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 sales enablement, coaching, and account management that sales leaders can apply immediately ..read more

As regular readers know, I often use baseball as an analogy to help readers more easily understand the many facets of selling.  We are going to discuss closing but we’ll begin with closing’s baseball cousin, scoring ..read more

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 ..read more

It may seem obvious on the surface what the purpose of your CRM system is. It’s to help your teams increase efficiency, provide insights into data, drive behaviors, and improve overall sales effectiveness. But what if the purpose of a CRM system is not what we want it to do, but what it is actually doing? Would you still say that the purpose of your CRM is to improve the effectiveness of your teams ..read more

Join us in this episode with Mario Martinez Jr. CEO and creator of FLYMSG.io, 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.  ..read more

I’ve been doing some work with a brilliant CRO. We’ve been reworking and implementing a revised selling/buying process. Their previous process was poorly defined, outdated, and people weren’t using it ..read more

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 eliminate chaos and foster a thriving sales team environment in this episode ..read more

I read an article about politics recently that got me thinking about the vocabulary we use in complex B2B sales. The article was talking about how every political ideology has catchwords that contain the ideas of that ideology. As soon as you hear those words, you know you’re dealing with that ideology ..read more

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 harness current trends to elevate your team's performance ..read more

There is so much conversation about win rates. But in those conversations, there’s a lot of misunderstanding. What we measure, how we measure it, varies tremendously. Some measure win rate from very first contact. Some measure it from the moment of qualification. Some measure it on a $ basis, some on a deal basis. Some measure win rates within live deals, some look at past deals ..read more