In today's episode of The Art & Science of Complex Sales, we're thrilled to welcome Mike Stokes the Founder of Indicator. With a strong connection to sales leaders in New Zealand and Australia, Mike will share insights from the 10th annual Mood of the Sales Leader Survey, offering practical advice and real-world examples to navigate economic shifts…

Ever wondered how to navigate the declining efficacy of traditional methods in the sales world? Brynne Tillman, CEO of Social Sales Link shares her strategies, honed over 15 years of leveraging LinkedIn, to build authentic, relationship-driven networks. Her insights promise to reshape your perspective on digital selling by aligning advanced technol…

In the fast-paced world of tech sales, staying ahead of the curve is crucial. As we step into 2025, sales strategies are being reshaped by shifting economic conditions, expanding buying committees, and the integration of new technologies. In the latest episode of our podcast, we dive deep into these changes with Matt Green, CRO and co-founder of Sa…

Join us for an insightful conversation with Ian Richardson, co-founder and CEO of Fox and Crow Group and MSPSalesProcess.com, as he explores the world of Managed Service Providers (MSPs) in 2025. With nearly 45,000 MSPs nationwide, Ian shares his expert advice on overcoming sales barriers and attracting top talent in the industry. From transforming…

Do you know the key strategies that effective CEOs use to empower their sales teams for success? Join us with guests Sean O'Shaughnessey CEO of New Sales Expert and Kevin Lawson, President of Lighthouse Sales Advisors as we explore the victories and challenges facing sales teams as we head into 2025. In this episode, we highlight the essential acti…

Ever wondered how a career in digital media sales can transition from an entry-level position to an industry-leading role? Meet Andrew Barbuto, a digital media sales expert and Author of "Top Sales Producer: How To Crush Your Sales Quota", who shares his intriguing journey from the trenches of budget management and report generation to becoming a t…

What if the secret to skyrocketing your sales success lies in refining your Ideal Customer Profile (ICP) and optimizing your team structure? Join us as we sit down with Matt Ferguson, Founder of MDF Coaching and Consulting, who shares his invaluable insights on navigating the challenges of complex sales in today's fast-paced world. As 2024 wraps up…

Explore how personalized sales strategies and why the importance of leveraging individual strengths to engage effectively can help you with Nicole Babel and David Mullins from SalesStar. With decades of experience, Nicole and David offer invaluable strategies to help sales leaders and teams adapt to rapid changes, such as accelerated decision-makin…

Join us as we welcome Amy Franko, the Founder of Amy Franko Associates to the show for an insightful discussion on navigating sales challenges across various industries. Amy's impressive journey from her early days at IBM and Lenovo to her current role in entrepreneurship offers a wealth of experience. She shares how her initial positions, surround…

Ever wondered how to master the balance between automation and personal touch in sales? Join us in this episode with our guest, Anthony Nicks, Founder, CEO at Transformative Sales Systems. Anthony, a pioneer in fractional sales management, shares his journey from a mechanical engineering background to a successful career in sales. He delves into th…

Join us as we welcome back Alan Maguire, the Founder/CEO of ESI to discuss the evolving trends in B2B sales, focusing on talent strategy and the nuanced distinction between training and education. Alan sheds light on how organizations are now more than ever investing in commercial talent to navigate the complexities of modern sales environments. Fr…

Join us as we present a remarkable conversation with Andy Miller, the visionary CEO of Big Swift Kick. Andy's fascinating career journey takes center stage, tracing his path from special education teacher to the helm of sales leadership. Hear firsthand how Andy navigated the early storms of his sales career, overcoming the odds with sheer determina…

Chris Wallace's journey is a testament to the transformative power of mindset and resilience. As an Executive Sales Consultant and Executive Sales Coach at Saratoga Sales Consulting, Chris brings not only his expertise but also his personal experiences to the table. In a heartfelt conversation, he shares how starting business meetings with genuine …

Join us for a conversation with Mark Boundy, Chief Clarity Officer and founder of Boundy Consulting LLC. From his humble beginnings in retail sales to his influential role at WL Gore Associates, Mark has honed a profound understanding of customer perceived value. This insight not only shaped his career but also led him to pen the transformative boo…

Why do so many managers fall into the trap of reactive hiring, and what can be done to avoid it? Discover the transformative insights of Mike Carroll, the founder and CEO of Intelligent Conversations. This episode challenges traditional hiring practices, advocating for a perpetual talent scouting mindset. Mike discusses the critical mistake of wait…

Can you imagine the transition from professional athletics to becoming a top sales leader in the motorsports industry? Meet Tom Starck, Practice Partner of SalesStar Texas, who has done just that. In this episode, Tom takes us through his incredible journey, starting from his early days in retail and bartending. He reveals how these foundational ex…

Can mastering selflessness and curiosity revolutionize your sales game? Join us for an inspiring conversation with Keith Rosen, CEO of Profit Builders. Keith brings a wealth of knowledge on cultivating a thriving sales culture that transcends metrics. He shares the core principles of his holistic coaching approach, which encompasses selflessness, p…

Welcome to another episode of The Art and Science of Complex Sales. Today, we’re joined by Beth Yehaskel, Owner and Interim GTM Executive of Elevate GTM Executives LLC. In this episode, Beth delves into the post-pandemic shifts in SaaS sales strategies, explaining why companies are transitioning from aggressive growth tactics to more sustainable, c…

How can the integration of strategies, processes, and technologies revolutionize the customer lifecycle from lead generation to post-sales retention?Join us with Roderick Jefferson, CEO of Roderick Jefferson & Associates. In this conversation, Roderick unpacks the evolution of sales enablement into broader revenue and go-to-market enablement. Liste…

If you're looking to enhance your sales team's recruitment and onboarding process, this episode is a must-listen. Join us for an insightful conversation with Jill Pedersen, Practice Partner at SalesStar North Carolina. Jill takes us on her incredible journey—from selling sweet corn as a child to becoming a top performer in the sales industry. The A…

What if understanding the ideal customer profile could be the key to landing million-dollar deals? Join us as we explore this and more with Carajane Searcy Moore, President and Partner at Hunt Big Sales. Carajane opens up about her journey from telemarketing to becoming an expert in securing transformative, high-value sales deals. Discover her insi…

Unlock the secrets to fostering a high-performance sales culture and transform your sales team into quota-crushing champions! Join us for an inspiring conversation with Ken Lundin, founder and CEO of RevHeat, as he recounts his extraordinary journey from a young salesperson to a renowned thought leader. Challenges in Modern Sales Management (4:23) …

Join Membrain’s Chief Revenue Officer, Paul Fuller, as he kicks off the fourth season of "The Art and Science of Complex Sales Podcast - The 3 Ts." Paul dives into the essential pillars for building scalable sales teams: Talent, Transformation, and Technology. Explore the critical importance of recruiting and retaining top talent in a challenging e…

What if the key to transforming your sales career lies in revisiting the entrepreneurial spirit of your youth? Meet Juan Pablo Urruchua, or JP, whose start with selling cookies and eggs to schoolmates influenced where he is now as a SalesStar Practice Partner and leader of SalesStar Mexico. With a unique perspective on sales as an exchange of value…

Could personalized coaching be the game-changer your sales team needs? Join us in this episode with Tony Cross, CEO and founder of Growth Matters International. Tony has embarked on an incredible mission to elevate the performance of over one million sales professionals by focusing on the empowerment of sales managers and leaders. Discover how Tony…

In this episode of "The Art and Science of Complex Sales," we sit down with James Rores of Floriss Group and Walter Crosby of Helix Sales Development to unravel the essence of true sales leadership. Leadership and Self-Discipline in Sales (9:09) This chapter addresses the challenges and nuances of sales leadership. The common industry issue of prom…

Unlock your potential in sales leadership through the heartwarming and insightful stories shared by Brent Long, Owner of Long on Life LLC. Discover how heart-to-heart connections and genuine service can revolutionize your approach to sales and leadership. Brent's unique perspective will inspire you and provide practical strategies to build a thrivi…

Discover how AI is revolutionizing the sales landscape by automating mundane tasks and enabling more personalized interactions, allowing your team to focus on what truly matters. Join Joe Wikert, President of Revenue Path Group as he shares his unique journey from software engineering to sales, providing insightful examples of how AI can enhance pr…

With over three decades of breaking barriers in B2B sales, Heidi Solomon-Orlick, CEO and founder of GirlzWhoSell, joins us to share her passion for empowering the next generation of female sales leaders. Heidi highlights sales as a collaborative, problem-solving process that goes beyond mere transactions, emphasizing the importance of a servant sel…

There's a common thread that connects the passion of salespeople and it goes beyond the rush of closing a deal—it's the stories that drive us. In this heartfelt conversation, we navigate the personal narratives behind the sales drive, such as the profound pursuit of familial respect, and how these stories deepen our understanding of wealth with Mik…

Join the conversation with Frank Cespedes, a senior lecturer at Harvard Business School as he brings his arsenal of sales wisdom and leadership expertise to our latest episode. Navigating the Modern Sales Landscape (11:42) Paul's question revolves around the difference in the ability of sales leaders to lead themselves and its correlation with the …

Scaling a business isn't just about the numbers—it's about the people. From selling popcorn to steering a multi-million-dollar powerhouse, Neal Glatt joins the conversation to reveal the secrets behind assembling a sales force that's not just effective, but extraordinary. Lessons from Scaling Sales Teams (13:41) Neal discusses the transformative jo…

Uncover the secrets to being a top-notch sales leader and building a winning sales team with Steve Heroux, CEO of the Sales Collective. In this episode, we dive into the world of sales, busting myths and emphasizing the power of genuine connections. Prepare yourself for a discussion that will completely transform how you approach sales! Building a …

Join us with Jermaine Edwards, as he shares his learnings on sales leadership, the difference between earning versus proving, the impact of cognitive load, and how we show up for prospects and customers to provide true value. From Indecision to Possibility Exploration (11:56) Paul asks about the gap between earning the right for attention and provi…

Meet Mike Stokes, the founder of Indicator. Mike is a groundbreaking entrepreneur reshaping leadership in sales. Mike shares his transition from co-owning a laminating business to becoming a pioneer in sales leadership. He provides a refreshing angle on sales, presenting it as a service that goes beyond mere transactions to guide customers in makin…

Join us as we sit down with the Founder & CEO of SalesStar, Paul O'Donohue. Paul was an electrical engineer turned sales transformation leader, whose entrepreneurial spirit led him to create SalesStar, a powerhouse in the international sales arena. Building a Sales-Driven Culture (17:28) Paul discusses SalesStar's global growth and mindset shift to…

"The book that took four years of writing, four decades of entrepreneurship, and a thousand espressos to make." Have you ever stood at the crossroads of a crucial sales negotiation, teetering between playing by the buyer's rules and drawing your own line in the sand? Jenica Dixon from Slattery Sales Group joins us to navigate this treacherous terra…

CEO of E3 Performance Solutions, Raymond Cardinale takes center stage in our latest podcast episode, bringing with him a wealth of knowledge from his 30-year voyage through the sales industry, from the hustle of New York City streets to the structured halls of Xerox. As the mastermind behind E3 Performance Solutions, Raymond doesn't just tell his s…

Join us with Kendley Davenport, CEO of Leadership4Success as he talks about the heart of successful sales: serving others to enhance their lives. For Kendley, sales isn't just about pushing a product but genuinely assisting customers to achieve their goals.Door Membrain

Join the conversation with Barbara Spector, CEO of SmartMoves, as she shares her innovative approach to sales that is shaking up the corporate world. Barbara brings to the table a game-changing philosophy - sales as a puzzle where each piece is a client's need, waiting for the right solution.Door Membrain

Discover how Ryan Johnson, the innovative fractional COO of Three Sparrows Executive Services, translates athletic discipline into business success in our newest episode. With his background as a former athlete, Ryan shares valuable strategies for sales entrepreneurs aiming to improve their performance. From Field to Office (6:42) Ryan shares his j…

Unlock the secrets to exceptional sales leadership that can take your team's performance from good to extraordinary, with insights from Kelly Riggs, founder of the Business LockerRoom. This episode goes beyond the basics, providing a deep dive into the nuances of leadership that inspire action and achievement. We tackle the challenge of transformin…

Ever wondered how a deep belief in your product can solidify customer trust? Our guests Sean O'Shaughnessey CEO of New Sales Expert and Kevin Lawson, President of Lighthouse Sales Advisors, join us to share their insights into the transformative power of genuine conviction and rapport in sales. They break down why the sales game is more than pushin…

Have you ever wondered what separates an ordinary salesperson from a true sales maestro? As a sales expert and also the director of Sell Better, James Buckley joins us in today’s episode to dissect the landscape of modern sales, revealing the traits and strategies that distinguish top performers. With the sales industry in perpetual motion, we disc…

In Part 2 of this episode, join Paul and Chris as they delve into the findings of Paul's assessment. What will the results from Paul’s assessment reveal? Let’s find out.Door Membrain

Hitting rock bottom can either crush you or make you stronger. Chris McAllister, CEO of Sightshift, knows this well. He turned his financial struggles into a journey of growth. Today, he shares how shifting from seeking validation to focusing on making a real impact transformed his sales approach. He believes sales is about serving others by addres…

Ever wonder why some sales teams soar while others falter? The answer might lie within the nuances of coaching versus auditing. Join Alan Versteeg, Global Chief Revenue Officer of Growth Matters, as he guides us through the transformative shift from 'cannonball management' to 'cruise missile management,' a strategy that demands real-time action cor…

In this episode, Paula S. White, the founder of PW Enterprises, delves into her transformative journey—from being a savvy negotiator on a purple bicycle to orchestrating multimillion-dollar sales. Music's Impact on Leadership and Coaching (10:39) Paula S White shares how a concert sparked her passion project on the link between music and leadership…

Join us as we welcome Darrell Amy, the CEO of Revenue Growth Engine and Co-host of the Selling from the Heart podcast, as he recounts his journey from a budding law student to a sales expert, and how this transition has honed his expertise in coaching sales teams to drive substantial growth. As he shares his narrative, you'll learn the value of inv…

There's a moment in every sales professional's career when the traditional tactics start to feel hollow, and the hunger for a deeper connection with clients becomes unignorable. That's where Larry Levine comes in, turning the sales game on its head with his philosophy of 'selling from the heart.' In our latest episode, Larry, a master of authentic …