Tibor Shanto

JUNE 17, 2021

I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. Setting sales goals where even a 70% level of achievement would be great. How would you know if your sales teams are Psychologically safe or not? Hear me out.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Cerebral Selling

MARCH 4, 2024

The Massive Impact of Great Sales Leadership I started my career as a research scientist before spending nearly two decades in sales leadership roles across four high-growth tech startups and five years as a Vice President at Salesforce. I’ve spent a lot of time studying the patterns and research around what makes great sales leaders.

Cross-sell 130

Cross-sell Sales Referrals Launch 130

Sales Hacker

JANUARY 16, 2018

A proper outbound sales strategy has real science behind it. Annual Recurring Revenue (ARR) in 6 months: our outbound sales system is fueling this growth. How To Build An Efficient Outbound Sales System. You can’t just start pounding the pavement with no direction and expect to achieve growth. Customer quality.

E-commerce 84

E-commerce Lead generation A/B testing Objectives and Key Results 84

Membrain

JUNE 18, 2023

In the latest episode of The Art and Science of Complex Sales podcast, Paul Fuller interviews Dr Yekemi Otaru , Co-founder & Chief Growth Officer of Doqaru Limited.

B2B 135

B2B Sales Engineering Growth 135

Membrain

JUNE 11, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Pete Evans, Head of Sales EMEA and Certified Coach of Emerse Group Limited, to explore essential fundamentals and foundations for salespeople.

Sales 130

Sales 130

Membrain

MAY 14, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with David Brock , Author of "Sales Manager Survival Guide,"​ & CEO at Partners In EXCELLENCE to chat about his problem-solving mindset and curiosity helps him understand problems and explore solutions.

Sales 134

Sales 134

Membrain

MAY 28, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Bob Apollo , CEO & Founder of Inflexion Point to discuss the importance of a customer-centric approach in sales.

Sales 129

Sales Customers 129

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

Veloxy

OCTOBER 26, 2023

Dreaming of a rewarding and challenging career in medical device sales? The medical device industry is poised to reach nearly $800 billion in global annual sales by 2030. Key Takeaways Become a medical device sales rep and gain exposure to the healthcare industry. You should be!

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

Membrain

MAY 7, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Scott Leese , CEO of Scott Leese Consulting to discuss how openness and connection is important in Sales Leadership.

Consult 130

Consult Sales 130

Membrain

JUNE 25, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Jorge Chavez , the President, and Caroline Chavez , the Vice President of Topaz Sales Consulting.

Consult 125

Consult Sales Trust Conversion 125

Membrain

MAY 21, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Jacco Van Der Kooij , the founder and Managing Partner of Winning by Design. They delve into the various aspects of successful SaaS sales teams and businesses.

Sales 130

Sales 130

STAR Results

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results. R – Rigors.

Territory 274

Territory Sales Relationship building Account management 274

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

GTM 81

GTM Sales Manufacturing Lead generation 81

Membrain

JULY 16, 2023

Welcome to this episode of The Art & Science of Complex Sales Podcast, with our special guest Fred Copestake , Founder & CEO of Brindis. Fred's sales journey began in an unexpected setting—a tile store nestled within a charming Victorian mill.

Sales 118

Sales 118

Membrain

MARCH 12, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Morne Smit , certified leverage sales coach and Founder at Emerse.

Sales 133

Sales 133

Membrain

JANUARY 15, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with sales expert Jennica Dixon , COO of Slattery Sales Group , for an insightful discussion on all things sales.

Sales 135

Sales 135

Martech

MAY 16, 2024

With the right approach, you can use automation software to deepen connections, deliver value, and deliver qualified leads to the sales team. Qualify Leads Automatically Your sales team can’t give equal time to every potential customer. Optimization science is focused on extracting the maximum potential of customer-facing technology.

A/B testing 123

A/B testing Campaign Lead generation Technology 123

Membrain

JUNE 4, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Matt Ferguson , the founder of MDF Coaching & Consulting. Matt shares his personal journey, we explore key takeaways that can empower professionals to excel in their roles.

Consult 130

Consult Sales 130

Membrain

JANUARY 22, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with sales expert Gretchen Gordon for a deep discussion of the complex world of B2B sales.

B2B 135

B2B Sales 135

Membrain

MARCH 5, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Mark Hunter , aka ‘The Sales Hunter’- the author of the best-selling books, High Profit Selling,​ High Profit Prospecting, and A Mind for Sales.

Sales 129

Sales Prospecting Sell 129

Membrain

JANUARY 29, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Walter Crosby , CEO of Helix Sales Development , to discuss his unique perspective on the world of sales with us.

Sales 130

Sales 130

Membrain

FEBRUARY 12, 2023

In this latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Peter Strohkorb to discuss how automated outreach and spam is ineffective and ruining the sales game for everyone.

Gaming 130

Gaming Sales 130

Membrain

APRIL 16, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Kent Malinowski , Founder and CEO of Successworks.

Sales 130

Sales 130

Sales Hacker

JUNE 12, 2018

On this episode of the Sales Hacker podcast, we talk with David Priemer , Founder of Cerebral Selling about using empathy in sales backed by science. . Managing a sales process that leverages natural buyer behavior. Subscribe to the Sales Hacker Podcast. 3) Highlights of David’s sales career [2:10].

Cold Call 44

Cold Call Objection handling Sales Quota 44

Understanding the Sales Force

SEPTEMBER 12, 2022

This is the science of sales performance and sales selection and the last time I wrote about it was in this article from February of 2022. For comparison, the most recent example of a blowhard writing junk science without being scientific about what top salespeople do differently can be found in this article from August of 2022.

Gaming 123

Gaming Sales Closing 123

Membrain

APRIL 9, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with James Rores , Founder and CEO of Floriss Group.

Sales 129

Sales 129

Jill Konrath

AUGUST 29, 2017

For the past couple years, I've been reading a lot of books about neuroscience, psychology and coginitive thinking. Because I think we've reached a point where the environment we live in and the ways we work are getting in our way.

Sales 74

Sales 74

Membrain

FEBRUARY 5, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Warwick Brown for a deep discussion about key account management.

Account management 129

Account management Sales 129

Membrain

MARCH 12, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Morne Smit , certified leverage sales coach and Founder at Emerse.

Sales 118

Sales 118

Cerebral Selling

SEPTEMBER 27, 2022

This is leaving sales leaders and reps alike struggling to figure out: How to handle new objections they’ve never heard before. Unfortunately, this lack of perspective can lead to lack of conviction in your sales motion, threatening your revenue growth and indeed, the culture within your sales team. Empathize & Triage.

Objection handling 207

Objection handling Sales Construction Growth 207

Membrain

FEBRUARY 19, 2023

In this latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Matt Dixon , co-author of the JOLT Effect , to discuss why buyers stall out and end in no-decision, as well as what salespeople can do about it.

Sales 129

Sales 129

Martech

OCTOBER 6, 2023

New martech tools focus on measuring marketing impact, tracking customer journeys and analyzing sales funnels. Alignment isn’t limited to sales and marketing — it extends to marketing operations, sales operations, and data science. Such knowledge gaps keep these powerful insights from being brought to light.

SQL 135

SQL Pipeline Education Campaign 135

Membrain

NOVEMBER 19, 2023

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.

Inside sales 78

Inside sales Sales Process 78

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. This isn’t science fiction. What is Predictive Sales Analytics? Why is the Data so Important?

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Heinz Marketing

DECEMBER 14, 2023

By Sheena McKinney , Business Operations & Marketing Assistant at Heinz Marketing Most marketers are familiar with the best-selling, industry changing The Challenger Sale and The Challenger Customer. Known as having the “biggest crystal ball in B2B sales,”. He dropped some not-yet and little-known details just for us.

B2B 124

B2B Sales Presentation Clients 124

Membrain

JANUARY 6, 2024

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. He'll share valuable tips about the art of selling successfully.

Consult 68

Consult Sales Sell 68