The Art & Science of Complex Sales Podcast

This podcast explores how the best B2B sales leaders make the complex simple, drive relationships and revenue, and generally elevate the sales profession. In this podcast, we're bringing together sales experts, thought leaders, top account executives, buyers, and industry insiders to share their experiences and best practices for navigating the complex sales cycle. You’ll find practical insights and actionable advice to apply to your sales journey.
Plus - we have a bit of fun!
The Power of Data-Driven Decision Making and Empowering Teams with Matt Ferguson
Learn invaluable insights into sales, leadership, and the...
Blog
Podcast
Customer-centric approach in sales with Bob Apollo
During the conversation, Bob emphasized the importance of salespeople understanding...
Blog
Podcast
Adapting to the New Era of Selling With Jacco van der Kooij (Part 2)
While acknowledging the value of tools, Jacco suggests that placing a greater emphasis on developing employee skills should be the primary focus.
Blog
Podcast
Adapting to the New Era of Selling With Jacco van der Kooij (Part 1)
Paul Fuller interviews Jacco Van Der Kooij, the founder and Managing Partner of Winning by Design. They delve into the various aspects of successful SaaS sales teams and businesses.
Blog
Podcast
Why Curiosity Matters with David Brock
To Dave, sales is about engaging people and finding shared interests in order to drive change. He discusses the importance of getting people to think differently and committing to executing change together in order to achieve common goals
Blog
Podcast
Preparing The Next Generation of Sales Experts With Don Zebe, John Ney & Shane Hunt from Idaho State University
How can we effectively equip and shape the next generation of Sales Experts? 
Podcast
The Importance of Openness and Connection in Sales Leadership With Scott Leese
Sales can be a difficult thing to define, even for seasoned professionals. It’s a delicate balance of both art and science, and it's a process that requires skill, expertise, and a deep understanding of the customer's needs and desires.
Blog
Podcast
Redefining Sales in the Age of Commoditization With Bryan Gray & Meg Kopka
Paul Fuller sits down with Revenue Path Group's CEO, Bryan Gray, and the company's Director of Customer Success Team, Meg Kopka. The conversation covered a range of topics, including redefining sales in an age of commoditization and the "Three Deadly C's."
Blog
Podcast
The Human-Centered Approach to Sales With Andy Paul
Despite the millions of salespeople and methodologies out there, Andy stresses the value of authenticity and finding one's unique selling style. He also emphasizes the importance of building emotional connections and trust with buyers, rather than relying solely on sales tactics and product knowledge.
Blog
Podcast
The Future of Sales with Kent Malinowski
During the conversation, Kent discusses the impact of his work on his students and how it transforms them. He emphasizes the importance of real commitment, which means doing whatever it takes ethically, even if it makes the individual uncomfortable or afraid. 
Blog
Podcast
Leadership Styles With James Rores
During the conversation, James discussed the concept of applying servant leadership principles to sales. He shares how servant leadership can naturally create leaders who have the potential to drive growth in every organization as compared to power leadership that tends to create transactions that may make it harder to make the next sale.
Blog
Podcast
Transforming Sales Through Data with Dave Kurlan
Dave believes that being a good diagnostician in sales, able to quickly figure out why a salesperson or team was failing, gave him an edge. He also discusses the evolution of the sales industry over time and notes that social media has made it easier for people to get started in sales consulting, coaching, and training.   
Blog
Podcast
Identifying an ideal customer profile with Bryan Whittington
Bryan says that sales is not marketing or negotiating, but rather project management...
Blog
Podcast
Building Processes with Ian Richardson
Ian discusses the importance of empathy in sales. He believes that truly understanding someone...
Blog
Podcast
Investing in yourself with Morne Smit
Morne also emphasizes the importance of investing in oneself to become a successful salesperson...
Blog
Podcast
Becoming A Top Performer with Mark Hunter
Mark discusses the many traits of top performers and what sets them apart as compared to...
Blog
Podcast
Successful Sales Transformations With Michael Koory
According to Mike, sales is all about solving problems and advancing the business of...
Blog
Podcast
The JOLT effect with Matt Dixon
Dixon explains that deals are often lost due to a customer's fear of failure or indecision...
Blog
Podcast
The 3 Step Story Telling Formula With Peter Strohkorb

Peter Strohkorb to discuss how automated outreach and spam is ineffective and...

 

 
Blog
Podcast
Key Account Management With Warwick Brown
Warwick maintains that the goal of sales is to make customers more profitable, keep them happy and retain...
Blog
Podcast
Doing The Right Thing For People In Sales With Walter Crosby
Walter believes that sales is not just about closing deals and making money, it's also...
Blog
Podcast
Understanding Customer Needs With Gretchen Gordon
For her, sales is all about understanding the needs and goals of others, and..
Blog
Podcast
Navigating Emotional Minefields With Jennica Dixon
During the discussion, Jennica reveals the secret to making "the easiest sale in...
Blog
Podcast

Stop Killing Deals - Podcast

From the demons in our subconscious and the habits that hurt our relationships, to the systems that hold us back and the reasons we get out of bed, we’re getting to the bottom of sales ineffectiveness. The Outside Perspective episodes are topic deep dives with experts, followed by reflections with a sales expert in Inside Solutions.

We turn complex questions into actionable insights for salespeople, sales managers, and company leaders involved in complex B2B sales.

Episode 23: Empathy
HIGHLIGHT REEL  
Maria Ross & Lisa McLeod
Webinar
Podcast
Episode 22: Trust & Listening
HIGHLIGHT REEL 
Kirk Kinnell & Charles H. Green
Webinar
Podcast
Episode 21: Coaching
HIGHLIGHT REEL  
Kjell EnhagerKeith Rosen
Webinar
Podcast
Episode 20: Cognitive Biases
HIGHLIGHT REEL  
Howard Brown & Carey Morewedge
Webinar
Podcast
Episode 19: Fear

HIGHLIGHT REEL
Lee Gerdes &
 Dave Kurlan

 

Webinar
Podcast
Episode 18: Change Management 
INSIDE SOLUTION | Sharon-Drew Morgen
Inventor Buying Facilitation 
Webinar
Podcast
Episode 17: Change Management
OUTSIDE PERSPECTIVE | Iiro Pohjanoksa
Managing Director MPS Lifeworks
Webinar
Podcast
Episode 16: Symbiosis 
INSIDE SOLUTION | Dave Brock 
Founder & CEO Partners in Excellence
Webinar
Podcast
Episode 15: Symbiosis 
OUTSIDE PERSPECTIVE | Daniela Floss
Rhizosphere Research Manager Valent BioSciences
Webinar
Podcast
Episode 14: Systems Thinking
INSIDE SOLUTION | Mike Kunkle
Vice President SparxiQ
Webinar
Podcast
Episode 13: Systems Thinking  
OUTSIDE PERSPECTIVE | Ross Arnold
Senior Research Engineer Department of Defense
Webinar
Podcast
Episode 12: Connection 
INSIDE SOLUTION | Colleen Stanley
President SalesLeadership
Webinar
Podcast
Episode 11: Connection
OUTSIDE PERSPECTIVE |Michelle Tillis Lederman
Founder & CEO Executive Essentials
Webinar
Podcast
Episode 10: Empathy  
INSIDE SOLUTION | Lisa McLeod
Founder Mcleod & More  
Webinar
Podcast
Episode 9: Empathy 
OUTSIDE PERSPECTIVE | Maria Ross
Founder Red Slice 
Webinar
Podcast
Episode 8: Trust & Listening  
INSIDE SOLUTION | Charles H. Green
Founder Trusted Advisor Associates
Webinar
Podcast
Episode 7: Trust & Listening  
OUTSIDE PERSPECTIVE | Kirk Kinnell
Former hostage negotiator 
Webinar
Podcast
Episode 6: Coaching 
INSIDE SOLUTION | Keith Rosen  
CEO Profit Builders
Webinar
Podcast
Episode 5: Coaching  
OUTSIDE PERSPECTIVE | Kjell Enhager
Elite Sports Coach 
Webinar
Podcast
Episode 4: Cognitive Biases
INSIDE SOLUTION | Howard Brown  
Founder & CEO ringDNA. 
Webinar
Podcast
Episode 3: Cognitive Biases
OUTSIDE PERSPECTIVE | Carey Morewedge
Professor, Questrom School of Business, Boston University
Webinar
Podcast
Episode 2: Fear
INSIDE SOLUTION | Dave Kurlan
Founder & CEO, Objective Management Group 
Webinar
Podcast
Episode 1: Fear 
OUTSIDE PERSPECTIVE| Lee Gerdes
Founder and CEO, Cereset
Webinar
Podcast