4 Ways AI-Produced Content Will Change the Complex B2B Sales Game Forever (and 3 Ways it Won’t)
Technology has been changing the sales game at a rapidly increasing pace for decades. And now, new Artificial Intelligence (AI) content tools are threatening to upend it entirely.
Podcast: The 3 Step Story Telling Formula With Peter Strohkorb
In this latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Peter Strohkorb to discuss how automated outreach and spam is ineffective and ruining the sales game for everyone.
Can Customers Be JOLTed Past Their Fear of Making a Mistake?
I recently finished reading the latest book out of Ted McKenna and Matthew Dixon (one of the authors of The Challenger Sale and The Challenger Customer), The JOLT Effect. It provides a useful lens through which to think about, and overcome, buyer resistance to making a decision.
Podcast: Key Account Management With Warwick Brown
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Warwick Brown for a deep discussion about key account management.
A Brief History of “Jobs-To-Be-Done” and How to Use it in B2B Sales
People who buy drills don’t want drills. They want holes.
Podcast: Doing The Right Thing For People In Sales With Walter Crosby
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Walter Crosby, CEO of Helix Sales Development, to discuss his unique perspective on the world of sales with us.
