What Is a Sales Process? A Deceptively Simple Question That Divides Good Sales Teams from Great Sales Teams
If you ask ten sales professionals “what is a sales process?” you will get ten different answers. Some will say that it’s the stages you go through to move buyers through the sales pipeline. Others will tell you it’s the methodology you use to sell. Many will include “prospect to close” but leave account growth out of it.
38 Systems Thinking Questions That Expose The True Structure of A Buying Decision
In complex B2B sales, every deal is more complex than it looks on the surface. A potential buyer contacts a salesperson and asks a few questions. Inexperienced salespeople might take the conversation at face value and assume that the person calling them knows what they want, understands the full scope of the situation, and has the full authority to make the purchasing decision.
Practical AI for Sales Teams with Sean O'Shaughnessey
In this episode of The Art and Science of Complex Sales, our guestSean O'Shaughnessey, CEO at New Sales Expert LLC, explores how AI can help sales teams work smarter without replacing the human side of selling.
Drawing on his work with small and mid-sized businesses, he explains why AI should be used to support better conversations, stronger coaching, and more productive selling time, especially for teams trying to compete with larger enterprises.
He breaks down how conversational intelligence can improve coaching, why contextual data matters more than generic AI insights, and how the right tools can help salespeople spend less time researching and more time actually talking to customers.
What Is a Way of Selling?
In complex B2B sales, your Way of Selling is what differentiates you from other organizations in your market. It is much more than just your sales process, strategy, or what your salespeople do on a daily basis. It includes culture, mindset, professional development, marketing, and positioning. Ultimately, your Way of Selling defines the experience your buyers have, your reputation, and the sales outcomes you achieve.
Human-Centered Selling with Anita Nielsen
In this episode of The Art and Science of Complex Sales, our guest Anita Nielsen, CEO at LDK Advisory Services, explores what human-to-human selling looks like in a market shaped by AI, automation, and growing buyer complexity.
Drawing on her work in B2B sales, her bookBeat the Bots, and her experience coaching leaders, she explains why the future of selling will belong to teams that lean harder into the human skills machines still cannot replicate.
She breaks down the mindsets and skills that matter most now, why self-awareness and critical thinking are becoming bigger differentiators, and why the best sales organizations will be the ones that build trust, advocacy, and real customer connection into the way they sell.
Chat-GPT Has An Answer for Everything. But Are Your Buyers Asking the Right Questions?
Today, almost everyone from college students to professionals turn to AI chat bots as a first line of investigation when they have questions. From describing the plot of an assigned reading, to surfacing insights about the market, AI has an answer for, quite literally, anything.
