Art & Science of Complex Sales
Join us on the Art & Science of Complex Sales podcast by Membrain where we invite experts from the industry to discuss about different topics in the world of complex sales.
Episodes
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Britta Lorenz, Business Excellence and Enablement Lead at Growth Matters International, to explore what great enablement really means in complex sales.
Together, they unpack why sales enablement must start with humans not tools, how coaching becomes the real force multiplier for performance, and how leaders can balance AI efficiency with the trust an...
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Janice B. Gordon, founder of Scale Your Sales, to explore how revenue teams can become truly future fit.Together, they break down why most organizations still rely on outdated, internally focused processes, why customer excellence must drive every decision, and how data informed coaching can unlock the full potential of every seller on the team.
Beco...
In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Marylou Tyler, author of Predictable Revenue and Predictable Prospecting, to explore how her frameworks have evolved in the age of AI. Marylou shares how sales teams can embrace agentic AI, systems of specialized, single-task agents, to reduce busywork, boost quality conversations, and scale smarter.
Together, they unpack how automation and LLMs are ...
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 explore how a mindset shift around rejection can unlock untapped sales potential.
Together, they challenge the traditional obsession with getting to “yes” and make the case for measuring success by the number of “no's” you collect. From disqualification strategies t...
In this episode of The Art and Science of Complex Sales, Paul Fuller welcomes Colleen Stanley, sales leadership expert and author, to discuss her latest book Be the Mentor Who Mattered. Colleen shares why mentorship has never been more relevant and how small, intentional moments can create lifelong impact.
Together, they explore the modern challenges to building community in the workplace, the power of mentor intelligence, and how ...
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 brings 40 years of sales experience to the table, including 13 years specializing in fractional sales leadership.
Their conversation dives into the importance of aligning sales processes with buyer behavior, building agile playbooks, and bridging the gap between frontline ...
In this episode of The Art and Science of Complex Sales, Paul Fuller is joined by Steve Reid, CEO and founder of Venatas. With over three decades of experience in marketing, sales, and revenue leadership, Steve brings deep experience in helping venture-backed and scaling companies build buyer-led, high-performing sales organizations. Together, they explore why so many go-to-market teams underperform and what it really...
In this episode of The Art and Science of Complex Sales, Paul Fuller is joined by Adam Boyd, CEO of The Northwood Group. Drawing on a career in sales training and leadership development, Adam brings a rare combination of humility, practical wisdom, and candid storytelling. In this conversation, they explore what truly drives performance in sales and leadership and reveal why chasing someone else’s path often leads to ...
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...
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