Information Without Context Is Just Noise
Unpopular opinion, but storing sales project information in a general “company card” inside your CRM renders it practically useless. Salespeople are used to company cards, so they think they need them. They want to be able to log in and see everything all at once.
Fundamentals in Sales with Rocky LaGrone
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Rocky LaGrone, CEO of Sales Development Expert with more than 35 years of experience, to explore why sales is still one of the most misunderstood professions and what truly drives long-term performance.
Together, they unpack why sales fundamentals never change, how leadership directly shapes sales outcomes, and why developing people goes far beyond tools, training, or technology. Rocky shares powerful lessons from decades of working with thousands of sales professionals across hundreds of industries, focusing on purpose, belief, and accountability as the real drivers of sustainable growth.
When Technology Becomes An Extension of the Human
Many new technologies follow a predictable series of stages. During early adoption, it is treated as an anomaly. Then it becomes a tool that is used alongside other activities. Finally, it becomes integrated to the point that it is an extension of the humans who use it.
Crystal Ball Recruiting with Jason Howes, Arrow Executive Sales
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Jason Howes of Arrow Executive Sales to talk about his upcoming book, Crystal Ball Recruiting, and why sales hiring needs a complete reset.
Together, they explore the hidden cost of rushed recruitment, what creates predictable success in sales hiring, and how leaders can build stronger teams by hiring with more science, less bias, and better onboarding.
How to Not Be Cannon Fodder
One of my pet peeves is salespeople sending out proposals too soon. You’ve heard me talk about it before. In complex sales, proposals should never be the first thing you send, unless it’s with an existing customer who already knows you and knows they’re ready for something specific from you.
Nurturing the Next Generation of Sales with Daniel Kane
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Daniel Kane of Curbell Plastics to talk about the future of sales and how organizations can intentionally develop the next generation of sales professionals.
Together, they explore why sales is still misunderstood as a career, how early investment in people changes outcomes, and what leaders must do differently to attract, train, and retain young talent in a fast changing B2B world.
