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!
Effective Sales Preparation with Alison Fell
Ever wondered how to prepare for a sales pitch without going down the
Blog
Podcast
From Nurturing Relationships to the Importance of Building a Network With Meridith Powell
It's not about aggressive pitches and closing deals; it's about curiosity, active listening, and understanding
Blog
Podcast
The Interplay of Trust, Speed, and Sales in Marketing with Randy Gerson
Ever wondered how speed, trust, and sales intermingle in the complex world of marketing? In today's episode we have our special guest Randy Gerson
Blog
Podcast
Omnichannel, Hiring, and Leadership with Frank Cespedes
Today we have an incredible mind and author in the world of sales - Frank Cespedes, a senior lecturer at Harvard Business School. 
Blog
Podcast
The Power of Recognition and Skill Development with Alan Maguire
Did you know there's a global shortage of sales talent?" That's the provocative question we tackle head-on with our guest, Alan Maguire, Founder of ESI in our latest episode.
Blog
Podcast
From Marketing to Sales with Carol Mahoney
Carol challenges the notion that sales is a necessary evil, showcasing it as a enriching exchange of value instead. Join the conversation as we collectively reshape the narrative and embark on a journey to redefine the essence of sales!
Blog
Podcast
The Changing Landscape of Sales With Jason Howes
 From Jason's eight and a half years on the road, to managing one of Australia's...
Blog
Podcast
Data-Driven Accountability and Transformative Strategies with Alex Chan
Navigating through tough times can be quite a challenge, especially for CEOs looking to boost shareholder value and profits.
Blog
Podcast
Prescribing Success: Insights from Sarah Downs
Ever wondered how a background in nursing could shape a unique and effective sales approach?...
Blog
Podcast
Unraveling the Sales Puzzle with Modern Techniques With Fred Copestake
Fred's sales journey began in an unexpected setting—a tile store nestled within a charming Victorian mill.
Blog
Podcast
Whale Hunting for Winning Bigger Deals with Barbara Weaver Smith
Join us as we explore the essence of sales, the importance of value...
Blog
Podcast
Conversations That Sell with Frank Niekamp
In the fast-paced world of sales, where every interaction counts, how...
Blog
Podcast
Fostering Rapport With Customers In Sales With Topaz Sales Consulting
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Jorge Chavez
Blog
Podcast
Strategies and Insights with Yekemi Otaru
Yekemi discusses the cruciality of adapting the communication approach to engage with...
Blog
Podcast
How to focus on fundamentals and foundations with Pete Evans
Gain valuable insights on cultivating a mindset of...
Blog
Podcast
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...
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...
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...
Blog
Podcast
Preparing The Next Generation of Sales Experts With Don Zebe, John Ney & Shane Hunt from Idaho State University
How can we effectively...
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...
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. 
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...
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