George Brontén

The world of B2B sales is no stranger to hype. Every year brings a new silver bullet. This year, it’s AI—again. As sales leaders, we’re encouraged to … [Read more...] about Don’t Let AI Make You Lazy: Leadership Still Matters Most

In this episode of The Art and Science of Complex Sales, we're welcoming Dave Brock, founder of Partners in EXCELLENCE back on the podcast for a … [Read more...] about Podcast – Building Foundations in a Shifting Sales Landscape with Dave Brock

Sales technology has certainly changed across the decades. From the first Rolodexes to today’s massive, AI-equipped juggernauts of automation with all … [Read more...] about A Brief History of Sales Technology

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”