George Brontén

I share most of my complex sales articles to LinkedIn, and I read every comment they receive there. I was recently intrigued by one in particular by … [Read more...] about Shared Sheets to Nowhere (vs Proactive Insights): A Conversation with Mike Murtaugh

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Andrea Waltz and Richard Fenton, co-authors of Go for No, to … [Read more...] about Go for No! with Andrea Waltz and Richard Fenton

Imagine this. A salesperson is working a complex sale and currently in a room with all of the stakeholders at a potential customer company. … [Read more...] about Stop Giving Information and Start Building Meaning

We know that sales coaching is important. Leadership often calls it the “critical multiplier” and complains when sales managers aren’t doing enough of … [Read more...] about Structure: The Missing Ingredient in How We Support Sales Coaching

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Mark Grundy, Fractional Sales Management of MFG Solutions. Mark … [Read more...] about From Process to Playbook with Mark Grundy

Recently, I was having a conversation with a group of sellers about ICPs and qualification. During the conversation, we were trying to refine their … [Read more...] about Urgency Alignment