An effective sales organization is one that uses its resources to build capacity, not just efficiency. In a world where technology is hurtling forward … [Read more...] about How to Use AI to Build a Competitive Edge
Podcast – Look Me In the Eye with Julie Hansen
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 … [Read more...] about Podcast – Look Me In the Eye with Julie Hansen
Capacity Beats Efficiency: How VMCL Gives Complex Sales Teams the Edge
The most effective B2B sales organizations are more than just efficient. They’re effective. They make good use of salespeople’s time, they bring home … [Read more...] about Capacity Beats Efficiency: How VMCL Gives Complex Sales Teams the Edge
Podcast – Four Questions with Kelly Riggs
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 … [Read more...] about Podcast – Four Questions with Kelly Riggs
The Future Belongs to Sellers Who Can Zoom Out and Back In
I recently encountered an interesting concept in a Bloomberg article about Warren Buffet. In it, Buffet is quoted as saying, “‘the single best measure … [Read more...] about The Future Belongs to Sellers Who Can Zoom Out and Back In
Your Real Competitor is The Status Quo: How to Structure Your Thinking to Avoid It
For sales teams engaged in complex sales, the most common reason for a “no deal” is not that the prospect chose another solution. It’s that they … [Read more...] about Your Real Competitor is The Status Quo: How to Structure Your Thinking to Avoid It
