The Red Zone with Vince Beese

In this episode of The Art and Science of Complex Sales, our guest Vince Beese author of Red Zone Selling shares how years of building sales teams in high-growth companies led him to create a more practical way to think about closing deals.

Drawing on experience from startup sales, public company growth, and sales leadership, Vince explains why most sellers need more than a process. They need a system that helps them read situations, build momentum, and execute the right play at the right time.

He unpacks how Red Zone Selling turns the football field into a framework for sales, why situational awareness matters more than blindly following stages, and how better qualification keeps weak deals from stalling in the middle of the funnel.

Fixing the Forecasting Problem in Manufacturing Sales with Liz Heiman

In this episode of The Art and Science of Complex Sales, our guest Liz Heiman shares why manufacturing companies often apply rigorous quality standards to operations while accepting major inconsistency in sales forecasting.

Drawing on her work with sales teams in manufacturing, Liz explains why many organizations still treat sales like a black box instead of a measurable, improvable process.

She explains why better forecasting starts with strategy, how momentum and common language improve pipeline visibility, and why sales leaders must bring real quality control into the CRM and funnel review process.

From Instinct to Sales Systems with James Rores

In this episode of The Art and Science of Complex Sales, our guest James Rores shares why founder-led sales teams often struggle to scale and what it really takes to build sustainable growth.

Drawing on 30 years of experience and two decades running his own firm, James shares why many founders unknowingly cap their growth by relying on heroic individual performance instead of building replicable systems.

He unpacks why success at the founder level is difficult to duplicate, how sales must shift from pitching solutions to leading change, and why hiring “great salespeople” rarely fixes a scaling problem.

Building Sales Teams That Don’t Quit with Eric Laroque

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Eric Larocque, founder of Cultivate Winning, to unpack what truly drives sustainable sales performance. From early lessons in his father’s butcher shop to scaling a revenue team from 9 million to 27 million, Eric explains why preparation, resilience, and culture consistently outperform raw talent.

Together, they explore how early setbacks shape grit, why team culture changes everything, and how leaders can build a repeatable hiring model that prioritizes willpower over experience.

Breaking Sales Silos to Win Complex Deals with Art Fromm

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Art Fromm, founder of Team Sales Development, to explore why misalignment between sales, pre-sales, and enablement continues to slow down complex B2B deals. Drawing on decades of experience as an engineer, salesperson, sales leader, and enablement expert, Art explains why silos persist, how they damage buyer trust, and what leaders can do to fix them.

Together, they unpack why most organizations still operate around internal sales stages instead of the buyer journey, how poor qualification creates late-stage deal failure, and why “closing the deal” is no longer the real goal in modern SaaS and complex selling.

Fixing the Fundamentals in Sales with Richard Pole

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Richard Pole, the founding partner of Noodle Spark Group to unpack why many sales teams are underperforming right now, and what leaders can do to fix it.

Together, they explore why sales is often treated as a “necessary evil” instead of a core business function, how denial and bad assumptions damage performance, and why the fundamentals are still important in the profession.