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? 

How to Build a Repeatable Sales Process That Scales with Vic Ing

What happens when the way you sell works for you, but nobody else can replicate it?

Many founders and experienced salespeople grow through instinct. They know which prospects to pursue, how to handle conversations, and when to move a deal forward. But instinct becomes a problem when the business starts to scale and new salespeople are expected to simply “figure it out.” 

Driving Sales Performance with Mindset and Behavior with Dave Brock

In this episode of The Art and Science of Complex Sales, our guest Dave Brock returns to explore what really separates consistently high-performing salespeople and teams from everyone else.

Sales organizations invest heavily in processes, training, technology, coaching, CRM, and now AI. But two people can work inside the same organization with exactly the same tools and support and still perform very differently.

Dave argues that the missing piece is the connection between those sales mechanisms and the mindsets and behaviors required to make them work.

Drawing from his latest book, The DNA of Sales Excellence, he explains why sales performance improves when organizations stop treating tools, processes, and people as separate initiatives and start connecting them as one system.