This podcast explores how the best B2B sales leaders make the complex simple, drive relationships and revenue, and generally elevate the sales profession.
Liz Heiman shares why manufacturing companies often apply rigorous quality standards to operations while accepting major inconsistency in sales forecasting.
Drawing on her work with sales teams in manufacturing, Liz explains why many organizations still treat sales like a black box instead of a measurable, improvable process.
She explains why better forecasting starts with strategy, how momentum and common language improve pipeline visibility, and why sales leaders must bring real quality control into the CRM and funnel review process.
Drawing on 30 years of experience and two decades running his own firm, James shares why many founders unknowingly cap their growth by relying on heroic individual performance instead of building replicable systems.
Eric Laroque shares how early setbacks shape grit, why team culture changes everything, and how leaders can build a repeatable hiring model that prioritizes willpower over experience.
Artt unpacks why most organizations still operate around internal sales stages instead of the buyer journey, how poor qualification creates late-stage deal failure, and why “closing the deal” is no longer the real goal in modern SaaS and complex selling.
Richard Pole explores why sales is often treated as a “necessary evil” instead of a core business function, how denial and bad assumptions damage performance, and why the fundamentals are still important in the profession.
Larry unpacks why trust has eroded in modern selling and how sales professionals can rebuild credibility by combining authentic relationships with meaningful value, inspirational experiences, and disciplined habits.
Jason Howes of Arrow Executive Sales talks about his upcoming book, Crystal Ball Recruiting, and why sales hiring needs a complete reset. He explores the hidden cost of rushed recruitment, what creates predictable success in sales hiring, and how leaders can build stronger teams by hiring with more science, less bias, and better onboarding.
Daniel Kane of Curbell Plastics to talk about the future of sales and how organizations can intentionally develop the next generation of sales professionals.
Walter unpacks the core ideas behind his book, Inside Out, and why sales teams often struggle to fit inside structured operating systems like EOS (Entrepreneurial Operating System).
Guy Lloyd, Managing Director of the Institute of Sales Professionals, discusses why sales needs more respect, better standards, and clearer career paths in today’s complex B2B world.
They cover the cultural stigma around sales in the UK, why selling is a service profession, and how the ISP framework gives teams a practical roadmap for growth.
Barbara explores why AI is accelerating the decline of outbound email, what replaces it in complex B2B selling, and how sales teams can adapt by leaning back into reputation, community, and high value human outreach.
Britta unpacks why sales enablement must start with humans not tools, how coaching becomes the real force multiplier for performance, and how leaders can balance AI efficiency with the trust and presence that only people can bring.
Janice break down why most organizations still rely on outdated, internally focused processes, why customer excellence must drive every decision, and how data informed coaching can unlock the full potential of every seller on the team.
Marylou shares how sales teams can embrace agentic AI, systems of specialized, single-task agents, to reduce busywork, boost quality conversations, and scale smarter.
Together, they unpack how automation and LLMs are reshaping outbound strategies, where human sellers still matter most, and what it means to build a digital twin of your sales expertise.
Explore how a mindset shift around rejection can unlock untapped sales potential.
Colleen shares why mentorship has never been more relevant and how small, intentional moments can create lifelong impact.
Their conversation dives into the importance of aligning sales processes with buyer behavior, building agile playbooks, and bridging the gap between frontline sales teams and leadership.
Raju brings a rare combination of frontline sales experience and systems thinking. He shares what it really takes to build scalable, high-performing sales organizations—especially for startups and scaleups.
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Vinit Shah, founder of the London School of Sales.
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Julie Hansen, sales trainer, former actor, and author of Look Me in the Eye. Julie shares her journey from media sales to acting and how her performance background shapes her sales training today.
Fred Copestake, founder of Brindis and the author of Ethical Selling, joins us to share his groundbreaking approach to sales that prioritizes integrity and empathy over traditional tactics.
Mike dive deep into transforming sales forecasting by focusing on just two critical metrics: pipeline created and pipeline developed.
Mike shares how traditional sales tactics often miss the mark by focusing on persuasion rather than understanding. His system encourages salespeople to act as guides, helping customers move from where they are to where they want to be.
Matt shares the lessons from his 25-year journey through enterprise software sales and why structure, not improvisation, is what unlocks consistent success in complex deals.
Brent shares how his personal approach to selling has evolved, and why honest, heart-led questions are the most powerful tool a salesperson can use.
Dave unpacks the challenges and contradictions facing modern sales teams, from cultural drift to leadership dysfunction, and explore what it really takes to build resilient, high-performing organizations in today’s environment.
Sales excellence starts with purpose, is driven by process, and grows through self-awareness. It’s about aligning personal motivation with meaningful business impact. Zack Bower and Nick Massaro from Membrain unpack what sales means to them, why process thinking matters, and how Membrain helps them sell with greater clarity and consistency.
This episode blends introspection and practical insight to show how structure leads to better results for individuals, teams, and businesses alike.
"The Sales Contrarian," joins us for an eye-opening chat about shaking up the sales world.
In today's episode of The Art & Science of Complex Sales, we're thrilled to welcome Mike Stokes the Founder of Indicator.
Brynne Tillman, CEO of Social Sales Link shares her strategies, honed over 15 years of leveraging LinkedIn, to build authentic, relationship-driven networks.
Can you imagine the transition from professional athletics to becoming a top sales leader in the motorsports industry? Meet Tom Starck, Practice Partner of SalesStar Texas, who has done just that.
How can the integration of strategies, processes, and technologies revolutionize the customer lifecycle from lead generation to post-sales retention?Join us with Roderick Jefferson, CEO of Roderick Jefferson & Associates.
What if understanding the ideal customer profile could be the key to landing million-dollar deals? Join us as we explore this and more with Carajane Searcy Moore, President at Hunt Big Sales.
Unlock the secrets to fostering a high-performance sales culture and transform your sales team into quota-crushing champions!
Could personalized coaching be the game-changer your sales team needs? Join us in this episode with Tony Cross
Scaling a business isn't just about the numbers—it's about the people. From selling popcorn to steering a multi-million-dollar powerhouse, Neal Glatt joins the conversation to reveal the secrets behind assembling a sales force that's not just effective, but extraordinary.
Meet Mike Stokes, the founder of Indicator. Mike is a groundbreaking entrepreneur reshaping leadership in sales. Mike shares his transition from co-owning a laminating business to becoming a pioneer in sales leadership.
Have you ever stood at the crossroads of a crucial sales negotiation, teetering between playing by the buyer's rules and drawing your own line in the sand?
Discover how Ryan Johnson, the innovative fractional COO of Three Sparrows Executive Services, translates athletic discipline into business success in our newest episode. With his background as a former athlete, Ryan shares valuable strategies for sales entrepreneurs aiming to improve their performance.
In Part 2 of this episode, join Paul and Chris as they delve into the findings of Paul's assessment. What will the results from Paul’s assessment reveal? Let’s find out.
Brian Kavicky shares his personal journey from how he started out with electrical wholesaling and ended up in the sales sector. Tune in as he details his early years in a management training program where he faced challenging accounts and learnt the importance of being present in conversations.
Ever wondered how a sales veteran approaches the process in a way that adds value for both parties involved? Join us in this episode with Co-founder of Somersault Innovation, Ashley Welch.
Join us as we explore the world of sales with Alison Fell, Practice Partner of SalesStar UK. Alison is a seasoned professional who's mastered the art of effective communication and customer-centric selling in diverse sectors.
Join us as we speak with Founder & CEO of MotionFirst, Meridith Elliott Powell. Meridith shares her unique perspective, viewing sales as a process of using information to help customers realize their dreams.
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, CEO of Gerson & Associates. As a standout salesperson at Xerox and an influential marketer, Randy brings a unique perspective to the table that you won't want to miss.
Join us as we sit down with Jason Howes, the Founder and Managing Director of Arrow Executive Sales. From Jason's eight and a half years on the road, to managing one of Australia's biggest accounts, he provides valuable insights into the world of sales.
Ever wondered how a background in nursing could shape a unique and effective sales approach? Join us as we get down to the nitty-gritty with Sarah Downs, Founder and Partner of Doqaru. Sarah shares how her background in nursing has shaped her approach to sales, likening the process to a patient's journey from evaluation to diagnosis.
Fred's sales journey began in an unexpected setting—a tile store nestled within a charming Victorian mill. Learn about his fascinating journey which began from an industrial company to leading a sales academy and how his experiences shaped his perspective of sales.
Join us as we explore the essence of sales, the importance of value exchange, and the transformative whale hunting methodology that fuels enterprise success.
In the fast-paced world of sales, where every interaction counts, how can businesses ensure they drive successful outcomes?
Our guest Frank Niekamp, Strategic Growth Advisor at SalesStar, delves into the secrets behind effective sales strategies.
This conversation uncovers how prioritizing meaningful conversations can transform your sales approach and elevate your team to new heights.
In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Jorge Chavez.
Throughout the conversation, they touch upon various key highlights, including the significance of intent, building rapport and trust, the importance of asking personal questions as a learned behavior, and effective sales tactics.
From engineering's hidden problem-solving to marketing's customer-centricity and sales' emphasis on listening, Dr Yekemi Otaru, Co-founder & Chief Growth Officer of Doqaru Limited shares her strategies and insights on how to tackle problems that truly matter within the B2B industry.
Pete shares his encounters with individuals who possess talent and winning personalities, but sometimes struggle to apply themselves effectively due to the wrong mindset. He emphasizes the significance of excelling in the basics, highlighting the need for discipline and consistency in following the sales process.
Matt shares his personal journey, we explore key takeaways that can empower professionals to excel in their roles.
Bob Apollo, CEO & Founder of Inflexion Point discuss the importance of a customer-centric approach in sales.
During the conversation, Bob emphasized the importance of salespeople understanding what the customer considers a successful outcome. He suggests that although the salesperson may not be the primary contact throughout the entire sales cycle, they should begin with a clear understanding of the customer's desired outcome and work backward from there.
Jacco highlights the common tendency of companies to excessively invest in tools as a way to make up for skill deficiencies. He stresses the significance of prioritizing skill training over superficial items such as branded merchandise.
Jacco highlights the common tendency of companies to excessively invest in tools as a way to make up for skill deficiencies. He stresses the significance of prioritizing skill training over superficial items such as branded merchandise.
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.
In this episode, Don Zebe, John Ney & Shane Hunt from Idaho State University talk about how they are effectively equipping and shaping the next generation of Sales Experts.
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.
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.
Bryan says that sales is not marketing or negotiating, but rather project management with human relationship skills. He discusses the importance of trust, credibility, and problem-solving ability rather than just being friendly.
Ian discusses the importance of empathy in sales. He believes that truly understanding someone involves being able to empathize with them and understand their feelings, fears, and desires. He also shares about the importance of having a process in sales.
Morne discusses how sales is all about the transfer of trust. Morne also emphasizes the importance of investing in oneself to become a successful salesperson. He believes that continuing to learn and grow is essential for any sales professional to stay ahead of the game.
With over 30+ years of experience in sales, Mark is an active speaker at many sales meetings and conferences worldwide. He is known for his ability to create change in an organization with proven sales strategies, as well as his engaging style of speech.
According to Mike, sales is all about solving problems and advancing the business of clients through the transfer of skills, solutions, or products. Successful sales involves understanding the needs and challenges of clients and finding creative solutions to meet those needs.
Dixon talks about the common use of Fear Of Missing Out (FOMO) playbooks in sales. He explains that these tactics are often taught to salespeople but can backfire more often than they work, especially when the customer has already expressed their dissatisfaction with the status quo.
In this latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Peter Strohkorb to discuss how automated outreach and spam is ineffective and ruining the sales game for everyone.
Warwick shares that the goal of sales is to make customers more profitable, keep them happy and retain them for a long time. He discusses how to drive processes through key account management, finding the focus to address areas that are broken or neglected, and empowering account managers to solve customer problems.
Walter believes that sales is not just about closing deals and making money, it's also about helping others. Imagine being able to understand your client's needs, and guiding them to the perfect solution - leading to a win-win situation for both parties.
Gretchen, a sales team transformation expert and president of Braveheart Sales Performance, shares her insights into improving sales skills to become more competitive.
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.
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