Podcast - From Tactics to Truth with Matt Long
In this episode of The Art and Science of Complex Sales Podcast, we’re joined by Matt Long, co-author of Winning Faster and co-founder of Strategic Sales Optimization. Together with host Paul Fuller, Matt shares the lessons from his 25-year journey through enterprise software sales and why structure, not improvisation, is what unlocks consistent success in complex deals.
Don’t Let AI Make You Lazy: Leadership Still Matters Most
The world of B2B sales is no stranger to hype. Every year brings a new silver bullet. This year, it’s AI—again. As sales leaders, we’re encouraged to believe that AI will not just optimize our pipelines but redefine what it means to sell. But here’s the hard truth: most are falling for the same old trap: mistaking tools and information for transformation.
Podcast - Building Foundations in a Shifting Sales Landscape with Dave Brock
In this episode of The Art and Science of Complex Sales, we're welcoming Dave Brock, founder of Partners in EXCELLENCE back on the podcast for a second time.
Dave unpacks the challenges and contradictions facing modern sales teams, from cultural drift to leadership dysfunction, and explore what it really takes to build resilient, high-performing organizations in today’s environment.
A Brief History of Sales Technology
Sales technology has certainly changed across the decades. From the first Rolodexes to today’s massive, AI-equipped juggernauts of automation with all the bells and whistles, we’ve come a long way.
Podcast - Connecting Sales to Strategy with Tony Cross
In this episode of The Art and Science of Complex Sales, we’re joined by Tony Cross, CEO of Growth Matters International. Tony shares how sales managers can be the most powerful lever for sales transformation.
The conversation focuses on how to lead teams through uncertainty, coach toward customer buying behavior, and create practical momentum through structured conversations and frameworks. Tony also introduces his "Chalk and Talk" initiative, a live, collaborative coaching experience designed to foster strategic action.
The Hidden Cost Of False Efficiency
My friend and mentor, Lahat Tzvi, wrote one of the most fascinating posts on AI I’ve read. Be sure to read it! In it, he coined the phrase, “The Hidden Cost Of False Efficiency.” It’s such an important concept, and at the root of many of the challenges we face in growing our businesses.
