps them read situations, build momentum, and execute the right play at the right time.

He unpacks how Red Zone Selling turns the football field into a framework for sales, why situational awareness matters more than blindly following stages, and how better qualification keeps weak deals from stalling in the middle of the funnel.

The Hidden Advantage of Structured Data in the Age of AI

Imagine a day in the life of a B2B salesperson. Someone skilled in the art of conversation, has business acumen, skilled in the art of bringing customers in your door. They walk in the door of their office on Monday morning, and what is their next action?

Fixing the Forecasting Problem in Manufacturing Sales with Liz Heiman

In this episode of The Art and Science of Complex Sales, our guest Liz Heiman shares why manufacturing companies often apply rigorous quality standards to operations while accepting major inconsistency in sales forecasting.

Drawing on her work with sales teams in manufacturing, Liz explains why many organizations still treat sales like a black box instead of a measurable, improvable process.

She explains why better forecasting starts with strategy, how momentum and common language improve pipeline visibility, and why sales leaders must bring real quality control into the CRM and funnel review process.

The Most Important Thing Your Company Needs? It’s Not Capital

Capital is the lifeblood of an organization’s functioning. If you don’t have enough capital, you can’t run operations, and if you can’t run operations, you can’t run a business. It makes sense that we might act like capital is the most important thing.