The Hidden Cost of Revenue Drift with Michael Koory

In this episode of The Art and Science of Complex Sales, our guestMichael Koory, CEO & founder of BlueSalesFly, explores the problem of revenue drift and why so many sales teams lose revenue long before a deal is officially lost.

He explains how weak governance, unclear qualification, and inconsistent process create stalled deals, poor forecasts, and wasted internal effort. He also shares how a stronger sales operating system can help teams improve predictability, customer conversations, and long-term revenue performance. 

The State of B2b Sales Trend 2026 with Paul Fuller

In this episode of The Art and Science of Complex Sales, Paul Fuller shares key findings from a recent research project on the state of B2B sales. Drawing on a meta-analysis of sales literature, industry trends, and input from sales experts around the world, he explores what is really happening in the profession and why so many teams are struggling to improve results.

He unpacks the impact of falling trust, rising buyer complexity, ineffective tech adoption, and the growing gap between sales training and real coaching. He also outlines where leaders should focus if they want to improve performance in a more difficult selling environment.

Think Like a Sales Practitioner with Robert Herbst

In this episode of The Art and Science of Complex Sales, our guest Robert Herbst, CEO of Spire Selling shares why great selling starts with identity, honesty, and a genuine desire to help people.

Drawing on more than 40 years in sales and the life-changing mountaineering accident that led him to start his company, Rob explains why sales is not about pushing products, but about uncovering problems and helping customers see value they cannot yet see.

He explores why salespeople should think of themselves as practitioners, how identity shapes confidence and persistence, and why real human conversation matters more than ever in a world shaped by digital convenience.

Building a Winning Sales Culture with Thomas Waites

In this episode of The Art and Science of Complex Sales, our guest Thomas Waites, CRO of TW Sales, shares what it really takes to build a winning sales team culture in high-growth environments.

Drawing on his experience scaling teams across solar, proptech, SaaS, and startup sales leadership, Thomas explains why strong performance starts with team culture, not just individual quotas.

He explores why winning together creates stronger teams, how belief and coaching outperform pressure, and why a few clear metrics matter more than overwhelming dashboards.

The Hidden Yes with Matt Sucha

In this episode of The Art and Science of Complex Sales, our guest Matt Sucha  - CEO of Mindworx shares how consumer psychology can help sales teams uncover the hidden reasons customers hesitate. Drawing on his background in mathematics, behavioral economics, and consulting, Matt explains why many sales conversations stall not because customers lack motivation, but because something is getting in the way.

He explores the psychological barriers that block decisions, why uncertainty is often the biggest conversion killer, and how salespeople can guide customers more effectively by reducing friction instead of adding pressure. 

The Future of Key Account Management with Warwick Brown

In this episode of The Art and Science of Complex Sales, Key Account Specialist, Warwick Brown shares how key account management is evolving and what it takes to succeed in a more complex, AI-driven environment. Drawing on his experience working with global teams and coaching account managers, Warwick explains why the role is becoming more strategic, not less.

He explores how expectations are rising, why retention is becoming the primary growth driver, and how account managers must shift from reactive support to proactive value creation across their portfolio.