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
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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…
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Mastering High-Value Sales with Carajane Searcy Moore
40:54
40:54
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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…
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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) …
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The 3 Ts with Paul Fuller: Talent, Transformation & Technology
26:17
26:17
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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…
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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…
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Coaching for Sales Excellence │ Tony Cross
39:35
39:35
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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…
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Mastering Sales Leadership │ James Rores & Walter Crosby
45:53
45:53
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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…
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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…
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Generative AI Impact on Sales Training │ Joe Wikert
43:13
43:13
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43:13
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…
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Empowering Women in Sales │ Heidi Solomon-Orlick GirlzWhoSell
44:47
44:47
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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…
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Transformative Sales Strategies │ Mike Esterday
37:32
37:32
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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…
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Adapting to Change and AI │ Frank Cespedes
40:15
40:15
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40:15
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 …
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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…
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Sales Leadership Reinvented │ Steve Heroux
40:25
40:25
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40:25
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 …
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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…
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Cultivating a Thriving Sales Community │ Mike Stokes
40:19
40:19
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40:19
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…
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Insights into Effective Leadership │ Paul O'Donohue
50:18
50:18
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50:18
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…
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"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…
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Transforming Sales Leadership │Raymond Cardinale
38:34
38:34
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38:34
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…
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Redefining Sales Excellence │Kendley Davenport
46:05
46:05
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46:05
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.By Membrain
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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.By Membrain
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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…
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Sales Leadership and Team Transformation │ Kelly Riggs
39:23
39:23
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39:23
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…
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The Heart of Sales Excellence │ Two Tall Guys
44:32
44:32
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44:32
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…
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Navigating the Evolving World of Sales │ James Buckley
41:43
41:43
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41:43
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…
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Fostering Healthy Leadership (Part 2) │ Chris McAlister
35:33
35:33
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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.By Membrain
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Fostering Healthy Leadership (Part 1) │ Chris McAlister
37:10
37:10
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37:10
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…
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Cultivating a Culture of Value Creation │ Alan Versteeg
36:19
36:19
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36:19
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…
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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…
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Selling from the Heart (Part 2) │ Darrell Amy
47:27
47:27
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47:27
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…
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Selling from the Heart │ Larry Levine (Part 1)
44:04
44:04
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44:04
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 …
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From Coaching to Collaboration │ Yuri van der Sluis
42:34
42:34
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42:34
Yuri has devoted his career to helping sales professionals make a positive impact on those around them. He's founder of SalesHookup, and he has a particular passion for coaching and mentoring in sales, going so far as to create one of the first peer-to-peer mentoring technologies in the sales space. Navigating the Challenges of Sales Coaching and S…
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The Sales Coaching Revolution │ David Masover
39:46
39:46
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39:46
Get ready for a fresh season of the Art & Science of Complex Sales Podcast – it's the Coaching Season! In this episode, we're joined by David Massover, a Sales Management Coach and consultant from David Masover Sales Consulting. Tune in to hear David's journey, from facing challenges as a new salesperson to becoming a skilled coach. He'll share val…
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People, Methodology, and Strategy with Prima Resource
52:49
52:49
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52:49
For the 50th episode of the podcast, we welcome our guests Fred Lucas and Jon Lucas from Prima Resource. Together, we explore the challenges of hiring salespeople and the importance of using tools and data to predict sales performance. Tune in to hear about their personal experiences with hiring and the crucial role of instinct and experience in th…
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Co-Creating Value: A New Approach to Complex Sales with Walter Pollard
39:10
39:10
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39:10
Meet Walter Pollard, Founder of Brand Fuzion. He navigates the challenges of complex sales, emphasizing a customer-centric approach and collaboration to create value. Walter urges sales professionals to prioritize delivering value, and shedding biases. This episode explores the essential skills for mastering complex sales. Mindset in Sales and Lead…
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Importance of Context and Business Acumen with Dr. Howard Dover
48:11
48:11
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48:11
In today’s episode, we welcome Dr. Howard Dover, Director of the Center for Professional Sales and Sales Coach at the University of Texas at Dallas. We discuss the essential role of technology and business acumen in today's sales landscape, exploring the evolution of sales over the past two decades and emphasizing the importance of understanding cu…
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Podcast: Exploring Complex Sales Strategies and Success with Derek Baer
41:50
41:50
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41:50
Curious about setting yourself apart in the sales industry? This episode emphasizes the golden rule of sales - active listening. Today on the podcast, we welcome Derek Baer - Vice President of Corporate Training, Kurlan & Associates. From his humble beginnings as a golf caddy to an international salesperson, Derek offers his insights into the art o…
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Revamping Your Sales Approach with Mike Simmons
53:49
53:49
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53:49
Prepare for an exciting episode with Mike Simmons Co-founder of Catalyst A.C.T.S. Mike offers a fresh perspective to redefine your sales approach. In this episode, we challenge the traditional approach to sales, shifting the focus from persuading to buying, to solving the customer's problem effectively. Throughout the discussion, you'll gain valuab…
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Unlocking B2B Sales: A Conversation with Ed Porter
45:37
45:37
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45:37
Join us in this episode of the Art & Science of Complex Sales Podcast with Ed Porter from Blue Chip CRO. Ed’s insights into building and managing a successful inside sales team are invaluable, with a particular focus on the importance of process adherence. (0:15:38) - Building an Inside Sales Team (8 Minutes) Ed, reflects on his career trajectory, …
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Sales Skills and Mindset Barriers with Oliver Tuffney
49:19
49:19
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49:19
Switch gears with us as we delve into the mental roadblocks that can hamper a salesperson's performance with sales expert and coach, Oliver Tuffney, Engagement Director from Emerse Group. Sales Skills and Mindset Barriers (14:22) Olly & Paul discuss how through data-backed and objective findings, salespeople can be shown to have the capability and …
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The Impact of Data in Today’s Business Landscape: Interview with Ben Tagoe
36:29
36:29
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36:29
Have you ever experienced the power of data, how it shapes decisions, and the impact it can have on performance? Our guest, Ben Tagoe, CEO of Objective Management Group (OMG), takes us on a journey where he weaves his experiences in finance, data analytics, and into his current role. Utilizing Data to Improve Sales Performance (8:49) Ben shares a s…
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Qualification, Coaching, and Culture of Success: Interview With Mark Burton Brown
35:38
35:38
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35:38
Are you tired of the push and pull of sales? Then this episode will change your perspective. In an intriguing conversation with Mark Burton Brown from Engagement Partners, we redefine sales as a collaboration and problem-solving process. Importance of Qualification & Disqualification in Sales (09:16) Mark Burton, emphasizes the importance of both q…
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Rising Above Challenges: Interview with Carrie Richardson
52:36
52:36
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52:36
Ever wondered how selling vacuum cleaners door-to-door could possibly lead to owning two of the top sales call center operations in North America? Carrie Richardson, our guest for this episode, has accomplished just that and much more. From Alcoholism to Sales (07:32) Carrie discusses her past struggles with alcoholism and her journey to sobriety, …
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Building Trust and Confidence in Sales: Interview with Brian Kavicky
47:31
47:31
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Join us in today’s interview as we welcome the Co-founder of Lushin, Brian Kavicky to share his personal journey from how he started out with electrical wholesaling and ended up in the sales sector. Listen in as he details his early years in a management training program where he faced challenging accounts and learnt the importance of being present…
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Becoming the Happy Sales Manager with Gretchen Gordon
25:22
25:22
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25:22
Listen in as we welcome back Gretchen Gordon to explore the practical insights and actionable advice found in her new book, The Happy Sales Manager. With a rich background in sales and management, Gretchen uses her experiences to equip individuals looking to break into sales management, founders handling sales, and sales managers aiming to enhance …
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Coaching Your Way to Sales Excellence: Interview with David Mullins
34:55
34:55
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34:55
Join us in today’s episode with David Mullins, High Performance Sales Coach. David's a father of seven, a former pastor and a successful salesperson and leader across multiple industries and businesses. His greatest professional gift and joy is coaching people to help them achieve the right mindsets, skill sets and processes to exceed their largest…
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Building Sales Relationships with Casey Jacox
39:39
39:39
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39:39
Join us in this episode with Casey Jaycox, a star sales leader, executive leadership coach, and author of 'Win the Relationship, Not the Deal'. Drawing from his experiences in athletics, sales, and leadership, Casey unpacks how his self-belief paved the way for his success and helped him soar to his potential.…
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Insights on Relationships, Value and Design Thinking with Ashley Welch
37:34
37:34
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37:34
Ever wondered how a sales veteran approaches the process in a way that adds value for both parties involved? Join us in this episode with Co-founder of Somersault Innovation, Ashley Welch.By Membrain
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Effective Sales Preparation with Alison Fell
29:51
29:51
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29:51
Ever wondered how to prepare for a sales pitch without going down the rabbit hole of 'analysis by paralysis'? Join us as we explore the world of sales with Alison Fell, a seasoned professional who's mastered the art of effective communication and customer-centric selling in diverse sectors.By Membrain
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