Art & Science of Complex Sales

In this episode of The Art and Science of Complex Sales, Paul Fuller is joined by Steve Gielda, President and Co-founder of Ignite Selling and co-author of Ignite Your Sales Strategy. From hauling copiers out of a van to building a global sales consultancy, Steve brings a rare blend of frontline grit and strategic clarity. Together, they dive into the real reasons B2B sales efforts stall and what high-performing teams...

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Raju Bhupatiraju, founder & CEO of Power of Disruptive Solutions and author of Magical Selling.

With a career spanning Xerox, Oracle, and over 20 years in Asia, Raju brings a rare combination of frontline sales experience and systems thinking. He shares what it really takes to build scalable, high-performing sales organizati...

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Vinit Shah, founder of the London School of Sales. Vinit shares his unconventional path into sales and the insights he’s developed across industries like manufacturing, market research, and sales education. The conversation explores why most training fails to stick, how leaders unintentionally set their teams up to fail, and what it really takes to ...

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Julie Hansen, sales trainer, former actor, and author of Look Me in the Eye. Julie shares her journey from media sales to acting and how her performance background shapes her sales training today. Together, they explore how salespeople can build trust through the camera, why presence matters more than perfection, and how to reth...

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 LockerRoom. They dig into the realities of leadership, coaching, accountability, and why many sales teams fail to reach their full potential. Kelly challenges conventional thinking and offers practical guidance for creating stronger, more effective sales cultures.

The Biggest Lie Sales Ma...

Fred Copestake, founder of Brindis and the author of Ethical Selling, joins us to share his groundbreaking approach to sales that prioritizes integrity and empathy over traditional tactics. He challenges conventional norms through his fascinating use of reverse psychology, offering salespeople a fresh perspective on how to engage with clients.

Fred introduces his "ethical model," providing listeners with pra...

Paul Fuller and Mike Simmons, founder of Catalyst Sales, dive deep into transforming sales forecasting by focusing on just two critical metrics: pipeline created and pipeline developed. Mike mentions that sales teams today are overwhelmed with data but lack actionable insights. The conversation highlights the power of simplifying complex systems and introducing clarity through well-defined, binary, past-tense sales st...

In this episode, Paul Fuller is joined by Mike Koory, founder & CEO of Blue SalesFly, to talk about his new book, The Guide Selling System. Mike shares how traditional sales tactics often miss the mark by focusing on persuasion rather than understanding. His system encourages salespeople to act as guides, helping customers move from where they are to where they want to be.

Mike introduces the idea of using a structured, syst...

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.

Leslie discusses one of the biggest cha...