The Next Era of Outbound Prospecting with Barbara Weaver

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Barbara Weaver Smith, founder of The Whale Hunters, to challenge one of sales’ most sacred habits: cold email.

Together, they explore why AI is accelerating the decline of outbound email, what replaces it in complex B2B selling, and how sales teams can adapt by leaning back into reputation, community, and high value human outreach.

You Can Fly a Plane in Five Easy Steps (And Other Ridiculous Lies We Tell Ourselves)

I was on a call recently with a very smart sales leader with a strong vision for how he wants his company to sell. His approach is proactive, ambitious, and thought-out. He knows which data points to track, how to create reports, how to guide his sales team, how to position the company, which methodologies he wants to use, and what the optimal sales process looks like.

Human-First Sales Enablement with Britta Lorenz

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Britta Lorenz, Business Excellence and Enablement Lead at Growth Matters International, to explore what great enablement really means in complex sales.

Together, they unpack why sales enablement must start with humans not tools, how coaching becomes the real force multiplier for performance, and how leaders can balance AI efficiency with the trust and presence that only people can bring.

Why We Don’t Lead With Demos–And Why You Shouldn’t Either

You might have noticed, if you pay attention to details like this, that the CTAs at the bottom of my articles no longer encourage you to book a demo. Likewise, if you call our sales team, they won’t offer you one either. The reason we no longer do this is simple: It was always a mistake when we did.

Future Fit Selling with Janice B Gordon

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Janice B. Gordon, founder of Scale Your Sales, to explore how revenue teams can become truly future fit.

Together, they break down why most organizations still rely on outdated, internally focused processes, why customer excellence must drive every decision, and how data informed coaching can unlock the full potential of every seller on the team.

Sales Process or Sales Methodology? What’s the Difference, and Does it Actually Matter?

The complex sales world is littered with jargon that is so often repeated that they lose their meaning. But when these same terms are treated not as jargon, but rather become clearly understood, they can become key differentiators for your sales team.