Building a Winning Sales Culture with Thomas Waites
In this episode of The Art and Science of Complex Sales, our guest Thomas Waites, CRO of TW Sales, shares what it really takes to build a winning sales team culture in high-growth environments.
Drawing on his experience scaling teams across solar, proptech, SaaS, and startup sales leadership, Thomas explains why strong performance starts with team culture, not just individual quotas.
He explores why winning together creates stronger teams, how belief and coaching outperform pressure, and why a few clear metrics matter more than overwhelming dashboards.
Here’s Why You Need to Waste More Time
A couple of years ago, there was a boat show near my home, and I happened to have some free time. I’d been thinking about buying a boat for a while, and I thought it would be fun to wander a bit and see what was out there.
The Hidden Yes with Matt Sucha
In this episode of The Art and Science of Complex Sales, our guest Matt Sucha - CEO of Mindworx shares how consumer psychology can help sales teams uncover the hidden reasons customers hesitate. Drawing on his background in mathematics, behavioral economics, and consulting, Matt explains why many sales conversations stall not because customers lack motivation, but because something is getting in the way.
He explores the psychological barriers that block decisions, why uncertainty is often the biggest conversion killer, and how salespeople can guide customers more effectively by reducing friction instead of adding pressure.
Do We Even Need A Sales Process?
If no one is using our sales processes, do we even need them? Are we just wasting a lot of time?
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.
