George Brontén

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

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

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

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