In complex B2B sales, your Way of Selling is what differentiates you from other organizations in your market. It is much more than just your sales … [Read more...] about What Is a Way of Selling?
Human-Centered Selling with Anita Nielsen
In this episode of The Art and Science of Complex Sales, our guest Anita Nielsen, CEO at LDK Advisory Services, explores what human-to-human selling … [Read more...] about Human-Centered Selling with Anita Nielsen
Chat-GPT Has An Answer for Everything. But Are Your Buyers Asking the Right Questions?
Today, almost everyone from college students to professionals turn to AI chat bots as a first line of investigation when they have questions. From … [Read more...] about Chat-GPT Has An Answer for Everything. But Are Your Buyers Asking the Right Questions?
The Hidden Cost of Revenue Drift with Michael Koory
In this episode of The Art and Science of Complex Sales, our guestMichael Koory, CEO & founder of BlueSalesFly, explores the problem of revenue … [Read more...] about The Hidden Cost of Revenue Drift with Michael Koory
The State of B2b Sales Trend 2026 with Paul Fuller
In this episode of The Art and Science of Complex Sales, Paul Fuller shares key findings from a recent research project on the state of B2B sales. … [Read more...] about The State of B2b Sales Trend 2026 with Paul Fuller
Why a Shared Mental Model is the Missing Piece in Complex Sales
In the world of complex sales, we spend a lot of time talking about prospecting, pipeline, win/loss analysis, and how to reach the right stakeholders. … [Read more...] about Why a Shared Mental Model is the Missing Piece in Complex Sales
