Do You Say “Complex” When You Mean “Lazy”?
Although my company explicitly serves the “complex B2B sales” market, I’ve never really liked the word “complex.” In its correct definition, “complex B2B sales” is an accurate description of a particular type of selling. But I also see people use it as an excuse:
Podcast: Why Curiosity Matters with David Brock
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with David Brock, Author of "Sales Manager Survival Guide," & CEO at Partners In EXCELLENCE to chat about his problem-solving mindset and curiosity helps him understand problems and explore solutions.
How Important Are Personal Rights in the Sales Profession?
I recently read a rant on LinkedIn about rights versus responsibility. The author was complaining that we’ve gone too far in the workplace toward emphasizing personal rights, and forgotten that people have responsibilities as well.
Podcast: The Importance of Openness and Connection in Sales Leadership With Scott Leese
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Scott Leese, CEO of Scott Leese Consulting to discuss how openness and connection is important in Sales Leadership.
How to Apply Design Thinking to Selling & Buying
If you read a lot of business and leadership content or spent much time in product development circles, you’ve likely heard the term “design thinking.” Design thinking is a customer-centric way to approach problems and innovation, and according to McKinsey & Company, it’s one of the most effective ways to differentiate your company and products from competition.
Podcast: Redefining Sales in the Age of Commoditization With Bryan Gray & Meg Kopka
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Revenue Path Group's CEO, Bryan Gray, and the company's Director of Customer Success Team, Meg Kopka. The conversation covered a range of topics, including redefining sales in an age of commoditization and the "Three Deadly C's."
