Art & Science of Complex Sales
Join us on the Art & Science of Complex Sales podcast by Membrain where we invite various experts from the industry to discuss about different topics in the world of complex sales
Episodes
In this episode, Sebastian Karlsson, a Sales Effectiveness Consultant at Membrain, joins Paul Fuller on the podcast to discuss how small, consistent habits and clear processes can make a big difference in both hitting targets and building confidence.
Seb explains why having a sales process is like having a checklist. It helps teams avoid repeating mistakes, scale beyond just one top performer, and stay focused. He sha...
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 turned international sales leader. The conversation unpacks what it means to transform sales teams from within, with a sharp focus on leadership accountability, mindset and skill-building, especially in the often-overlooked world of manufacturing and distribution sales.
Wesleyne shares ...
In this episode of The Art and Science of Complex Sales Podcast, we’re joined by Matt Long, co-author of Winning Faster and co-founder of Strategic Sales Optimization. Together with host Paul Fuller, Matt shares the lessons from his 25-year journey through enterprise software sales and why structure, not improvisation, is what unlocks consistent success in complex deals.
The Shift from Tactics to Strategy (06:41)
Matt reflects on his...
In this episode of The Art and Science of Complex Sales, Paul Fuller chats with Brent Long about the mindset behind his new book The Greatest Sales Question Ever Asked.
Brent shares how his personal approach to selling has evolved, and why honest, heart-led questions are the most powerful tool a salesperson can use.
What Inspired The Greatest Sales Question Ever Asked (02:32)
Brent reveals how the book was born from decades of...
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Dave Brock, founder of Partners in EXCELLENCE. They unpack the challenges and contradictions facing modern sales teams—from cultural drift to leadership dysfunction—and explore what it really takes to build resilient, high-performing organizations in today’s environment.High Performers Play the Long Game (25:28)
What do the best companies have in com...
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 managers can be the most powerful lever for sales transformation.
The conversation focuses on how to lead teams through uncertainty, coach toward customer buying behavior, and create practical momentum through structured conversations and frameworks. Tony also introduces his "Chalk and Talk...
Sales excellence starts with purpose, is driven by process, and grows through self-awareness. It’s about aligning personal motivation with meaningful business impact. Zack Bower and Nick Massaro from Membrain unpack what sales means to them, why process thinking matters, and how Membrain helps them sell with greater clarity and consistency.
This episode blends introspection and practical insight to show how structure leads to...
In this episode of The Art and Science of Complex Sales, we’re joined by Mark Hunter, The Sales Hunter. This episode unpacks one of the most misunderstood—and mission-critical—concepts in Sales Leadership: Accountability.
Together with host Paul Fuller, Mark dives deep into how authentic relationships, cultural integrity, and personal leadership all hinge on a redefined view of accountability that transcends micromanagement and fue...
Steve Heroux, the author of "The Sales Contrarian," joins us for an eye-opening chat about shaking up the sales world. Steve isn't just challenging tired sales norms—he’s flipping them on their head with his groundbreaking book that’s captured the attention of sales leaders and salespeople alike.
He takes us behind the scenes of his unexpected bestseller, highlighting the role of leadership, or often the missteps of it, in shaping ...
Join us as we explore the complexities of B2B sales with Des McCluskey, Managing Partner of Padeda and former Sales Director at Johnson & Johnson. Des shares practical insights on building effective sales playbooks, the critical role of first-line sales leaders, and navigating complex sales cycles. Drawing from experience in medical devices, professional services, and financial services, he provides actionable strategies on sal...
In this episode, Leslie Venetz founder of The Sales-Led GTM Agency joins us for a captivating discussion on her journey into the sales profession and her pivotal role in the Women Sales Experts Conference. Once viewing sales as merely a temporary gig, Leslie discovered her true passion when she embraced her ability to help people solve their problems.
The Soul-Sucking Impact of Bad Data (10:04)Leslie discusses one of the biggest cha...
Join us in this episode with Mario Martinez Jr., whose journey started unexpectedly at a photo lab and soared to leading digital sales prospecting training. Mario's story is not just about achieving success but about redefining it. From grappling with financial hurdles to purchasing his first home at age 21, Mario's experiences demonstrate the power of tenacity, strategic thinking, and the art of helping others in sales. Listen to ...
What if you could transform a chaotic sales environment into a well-oiled machine? Join us for an enlightening conversation with Liz Heiman, CEO and Chief Sales Strategist of Regarding Sales. With her extensive knowledge in strategic selling, Liz shares her insights on creating scalable, manageable, and predictable sales infrastructures. She also shares how leaders can align company vision and values with strategic frameworks to el...
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 and technological advancements. Don't miss this opportunity to learn how to harn...
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 technology with genuine human interaction.
From Cold Calls to AI (3:43)Sales professionals ...
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 Sales Assembly, to uncover the essential skills and strategies that sales professionals...
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 technical expertise into a solid sales strategy to driving customer-focused growth, ...
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 actions leaders must take, such as defining ideal customer profiles and crafting compelli...
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 top-performing sales producer. His initial hands-on experience as an account manager p...
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, Matt highlights the importance of aligning the right people with the right roles, a...
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