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    editors pick

    What Does It Mean to Elevate The Sales Profession?

    I’ve been on a mission to elevate the sales profession from the very beginning of my entrepreneurial career, almost without realizing it. As a young salesperson, I resisted the manipulative sales tactics I was being taught. In my first company, Upstream, I proceeded to make every possible sales mistake and saw that what we were told to do simply doesn’t work.

    by George Brontén • Editor's Pick

    Why Are We So Incurious?

    If I were forced to identify the single most important capability for anyone, at any level in selling, I think it would be curiosity. I wouldn’t identify prospecting, relationship building, closing, goal orientation, or any of the numerous competencies/capabilities of great sales people.

    by Dave Brock • Editor's Pick

    Being a buyer Is a foreign concept to customers

    As sales people, we know what our job is. We have to generate revenue through finding customers who have a need for our solution. We do the same things day after day. We prospect to find new opportunities, we work on deals, helping the customer move through their buying process and selecting a solution.

    by Dave Brock • Editor's Pick

    We lost a true gentleman when we lost Jonathan Farrington

    It was with great sadness that I learned of the recent passing of Jonathan Farrington, the creator of JF initiatives, editor of Top Sales World magazine, and, most importantly, a friend to the industry and to me.

    by George Brontén • Editor's Pick

    How to smell the difference between BS and a lie

    BS stinks, and everybody knows it. When you’re just trying to get a straight answer and you know you’re being sold a “bill of goods,” it can be frustrating.

    by George Brontén • Editor's Pick

    How to get better results out of AI for your sales team

    Artificial Intelligence (AI) is all the rage in sales right now. But in my conversations with sales leaders, I’ve learned that AI is rarely delivering what it promises to sales organizations operating in a complex b2b environment.

    by George Brontén • Editor's Pick
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