George Brontén

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

Paul Fuller and Mike Simmons, founder of Catalyst Sales, dive deep into transforming sales forecasting by focusing on just two critical metrics: … [Read more...] about Podcast – Sales Forecasting Simplified with Mike Simmons

There has never been a time in history when the ability to think has been as critical to complex sales as it is now. Two recent reports, one by the … [Read more...] about Structured Thinking Is A Linchpin Skill, and Your Salespeople Need To Get Better At It

As human beings and business professionals we crave structure and order in everything we do. We build carefully architected sales processes. Our … [Read more...] about Embracing The “Messiness” Of Buying And Selling

In this episode of The Art and Science of Complex Sales, Paul Fuller is joined by Wesleyne Whittaker, founder of Transformed Sales, a former chemist … [Read more...] about Podcast – The Chemistry of Coaching with Wesleyne Whittaker

I recently came across the term “aesthetic curiosity” in the context of psychotherapy, and got “aesthetically curious” about its potential application … [Read more...] about Aesthetic Curiosity Helps You Sell Smarter and Better