Podcast: Investing in yourself with Morne Smit
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Morne Smit, certified leverage sales coach and Founder at Emerse.
How to Use the JTBD Framework to Have (and Coach) Better Sales Conversations
Ever since reading Jobs to Be Done: Theory to Practice by Anthony Ulwick, we’ve been applying many of its principles internally at Membrain. We are learning as we go, but one thing that stands out for me is how valuable this framework can be in helping prospects and customers shift the way THEY think about how they are engaging with your offerings.
Podcast: Becoming A Top Performer with Mark Hunter
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Mark Hunter, aka ‘The Sales Hunter’- the author of the best-selling books, High Profit Selling, High Profit Prospecting, and A Mind for Sales.
Sales Transformation Is Not a One-Day Training Event
If you’ve been reading my blog for long, you won’t be surprised to hear me say that sales training alone won’t fix your sales problems or transform your sales team. Or that you can’t do it in a single training event–or even several training events.
Podcast: Successful Sales Transformations With Michael Koory
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Mike Koory, the founder and CEO of Blue SalesFly, a company dedicated to helping sales teams and professionals transform and succeed.
What Is “Salesmanship?”
I read a fascinating article by Kelly Fairchild. She talked about “salesmanship.” It got me to thinking about, “What is salesmanship?”
Based on the conversations I have with sellers and my social feeds, people seem to think salesmanship has to do with the following:
