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    The Hidden Cost Of False Efficiency

    My friend and mentor, Lahat Tzvi, wrote one of the most fascinating posts on AI I’ve read. Be sure to read it! In it, he coined the phrase, “The Hidden Cost Of False Efficiency.” It’s such an important concept, and at the root of many of the challenges we face in growing our businesses.

    by Dave Brock

    How to Win More Deals with DSRP’s Zoom In/Zoom Out “Move”

    This is the fourth entry in my series introducing the main patterns and “moves” from DSRP theory to structure more successful complex B2B sales. If you’ve been following along, you know that I connected with Derek and Laura Cabrera of Cabrera Lab last year and recently published a paper in collaboration with them on how salespeople can structure their thinking to structure deals that win.

    by George Brontén

    Why Cheatsheets And Hacks Don’t Deliver

    My feeds in social media are filled with Cheatsheets, Hacks, Templates—all sorts of tools. They attract lots of interest, lots of requests. People are looking for anything they can do to help them do their jobs, to find the shortcuts or secrets to success. I look at them, most are pretty good, there are always interesting ideas and approaches.

    by Dave Brock

    Podcast - Accountability is Culture with Mark Hunter

    In this episode of the podcast, we’re joined by Mark Hunter, The Sales Hunter. This episode unpacks one of the most misunderstood—and mission-critical—concepts in Sales Leadership: Accountability.

    Together with host Paul Fuller, Mark dives deep into how authentic relationships, cultural integrity, and personal leadership all hinge on a redefined view of accountability that transcends micromanagement and fuels meaningful performance.

     

    by Paul Fuller

    Sales Success Depends on Clear Distinctions

    Clear distinctions are a hallmark of clear thinking. Unless you know what a thing IS and, importantly, what it IS NOT, you cannot begin to think clearly about it. And clear thinking is critical in complex sales.

    by George Brontén

    According to Users, Membrain Outperforms Our Biggest Competitor on (Almost) Every Score

    I’m very proud of what we’ve built at Membrain. We set out to build a platform that would genuinely help companies engaging in complex sales become more effective, and we succeeded. We believe that for our best-fit customers, we are a better choice than others, including our biggest competitor, Salesforce.

    by George Brontén
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