How Lost Tribal Knowledge Costs Companies Revenue with Nate Tutas

In this episode of The Art and Science of Complex Sales, our guest Nate Tutas explores a growing risk facing manufacturing and distribution companies: experienced employees are retiring, and decades of customer knowledge are leaving with them.

Drawing on his background in sales, business growth, the Marine Corps, and neurolinguistic programming, Nate explains why standard operating procedures and CRM data are not enough. The most valuable knowledge often lives in the details employees know instinctively but never think to document. 

The Psychology Behind Better Sales Conversations with Matt Sucha

 In this episode of The Art and Science of Complex Sales, CEO of Mindworx, Matt Sucha explores why better sales results come from understanding how people actually make decisions. Drawing on his work in consumer psychology and behavioral science, he explains why buyers are shaped by barriers, framing, and context, not just by rational benefits or more pressure.

He breaks down why motivation is often misunderstood, how small shifts in communication can change customer decisions, and why the best salespeople are far more deliberate about what they want the customer to think, feel, and do. 

Building Trust in Cold Calls with Brent Long and Nick Massaro

In this episode of The Art and Science of Complex Sales, our guests Brent Long, owner of Long on Life and Nick Massaro, Sales Effectiveness Consultant at Membrain explore why cold calling still matters and what it takes to make it work in a low-trust market.

As new tools and new channels continue to reshape prospecting, they make the case that the real skill has not changed: building trust quickly enough to start a real conversation with a stranger.

They discuss why so many teams rely too heavily on new mediums without mastering the fundamentals, why cold calling is harder but more valuable than ever, and how the right mindset can turn a cold call into the start of a real relationship. 

The Hidden Beliefs That Shape Sales with Paul Fuller

In this episode of The Art and Science of Complex Sales, Membrain’s CRO, Paul Fuller, explores the hidden impact of limiting beliefs in sales.

Drawing on a personal coaching story, research from George Brontén, and his own experience leading teams, Paul explains how unconscious beliefs can quietly shape behavior, reduce confidence, and limit performance.

He breaks down the difference between supportive and unsupportive core beliefs, why these beliefs often become self-fulfilling, and how sales leaders can help their teams uncover and challenge them before they do lasting damage. 

Unlocking Hidden Growth with Maggie Zwierko

In this episode of The Art and Science of Complex Sales, our guest Maggie Zwierko, Practice Partner at SalesStar North Carolina, explores companies can unlock hidden growth by improving the way their field teams engage, communicate, and share insight across the business.

Drawing on her background in pharma, biotech, med device, medical affairs, and research, Maggie explains why growth is about helping the right information move through the organization so teams can better support providers, improve patient access, and ultimately help patients live better and longer lives. 

Practical AI for Sales Teams with Sean O'Shaughnessey

In this episode of The Art and Science of Complex Sales, our guestSean O'Shaughnessey, CEO at New Sales Expert LLC, explores how AI can help sales teams work smarter without replacing the human side of selling.

Drawing on his work with small and mid-sized businesses, he explains why AI should be used to support better conversations, stronger coaching, and more productive selling time, especially for teams trying to compete with larger enterprises.

He breaks down how conversational intelligence can improve coaching, why contextual data matters more than generic AI insights, and how the right tools can help salespeople spend less time researching and more time actually talking to customers.