Go for No! with Andrea Waltz and Richard Fenton
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Andrea Waltz and Richard Fenton, co-authors of Go for No, to explore how a mindset shift around rejection can unlock untapped sales potential.
Together, they challenge the traditional obsession with getting to “yes” and make the case for measuring success by the number of “no's” you collect. From disqualification strategies to embracing failure as a learning tool, this episode is packed with stories, tactics, and mindset shifts that can help sales teams grow in courage, resilience, and results.
Stop Giving Information and Start Building Meaning
Imagine this. A salesperson is working a complex sale and currently in a room with all of the stakeholders at a potential customer company.
Be The Mentor Who Mattered with Colleen Stanley
In this episode of The Art and Science of Complex Sales, Paul Fuller welcomes Colleen Stanley, sales leadership expert and author, to discuss her latest book Be the Mentor Who Mattered. Colleen shares why mentorship has never been more relevant and how small, intentional moments can create lifelong impact.
Together, they explore the modern challenges to building community in the workplace, the power of mentor intelligence, and how leaders can shift from being task-driven to truly people-focused. With personal stories and practical takeaways, this conversation serves as both a call to action and a guide for becoming the kind of mentor that changes lives.
Structure: The Missing Ingredient in How We Support Sales Coaching
We know that sales coaching is important. Leadership often calls it the “critical multiplier” and complains when sales managers aren’t doing enough of it. Companies hire outside coaches to help build our teams up. I’ve done all of these things myself. But where is the structure we need to ensure sales managers know how to do it, when to do it, with whom and why, and are equipped to do it effectively?
From Process to Playbook with Mark Grundy
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Mark Grundy, Fractional Sales Management of MFG Solutions. Mark brings 40 years of sales experience to the table, including 13 years specializing in fractional sales leadership.
Their conversation dives into the importance of aligning sales processes with buyer behavior, building agile playbooks, and bridging the gap between frontline sales teams and leadership. Mark also shares insights into how AI and shifting trade dynamics are impacting B2B sales, especially across the US-Canada border.
Urgency Alignment
Recently, I was having a conversation with a group of sellers about ICPs and qualification. During the conversation, we were trying to refine their targeting and qualification. They were relatively sophisticated, but something wasn’t quite working as effectively as they hoped.
