In this episode of The Art and Science of Complex Sales, Paul Fuller is joined by Kelly Riggs, sales performance coach and founder of The Business LockerRoom. They dig into the realities of leadership, coaching, accountability, and why many sales teams fail to reach their full potential. Kelly challenges conventional thinking and offers practical guidance for creating stronger, more effective sales cultures. The Biggest Lie Sales Managers Tell Themselves (01:32) Kelly reveals that one of the mos...
Jul 04, 2025•36 min
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. He challenges conventional norms through his fascinating use of reverse psychology, offering salespeople a fresh perspective on how to engage with clients. Fred introduces his "ethical model," providing listeners with practical strategies to incorporate ethical practices into their sales processes and handl...
Jun 25, 2025•28 min
Paul Fuller and Mike Simmons , founder of Catalyst Sales , dive deep into transforming sales forecasting by focusing on just two critical metrics: pipeline created and pipeline developed. Mike mentions that sales teams today are overwhelmed with data but lack actionable insights. The conversation highlights the power of simplifying complex systems and introducing clarity through well-defined, binary, past-tense sales stages. They explore three essential, interlocking sales processes: The rep’s p...
Jun 20, 2025•53 min
In this episode, Paul Fuller is joined by Mike Koory , founder & CEO of Blue SalesFly, to talk about his new book, The Guide Selling System . 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. Mike introduces the idea of using a structured, systems-based approach in sales, inspired by quality practices from ot...
Jun 18, 2025•26 min
In this episode, Sebastian Karlsson , a Sales Effectiveness Consultant at Membrain , joins Paul Fuller on the podcast to discuss how small, consistent habits and clear processes can make a big difference in both hitting targets and building confidence. Seb explains why having a sales process is like having a checklist. It helps teams avoid repeating mistakes, scale beyond just one top performer, and stay focused. He shares a personal story about starting small with fitness and how that idea tran...
Jun 13, 2025•27 min
In this episode of The Art and Science of Complex Sales , Paul Fuller is joined by Wesleyne Whittaker , founder of Transformed Sales , a former chemist turned international sales leader. The conversation unpacks what it means to transform sales teams from within, with a sharp focus on leadership accountability, mindset and skill-building, especially in the often-overlooked world of manufacturing and distribution sales. Wesleyne shares her journey from lab work to sales consultancy, revealing how...
Jun 06, 2025•32 min
In this episode of The Art and Science of Complex Sales Podcast , we’re joined by Matt Long , co-author of Winning Faster and co-founder of Strategic Sales Optimization . Together with host Paul Fuller, 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. The Shift from Tactics to Strategy (06:41) Matt reflects on his evolution from a tactical sales engineer into a strategic p...
May 30, 2025•45 min•Season 6Ep. 8
In this episode of The Art and Science of Complex Sales , Paul Fuller chats with Brent Long about the mindset behind his new book The Greatest Sales Question Ever Asked . 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. What Inspired The Greatest Sales Question Ever Asked (02:32) Brent reveals how the book was born from decades of coaching and a growing frustration with vague sales advice. Tired o...
May 28, 2025•29 min
In this episode of The Art and Science of Complex Sales , Paul Fuller sits down with Dave Brock, founder of Partners in EXCELLENCE. They unpack 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. High Performers Play the Long Game (25:28) What do the best companies have in common? Dave shares lessons from top-performing organizations acr...
May 23, 2025•41 min•Season 6Ep. 7
In this episode of The Art and Science of Complex Sales, we’re joined by Tony Cross , CEO of Growth Matters International . Tony shares how sales managers can be the most powerful lever for sales transformation. The conversation focuses on how to lead teams through uncertainty, coach toward customer buying behavior, and create practical momentum through structured conversations and frameworks. Tony also introduces his "Chalk and Talk" initiative, a live, collaborative coaching experience designe...
May 16, 2025•29 min•Season 6Ep. 6
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....
May 09, 2025•38 min•Season 6Ep. 5
In this episode of The Art and Science of Complex Sales, we’re joined by Mark Hunter , The Sales Hunter. This episode unpacks one of the most misunderstood—and mission-critical—concepts in Sales Leadership: Accountability. Together with host Paul Fuller, Mark dives deep into how authentic relationships, cultural integrity, and personal leadership all hinge on a redefined view of accountability that transcends micromanagement and fuels meaningful performance. The Accountability Crisis in Sales (0...
Apr 25, 2025•31 min•Ep. 4
Steve Heroux , the author of "The Sales Contrarian," joins us for an eye-opening chat about shaking up the sales world. Steve isn't just challenging tired sales norms—he’s flipping them on their head with his groundbreaking book that’s captured the attention of sales leaders and salespeople alike. He takes us behind the scenes of his unexpected bestseller, highlighting the role of leadership, or often the missteps of it, in shaping sales dynamics. With fascinating anecdotes, including a memorabl...
Apr 16, 2025•19 min
Join us as we explore the complexities of B2B sales with Des McCluskey , Managing Partner of Padeda and former Sales Director at Johnson & Johnson. Des shares practical insights on building effective sales playbooks, the critical role of first-line sales leaders, and navigating complex sales cycles. Drawing from experience in medical devices, professional services, and financial services, he provides actionable strategies on sales enablement, coaching, and account management that sales leade...
Mar 14, 2025•43 min•Season 6Ep. 3
In this episode, Leslie Venetz founder of The Sales-Led GTM Agency joins us for a captivating discussion on her journey into the sales profession and her pivotal role in the Women Sales Experts Conference. Once viewing sales as merely a temporary gig, Leslie discovered her true passion when she embraced her ability to help people solve their problems. The Soul-Sucking Impact of Bad Data (10:04) Leslie discusses one of the biggest challenges sales teams face—poor data quality. She explains how ba...
Mar 07, 2025•39 min•Season 6Ep. 2
Join us in this episode with Mario Martinez Jr., whose journey started unexpectedly at a photo lab and soared to leading digital sales prospecting training. Mario's story is not just about achieving success but about redefining it. From grappling with financial hurdles to purchasing his first home at age 21, Mario's experiences demonstrate the power of tenacity, strategic thinking, and the art of helping others in sales. Listen to how a crucial mentoring moment with Hunter Anderson changed his l...
Feb 28, 2025•41 min
What if you could transform a chaotic sales environment into a well-oiled machine? Join us for an enlightening conversation with Liz Heiman , CEO and Chief Sales Strategist of Regarding Sales. With her extensive knowledge in strategic selling, Liz shares her insights on creating scalable, manageable, and predictable sales infrastructures. She also shares how leaders can align company vision and values with strategic frameworks to eliminate chaos and foster a thriving sales team environment in th...
Feb 21, 2025•37 min
In today's episode of The Art & Science of Complex Sales, we're thrilled to welcome Mike Stokes the Founder of Indicator . With a strong connection to sales leaders in New Zealand and Australia, Mike will share insights from the 10th annual Mood of the Sales Leader Survey, offering practical advice and real-world examples to navigate economic shifts and technological advancements. Don't miss this opportunity to learn how to harness current trends to elevate your team's performance. Mood of t...
Feb 14, 2025•31 min
Ever wondered how to navigate the declining efficacy of traditional methods in the sales world? Brynne Tillman , CEO of Social Sales Link shares her strategies, honed over 15 years of leveraging LinkedIn, to build authentic, relationship-driven networks. Her insights promise to reshape your perspective on digital selling by aligning advanced technology with genuine human interaction. From Cold Calls to AI (3:43) Sales professionals today face a major shift as traditional methods like cold callin...
Feb 07, 2025•32 min
In the fast-paced world of tech sales, staying ahead of the curve is crucial. As we step into 2025, sales strategies are being reshaped by shifting economic conditions, expanding buying committees, and the integration of new technologies. In the latest episode of our podcast, we dive deep into these changes with Matt Green , CRO and co-founder of Sales Assembly , to uncover the essential skills and strategies that sales professionals need to thrive in this evolving landscape. Join us as we explo...
Jan 31, 2025•36 min
Join us for an insightful conversation with Ian Richardson , co-founder and CEO of Fox and Crow Group and MSPSalesProcess.com, as he explores the world of Managed Service Providers (MSPs) in 2025. With nearly 45,000 MSPs nationwide, Ian shares his expert advice on overcoming sales barriers and attracting top talent in the industry. From transforming technical expertise into a solid sales strategy to driving customer-focused growth, Ian offers actionable insights to help MSP founders thrive in an...
Jan 24, 2025•37 min
Do you know the key strategies that effective CEOs use to empower their sales teams for success? Join us with guests Sean O'Shaughnessey CEO of New Sales Expert and Kevin Lawson , President of Lighthouse Sales Advisors as we explore the victories and challenges facing sales teams as we head into 2025. In this episode, we highlight the essential actions leaders must take, such as defining ideal customer profiles and crafting compelling value propositions, to navigate the complexities of the sales...
Jan 17, 2025•37 min
Ever wondered how a career in digital media sales can transition from an entry-level position to an industry-leading role? Meet Andrew Barbuto , a digital media sales expert and Author of "Top Sales Producer: How To Crush Your Sales Quota", who shares his intriguing journey from the trenches of budget management and report generation to becoming a top-performing sales producer. His initial hands-on experience as an account manager played a crucial role in understanding complex sales and educatin...
Jan 10, 2025•42 min
What if the secret to skyrocketing your sales success lies in refining your Ideal Customer Profile (ICP) and optimizing your team structure? Join us as we sit down with Matt Ferguson , Founder of MDF Coaching and Consulting, who shares his invaluable insights on navigating the challenges of complex sales in today's fast-paced world. As 2024 wraps up, Matt highlights the importance of aligning the right people with the right roles, and how an overload of modern sales tools might be hindering rath...
Dec 23, 2024•36 min
Explore how personalized sales strategies and why the importance of leveraging individual strengths to engage effectively can help you with Nicole Babel and David Mullins from SalesStar. With decades of experience, Nicole and David offer invaluable strategies to help sales leaders and teams adapt to rapid changes, such as accelerated decision-making and niche market specialization. This conversation sheds light on the challenges of setting appropriate metrics and KPIs and the benefits of integra...
Dec 18, 2024•34 min
Join us as we welcome Amy Franko, the Founder of Amy Franko Associates to the show for an insightful discussion on navigating sales challenges across various industries. Amy's impressive journey from her early days at IBM and Lenovo to her current role in entrepreneurship offers a wealth of experience. She shares how her initial positions, surrounded by successful female leaders, shaped her approach to enhancing sales strategies for mid-market organizations, particularly in professional services...
Dec 06, 2024•36 min
Ever wondered how to master the balance between automation and personal touch in sales? Join us in this episode with our guest, Anthony Nicks, Founder, CEO at Transformative Sales Systems. Anthony, a pioneer in fractional sales management, shares his journey from a mechanical engineering background to a successful career in sales. He delves into the key challenges faced by CEOs and business leaders as they navigate the ever-changing sales landscape, emphasizing the increasing importance of fract...
Nov 29, 2024•40 min
Join us as we welcome back Alan Maguire, the Founder/CEO of ESI to discuss the evolving trends in B2B sales, focusing on talent strategy and the nuanced distinction between training and education. Alan sheds light on how organizations are now more than ever investing in commercial talent to navigate the complexities of modern sales environments. From Training to Talent Strategy (00:22) Paul Fuller and Alan Maguire discuss the shifting landscape of B2B sales, particularly in SaaS, where companies...
Nov 22, 2024•38 min
Join us as we present a remarkable conversation with Andy Miller , the visionary CEO of Big Swift Kick . Andy's fascinating career journey takes center stage, tracing his path from special education teacher to the helm of sales leadership. Hear firsthand how Andy navigated the early storms of his sales career, overcoming the odds with sheer determination and strategic thinking. His story offers invaluable insights into the world of talent development, emphasizing the power of resilience and the ...
Oct 25, 2024•43 min
Chris Wallace's journey is a testament to the transformative power of mindset and resilience. As an Executive Sales Consultant and Executive Sales Coach at Saratoga Sales Consulting , Chris brings not only his expertise but also his personal experiences to the table. In a heartfelt conversation, he shares how starting business meetings with genuine positivity and gratitude can set the tone for success, even amid difficulties. These principles became especially significant during his battle with ...
Oct 18, 2024•37 min
