“The Hard Part Is Where You Grow”

Yes, I’m a more than a little obsessed about our propensity to avoid the hard work, constantly hitting the “Easy Button,” but this is probably one of the most critical issues we face as individuals and within our organizations. I’ve written about one aspect of this–hitting the easy button is really about avoidance.

Is Sales a Profession, or a Craft?

At Membrain, our vision is to “Elevate The Sales Profession.” But is sales even a profession? Barry Trailer, the founder of Sales Mastery, LLC and former Chief Research Officer at CSO Insights, questions this label.

Selling Isn’t Easy, So Why Do We Keep Hitting The Easy Button?

We all know that selling is hard. It’s not just that buyers are overwhelmed, it’s not just the disruption/change everyone faces, it’s not the unpredictability we and our customers face. Just doing it right takes effort. Focus, discipline, mastery, relentless execution.

How to Use AI to Build a Competitive Edge

An effective sales organization is one that uses its resources to build capacity, not just efficiency. In a world where technology is hurtling forward at lightning speed, advances in AI technology have the potential to transform how sales teams operate and to increase capacity in ways that were previously impossible even to imagine.
But only if you know how to use it well.

Podcast - Look Me In the Eye with Julie Hansen

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Julie Hansen, sales trainer, former actor, and author of Look Me in the Eye. Julie shares her journey from media sales to acting and how her performance background shapes her sales training today.

Together, they explore how salespeople can build trust through the camera, why presence matters more than perfection, and how to rethink virtual communication as a strategic asset rather than a limitation.

Capacity Beats Efficiency: How VMCL Gives Complex Sales Teams the Edge

The most effective B2B sales organizations are more than just efficient. They’re effective. They make good use of salespeople’s time, they bring home more (and more profitable) sales than their competitors, and they stay strategic to provide outstanding value to buyers and to their own company.