Sell the Problem, Not the Product: 3 Questions with Michael Koory

Some of the biggest questions in sales have surprisingly simple answers.

In this episode of the 3 Questions series, Michael Koory joins Paul Fuller to answer three questions that come up again and again from sales leaders, CEOs, and founders: how to turn around an underperforming rep, why a product isn’t selling, and how to generate leads without burning cash on ads.

A common thread runs through all three answers. Whether you’re coaching a rep or building a go-to-market message, the focus needs to be on clarity and on the problems your customers actually care about. 

The Five Power Moves with Kelly Riggs

Many sales managers were once top salespeople. Then they got promoted, and suddenly the skills that made them successful were no longer enough.

Kelly Riggs joins Paul Fuller to talk about his new book, The Five Power Moves: How Struggling Sales Managers Become Transformational Sales Leaders, and the practical moves that help managers turn high-potential people into high-performing salespeople.

How to Be an Effective Sales Manager with Walter Crosby

What makes a sales manager effective? What does great coaching really look like? And how do salespeople get better at doing the things that make them uncomfortable?

Building Trust in Sales in the Age of AI with Julie Thomas

AI is changing how salespeople research, prospect, and prepare. But when it comes to earning a buyer’s trust, technology can only take you so far.

AI in Sales, Sales Tools & Timeless Fundamentals with Dave Kurlan

AI is changing how sales teams work, but does that mean the fundamentals of good selling have changed too?

In this episode of 3 Questions from The Art & Science of Complex Sales, Paul Fuller sits down with Dave Kurlan to get his perspective on three questions facing sales teams today.

How to Win More in B2B Sales with Jeff Bajorek

Why do some sales teams keep winning while others seem to rely on timing, relationships, and a little bit of luck?