Art & Science of Complex Sales

00:37:14

Building Trust in Sales in the Age of AI | Julie Thomas

Art & Science of Complex Sales ·

2026/10/02

How do you build trust with buyers when AI and automation are changing almost every part of the sales process?Julie Thomas, CEO of ValueSelling Associates, joins Paul Fuller to explore new research into prospecting and what it reveals about gaining access and creating meaningful sales conversations in the age of AI.Julie explains why cold calling still works, why respectful persistence matters, and why strong communication, active listening, and critical thinking become even more important as

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00:08:58

AI in Sales, Sales Tools & Timeless Fundamentals | 3...

Art & Science of Complex Sales ·

2026/09/25

Where does AI actually add value in sales, and which fundamentals still matter no matter how much technology changes?Dave Kurlan joins Paul Fuller for 3 Questions from The Art & Science of Complex Sales to share his perspective on AI in sales, the tools he relies on, and the fundamentals that continue to drive strong sales performance.Dave explains why AI is most useful for research and efficiency rather than replacing the salesperson, why prospecting and a clear sales process still matter, and

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00:41:56

How to Win More Sales on Purpose | Jeff Bajorek

Art & Science of Complex Sales ·

2026/09/17

Why do some sales teams win consistently while others seem to rely on timing, experience, and luck?Jeff Bajorek, Owner at Parabola Consulting, joins Paul Fuller to explore why sales teams need to understand what actually drives their success.Jeff explains how to identify the habits behind top performance, understand why your best customers choose you, and turn those insights into repeatable behaviors that help teams win more intentionally.The conversation also covers why doing more is no longer

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00:36:29

How to Build a Repeatable Sales Process That Scales |...

Art & Science of Complex Sales ·

2026/09/04

What happens when your sales approach works for you, but nobody else can replicate it?Vic Ing, founder of Viking Sales Consultants, explores why scaling B2B sales requires moving beyond instinct and building a repeatable sales process. He shares how to identify which sales habits actually work, use your ideal customer profile to qualify more effectively, and stop holding onto opportunities that are not a good fit.The conversation also explores why founders need to turn what they know intuitively

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00:43:58

Driving Sales Performance with Mindset and Behavior |...

Art & Science of Complex Sales ·

2026/08/28

In this episode, Dave Brock returns to The Art and Science of Complex Sales to explore what actually drives sales excellence.Sales organizations invest heavily in processes, training, CRM, coaching, metrics, and AI. But those mechanisms alone do not explain why some salespeople consistently outperform others.Drawing from his book The DNA of Sales Excellence, Dave explains why the missing piece is often the mindsets and behaviors that make those systems work.In this episode, you’ll learn:Why tools

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00:42:49

Clarity Before Activity: How Great Sales Leaders...

Art & Science of Complex Sales ·

2026/08/21

In this episode, Morné Smit returns to The Art and Science of Complex Sales to explore why clarity is one of the most important responsibilities of a sales leader.Together, Paul and Morné discuss why beliefs drive behavior, how leaders can shape the narrative inside their teams, and why more activity does not automatically lead to better performance.They also explore how preparation changes as sales teams scale, how AI can help leaders make sense of market conditions, and why separating high-payoff

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00:42:25

How Lost Tribal Knowledge Costs Companies Revenue |...

Art & Science of Complex Sales ·

2026/08/07

In this episode, Nate Tutas joins The Art and Science of Complex Sales to explore how manufacturing and distribution companies can protect revenue when experienced employees retire or leave.He discuss why tribal knowledge rarely makes it into a CRM, how customer relationships and practical experience get lost during employee transitions, and how AI can help companies turn that knowledge into useful onboarding, coaching, and sales resources.In this episode, you’ll learn:Why retiring employees create

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00:43:41

How Lost Tribal Knowledge Costs Companies Revenue │...

Art & Science of Complex Sales ·

2026/08/07

In this episode, Nate Tutas joins The Art and Science of Complex Sales to explore how manufacturing and distribution companies can protect revenue when experienced employees retire or leave.Together, they discuss why tribal knowledge rarely makes it into a CRM, how customer relationships and practical experience get lost during employee transitions, and how AI can help companies turn that knowledge into useful onboarding, coaching, and sales resources.In this episode, you’ll learn:Why retiring

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00:48:02

The Psychology Behind Better Sales Conversations │...

Art & Science of Complex Sales ·

2026/07/16

In this episode, Matt Sucha joins The Art and Science of Complex Sales to explore why better sales results come from understanding how people actually make decisions.Together, they discuss why buyers are shaped by barriers, framing, and context, why motivation is often misunderstood, and how small shifts in communication can create major changes in customer behavior. Matt also introduces the SURF framework as a practical way to make sales conversations more deliberate.In this episode, you’ll

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00:44:20

Building Trust in Cold Calls │ Brent Long & Nick Massaro

Art & Science of Complex Sales ·

2026/07/10

In this episode, Brent Long and Nick Massaro join The Art and Science of Complex Sales to explore why cold calling still works and what it takes to build trust faster in modern prospecting.Together, they discuss how prospecting has changed, why cold calling is harder but more valuable than ever, and how honesty, timing, and the right questions can turn a cold call into the start of a real relationship.In this episode, you’ll learn:Why prospecting tools do not replace prospecting skillHow cold

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00:24:50

The Hidden Beliefs That Shape Sales │Paul Fuller

Art & Science of Complex Sales ·

2026/07/03

In this episode, Membrain’s CRO, Paul Fuller, explores limiting beliefs and the hidden role they play in sales performance. He explains how unconscious beliefs about self, others, and the world can shape behavior, reduce confidence, and quietly hold salespeople back.Drawing on a personal coaching story and insights from George Brontén’s work, Paul breaks down why these beliefs matter so much and how sales leaders can help their teams challenge them.In this episode, you’ll learn:Why limiting beliefs

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00:32:21

Unlocking Hidden Growth │ Maggie Zwierko

Art & Science of Complex Sales ·

2026/06/26

In this episode, Maggie Zwierko, Practice Partner at SalesStar North Carolina, joins The Art and Science of Complex Sales to explore how life sciences companies can unlock hidden growth.Together, they discuss why many organizations think they have a sales process when they really have a sales method, why some of the most important customer conversations happen outside the formal sales team, and how better structure can improve both business performance and patient outcomes.In this episode, you’ll

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00:35:17

Practical AI for Sales Teams │ Sean O'Shaughnessey

Art & Science of Complex Sales ·

2026/06/12

In this episode, Sean O'Shaughnessey, CEO at New Sales Expert LLC, joins The Art and Science of Complex Sales to explore how sales teams can use AI in practical ways right now. He explains how AI can improve coaching, provide better context for sales conversations, and help reps spend less time on research and more time talking with customers.In this episode, you’ll learn:Why conversational intelligence is one of the biggest AI wins in salesHow context makes AI more useful for coaching and deal

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00:37:01

Human-Centered Selling │ Anita Nielsen

Art & Science of Complex Sales ·

2026/06/05

In this episode, Anita Nielsen, CEO at LDK Advisory Services, joins The Art and Science of Complex Sales to explore why human-to-human selling matters more than ever in a world shaped by AI and automation. She explains which mindsets and skills are becoming bigger differentiators, why self-awareness and critical thinking matter so much, and how sellers can move beyond being trusted advisors to become trusted advocates.In this episode, you’ll learn:Why mindset shapes every human-to-human sales

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00:42:45

The Hidden Cost of Revenue Drift │ Michael Koory

Art & Science of Complex Sales ·

2026/05/29

In this episode, Michael Koory, CEO of BlueSalesFly, joins The Art and Science of Complex Sales to explore revenue drift and why so many B2B sales teams lose revenue through weak process, poor qualification, and inconsistent governance.Together, the conversation looks at how sales leaders can improve predictability, qualify deals more effectively, and build a stronger operating system for revenue.In this episode, you’ll learn:Why revenue drift creates hidden losses across the pipelineHow stronger

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00:42:20

The State of B2B Sales in 2026 | Paul Fuller

Art & Science of Complex Sales ·

2026/05/22

In this episode, Membrain's CRO, Paul Fuller shares findings from a major research project on the state of B2B sales and what leaders should do next. Drawing on a meta-analysis of sales data and insights from sales experts around the world, he explores why quota attainment is falling, why sales cycles are getting longer, and why so many teams are struggling to improve results. Together, these insights point to a profession under pressure, but also to a major opportunity for teams willing to

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00:39:33

Think Like a Sales Practitioner │ Robert Herbst

Art & Science of Complex Sales ·

2026/04/30

In this episode, Robert Herbst joins the podcast to explore why the future of selling depends on identity, honesty, and real human connection.Together, they discuss how a life-changing experience shaped Rob’s work in sales, why great selling starts with curiosity instead of performance, and what it means to move from salesperson to sales practitioner.In this episode, you’ll learn: Why identity matters more than sales technique alone How purpose helps salespeople overcome fear and rejectionWhy

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00:32:37

Building a Winning Sales Culture │ Thomas Waites

Art & Science of Complex Sales ·

2026/04/10

In this episode, Thomas Waites joins Paul Fuller to explore what it takes to build a winning sales team culture in high-growth companies.Together, they discuss why team-first thinking matters, how belief and coaching outperform pressure, and why the best sales leaders create environments built on both high care and high expectations.In this episode, you’ll learn: Why strong sales culture starts with winning together How belief can drive performance better than pressure Why coaching should be a

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00:48:11

The Hidden Yes │ Matt Sucha

Art & Science of Complex Sales ·

2026/04/03

In this episode, Matt Sucha joins Paul Fuller to explore how consumer psychology shapes decision-making and why so many sales conversations stall before customers ever say yes.Together, they discuss why motivation is often not the real issue, how uncertainty blocks action, and what salespeople can do to reduce resistance and guide customers more effectively.In this episode, you’ll learn: Why hesitation is often caused by barriers, not lack of interest How uncertainty becomes the biggest killer of

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00:37:28

The Future of Key Account Management │ Warwick Brown

Art & Science of Complex Sales ·

2026/03/27

In this episode, Warwick Brown joins Paul Fuller to explore how key account management is evolving and what it takes to succeed in a more complex, AI-driven environment.Together, they discuss why expectations for account managers are rising, how retention is becoming the primary growth driver, and why proactive portfolio management is critical for long-term success.In this episode, you’ll learn:Why key account management is evolving, not disappearingHow AI is raising the standard for preparation and

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