George Brontén

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 … [Read more...] about Podcast – Connecting Sales to Strategy with Tony Cross

My friend and mentor, Lahat Tzvi, wrote one of the most fascinating posts on AI I’ve read. Be sure to read it! In it, he coined the phrase, “The … [Read more...] about The Hidden Cost Of False Efficiency

This is the fourth entry in my series introducing the main patterns and “moves” from DSRP theory to structure more successful complex B2B sales. If … [Read more...] about How to Win More Deals with DSRP’s Zoom In/Zoom Out “Move”

My feeds in social media are filled with Cheatsheets, Hacks, Templates—all sorts of tools. They attract lots of interest, lots of requests. People are … [Read more...] about Why Cheatsheets And Hacks Don’t Deliver

In this episode of the podcast, we’re joined by Mark Hunter, The Sales Hunter. This episode unpacks one of the most misunderstood—and … [Read more...] about Podcast – Accountability is Culture with Mark Hunter

Clear distinctions are a hallmark of clear thinking. Unless you know what a thing IS and, importantly, what it IS NOT, you cannot begin to think … [Read more...] about Sales Success Depends on Clear Distinctions