Shows
Art & Science of Complex SalesProgress not Perfection with Sebastian KarlssonIn 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 shares a personal story about starting small with fitness and how that idea translates to improving in sales.He also talks about the uncomfortable but powerful habit of watching r...2025-06-1327 min
Art & Science of Complex SalesRethinking Sales with Zack and NickSales 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 better results for individuals, teams, and businesses alike.2025-05-0937 min
B2B Legends Show - By Oneflow10. Challenging the norm: Lessons in sales, leadership, and innovation - George Brontén, CEO & Founder of MembrainIn this episode, George Brontén, CEO & Founder of Membrain, shares his entrepreneurial journey, insights into sales management, and the challenges faced in building successful teams.He discusses the importance of understanding one's values, the role of AI in sales, and the need for continuous personal and professional development.George emphasizes the significance of building trust in sales and the necessity of investing in people to navigate the complexities of the B2B landscape.Chapters:00:00 George Brontén's entrepreneurial journey07:06 The inspiration behind Membrain10:48 Ch...2025-02-1826 min
Art & Science of Complex SalesNavigating Complex Challenges in Sales │ Amy FrankoJoin us as we welcome Amy Franko, the Founder of Amy Franko Associates to the show for an insightful discussion on navigating sales challenges across various industries. Amy's impressive journey from her early days at IBM and Lenovo to her current role in entrepreneurship offers a wealth of experience. She shares how her initial positions, surrounded by successful female leaders, shaped her approach to enhancing sales strategies for mid-market organizations, particularly in professional services, technology, and manufacturing.
Essential Skills for B2B Sales Success in Complex Markets (7:56)
Paul and Amy discuss the evolving skill sets required for...2024-12-0635 min
Art & Science of Complex SalesSales in a Digital World │ Anthony NicksEver wondered how to master the balance between automation and personal touch in sales? Join us in this episode with our guest, Anthony Nicks, Founder, CEO at Transformative Sales Systems.
Anthony, a pioneer in fractional sales management, shares his journey from a mechanical engineering background to a successful career in sales. He delves into the key challenges faced by CEOs and business leaders as they navigate the ever-changing sales landscape, emphasizing the increasing importance of fractional sales management. Drawing on his expertise, Anthony provides insights into leveraging emerging sales strategies, such as the revival of c...2024-11-2940 min
Art & Science of Complex SalesThe Evolving Landscape of Sales Development │ Alan MaguireJoin us as we welcome back Alan Maguire, the Founder/CEO of ESI to discuss the evolving trends in B2B sales, focusing on talent strategy and the nuanced distinction between training and education. Alan sheds light on how organizations are now more than ever investing in commercial talent to navigate the complexities of modern sales environments.
From Training to Talent Strategy (00:22)
Paul Fuller and Alan Maguire discuss the shifting landscape of B2B sales, particularly in SaaS, where companies are moving from high-volume, metrics-driven strategies to a focus on developing sophisticated sales skills. Alan ar...2024-11-2238 min
Art & Science of Complex SalesStrategic Hiring and Sales Leadership │ Andy MillerJoin us as we present a remarkable conversation with Andy Miller, the visionary CEO of Big Swift Kick. Andy's fascinating career journey takes center stage, tracing his path from special education teacher to the helm of sales leadership.
Hear firsthand how Andy navigated the early storms of his sales career, overcoming the odds with sheer determination and strategic thinking. His story offers invaluable insights into the world of talent development, emphasizing the power of resilience and the impact of mentorship in shaping a successful career.
Curiosity and Strategic Hiring (6:59)
The...2024-10-2542 min
Art & Science of Complex SalesThe Power of Gratitude and Resilience │ Chris WallaceChris Wallace's journey is a testament to the transformative power of mindset and resilience. As an Executive Sales Consultant and Executive Sales Coach at Saratoga Sales Consulting, Chris brings not only his expertise but also his personal experiences to the table. In a heartfelt conversation, he shares how starting business meetings with genuine positivity and gratitude can set the tone for success, even amid difficulties. These principles became especially significant during his battle with pancreatic cancer, where humor, community, and a grateful mindset were essential tools for resilience. Chris's story exemplifies how personal challenges can be overcome by fostering...2024-10-1837 min
Art & Science of Complex SalesDriving Success through Customer Value │ Mark BoundyJoin us for a conversation with Mark Boundy, Chief Clarity Officer and founder of Boundy Consulting LLC. From his humble beginnings in retail sales to his influential role at WL Gore Associates, Mark has honed a profound understanding of customer perceived value. This insight not only shaped his career but also led him to pen the transformative books Radical Value and The Infinity Effect. In our conversation, we uncover the essential strategies for establishing a common definition of value within sales teams, which in turn boosts win rates, shortens sales cycles, and enhances pricing.
The importance o...2024-10-1141 min
Art & Science of Complex SalesUsing Talent as a Growth Strategy │ Mike CarrollWhy do so many managers fall into the trap of reactive hiring, and what can be done to avoid it? Discover the transformative insights of Mike Carroll, the founder and CEO of Intelligent Conversations.
This episode challenges traditional hiring practices, advocating for a perpetual talent scouting mindset. Mike discusses the critical mistake of waiting for need-based hiring and the benefits of always keeping an eye out for exceptional candidates.
Always-on Talent Acquisition Mindset (9:04)
This chapter addresses the critical mistake of reactive hiring by managers and its detrimental impact on bu...2024-10-0445 min
Art & Science of Complex SalesWhy Authenticity Matters │ Tom StarckCan you imagine the transition from professional athletics to becoming a top sales leader in the motorsports industry? Meet Tom Starck, Practice Partner of SalesStar Texas, who has done just that. In this episode, Tom takes us through his incredible journey, starting from his early days in retail and bartending. He reveals how these foundational experiences taught him the art of building trust and relatability with customers.
Fostering Genuine Client Excitement in Sales (12:53)
The conversation focuses on authentic excitement in leadership and sales, highlighting the importance of emotional investment from clients. Genuine enthusiasm for driving ch...2024-09-2040 min
Art & Science of Complex SalesCreating Self-Accountability │ Keith RosenCan mastering selflessness and curiosity revolutionize your sales game? Join us for an inspiring conversation with Keith Rosen, CEO of Profit Builders. Keith brings a wealth of knowledge on cultivating a thriving sales culture that transcends metrics. He shares the core principles of his holistic coaching approach, which encompasses selflessness, presence, curiosity, and robust family support.
Creating Self-Accountability and Time Management (10:11)
This chapter examines the importance of aligning actions with core values to achieve integrity and personal fulfillment. The common struggle leaders face with time management and its impact on honoring values is explored. The si...2024-09-1344 min
Art & Science of Complex SalesRethinking Revenue │ Beth YehaskelWelcome to another episode of The Art and Science of Complex Sales. Today, we’re joined by Beth Yehaskel, Owner and Interim GTM Executive of Elevate GTM Executives LLC. In this episode, Beth delves into the post-pandemic shifts in SaaS sales strategies, explaining why companies are transitioning from aggressive growth tactics to more sustainable, cost-efficient approaches. She also shares her insights on managing a company as an integrated system, highlighting the critical role of coordinated leadership and data-driven decision-making, particularly as companies scale beyond the $10 million mark.
Adapting Revenue Strategy Post-Pandemic (04:58)
This chapter examines the significant shifts in...2024-09-0641 min
Art & Science of Complex SalesInnovative Approaches to Sales Success │ Roderick JeffersonHow can the integration of strategies, processes, and technologies revolutionize the customer lifecycle from lead generation to post-sales retention?Join us with Roderick Jefferson, CEO of Roderick Jefferson & Associates.
In this conversation, Roderick unpacks the evolution of sales enablement into broader revenue and go-to-market enablement. Listen as Roderick shares his invaluable insights on aligning business lines, measuring revenue impact, and enhancing talent through deeper discovery and business acumen.
Integrating Sales Enablement (8:52)
In this discussion, the focus is on how to effectively execute sales enablement within an organization. It starts with...2024-08-2342 min
Art & Science of Complex SalesShifting Mindsets │ Jill PedersenIf 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 Art of Prospecting (8:47)
Jill emphasizes the importance of active prospecting and personalized communication in reaching potential clients. She stresses that relying solely on digital communication is insufficient; a multi-platform approach is necessary to determine the preferred communication method of eac...2024-08-1640 min
Art & Science of Complex SalesMastering High-Value Sales │ Carajane Searcy MooreWhat 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 insights into the complexities of large-scale business transactions and the crucial role of coordinating with numerous stakeholders.
Strategies for Complex Sales Success (13:50)
This chapter focuses on the intricate processes involved in identifying and securing large-scale business deals. The importance of having a...2024-08-0940 min
Art & Science of Complex SalesFrom Quotas to Champions │ Ken LundinUnlock 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)
Paul asks Ken about the biggest issues in sales today. Ken highlights the major shift in employer-employee relationships due to remote work, which has made managing teams more challenging and decreased productivity. He mentions a significant drop in quota attainment and a lack of b...2024-08-0241 min
Art & Science of Complex SalesThe 3 Ts: Talent, Transformation & Technology │ Paul FullerJoin 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 environment defined by skills gaps and high turnover.
The 3 Ts (0:48)
The framework of "three T's" for scalable sales organizations—Talent, Transformation, and Technology—encompasses optimizing talent alignment, integrating comprehensive sales methodologies and continuous support for growth, and leveraging technology to foster...2024-07-2626 min
Art & Science of Complex SalesTransforming Sales Teams │ JP-UrruchuaWhat 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, JP shares invaluable lessons from his diverse background and how they shaped his approach to building and coaching effective sales teams.
Choosing a Career in Sales (9:05)
This chapter discusses the decision to pursue a career in s...2024-07-0533 min
Art & Science of Complex SalesCoaching for Sales Excellence │ Tony CrossCould 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's personal journey, including his bold move to Mauritius to expand his business, has fueled his passion for driving success across companies, communities, and families.
Increasing Demand for Individualized Sales Coaching (13:58)
This chapter examines the increasing demand for coaching among sales p...2024-06-2839 min
Art & Science of Complex SalesMastering Sales Leadership │ James Rores & Walter CrosbyIn 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 promoting top sales performers into leadership roles without proper training is explored, along with the assumption that sales success naturally translates into effective leadership. James and Walter share personal anecdotes and discuss the importance of earning respect and trust to be...2024-06-2145 min
Art & Science of Complex SalesHeartfelt Sales Leadership │ Brent LongUnlock 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 thriving sales team rooted in mutual agreement and authentic connections.
Heart-Centered Leadership (04:54)
Paul Fuller and Brent Long discuss the essence of effective sales leadership. Brent emphasizes the importance of understanding the quality of each sales call before increasing the quantity. Rather than merely managing by n...2024-06-1442 min
Art & Science of Complex SalesGenerative AI Impact on Sales Training │ Joe WikertDiscover 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 prospecting and relationship-building.
Integration of AI in Sales Methodology (12:50)
Paul Fuller and Joe Wikert explore advancements in sales data collection, particularly through AI. Joe talks about tools like Teams and Fathom, which assist by analyzing conversations and preloading CRM systems with data, though he...2024-06-0743 min
Art & Science of Complex SalesEmpowering Women in Sales │ Heidi Solomon-Orlick GirlzWhoSellWith 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 selling mindset for success.
Redefining Sales Leadership (10:17)
Paul and Heidi discuss the evolution of sales leadership, with Heidi highlighting that effective leadership involves inspiring and motivating people, translating vision into reality, and balancing strategic and tactical skills. Heidi emphasizes the biases women face in leadership r...2024-05-3144 min
Art & Science of Complex SalesTransformative Sales Strategies │ Mike EsterdayThere'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 Mike Esterday, Ceo of Integrity Solutions. Mike is also co-author of a recent sales book - Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance.
Coaching for Impact (8:42)
Paul asked Mike for advice on coa...2024-05-2437 min
Art & Science of Complex SalesAdapting to Change and AI │ Frank CespedesJoin 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 success of their sales teams. Frank discusses challenges sales leaders face, including transitioning from individual contributor to manager, the increasing transparency of sales data, and the shift to an omni-channel buying world. He highlights the need for sales leaders to dev...2024-05-1740 min
Art & Science of Complex SalesPeople-First Approach │ Neal GlattScaling 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 journey of scaling a sales team from one to forty million in revenue. He emphasizes the importance of intrinsic trust among team members, which was pivotal in their success. Initially, with a small team, trust and familiarity were ingrained, leading to seamless collaboration and problem-solving. However, as...2024-05-1045 min
Art & Science of Complex SalesSales Leadership Reinvented │ Steve HerouxUncover 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 Culture that Attracts Success (15:01)
In a recent conversation, Paul and Steve discussed "pushing and pulling" in sales. Instead of aggressively pushing products, successful salespeople focus on great service, naturally drawing people in. Renowned colleges don't need heavy recruitment; t...2024-05-0340 min
Art & Science of Complex SalesValue-Driven Solutions │Jermaine EdwardsJoin 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 proving capability in B2B sales, specifically addressing the issue of indecision as a significant barrier. He wonders if his understanding of this gap is accurate.
Jermaine agrees with Paul's assessment and then delves into the concept of cognitive load, explaining...2024-04-2640 min
Art & Science of Complex SalesCultivating a Thriving Sales Community │ Mike StokesMeet 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 making enriching decisions.
Essential Traits and Challenges in Sales Leadership (12:24)
Paul and Mike discuss the challenges and essential qualities of effective sales leadership. Mike emphasizes that sales leaders often face diverse challenges and may need more support from leaders who are from a...2024-04-1940 min
Rethinking RevenueEp. 14 | The Sales Learning Journey | Nick Massaro, Sales Effectiveness Consultant at MembrainHave a seat, pour a drink, light up a cigar, and enjoy our 2nd in-person episode with another friend and colleague Nick Massaro, Sales Effectiveness Consultant at Membrain. We recorded this podcast at a local cigar lounge in Columbus, Ohio and Nick graciously allowed us to use his recording equipment.
Does this sound familiar? You've been told to just rely on the product you're selling or the market you're selling to, but it only gets you so far. The pain of feeling stuck in a sales process that doesn't fully work for you. It's time to rethink...2024-04-1552 min
Art & Science of Complex SalesInsights into Effective Leadership │ Paul O'DonohueJoin 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 towards achieving excellence in sales transformation. He emphasizes the importance of mindset and root cause analysis in addressing sales challenges. Paul highlights the role of leadership in fostering a positive culture, underscoring the CEO's impact on organizational growth and development.
The Leadership Mindset and Culture (22:29)
...2024-04-1250 min
Art & Science of Complex SalesWimp Junction │ Jennica Dixon"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 terrain, sharing her expertise on 'Wimp Junction' from their book that shakes up the B2B sales playbook. It's a candid look at the power dynamics that unfold during sales negotiations and a masterclass in maintaining leverage to secure not...2024-04-0417 min
Art & Science of Complex SalesTransforming Sales Leadership │Raymond CardinaleCEO 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 story – he opens a playbook of strategies and wisdom that can reshape the way we approach sales excellence.2024-03-2938 min
Art & Science of Complex SalesRedefining Sales Excellence │Kendley DavenportJoin 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.2024-03-2246 min
Art & Science of Complex SalesDecoding Sales Success │Barbara SpectorJoin 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.2024-03-1538 min
Art & Science of Complex SalesGame Plan for Business│Ryan JohnsonDiscover 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 journey from being a disciplined athlete to applying those principles in his recruiting career and eventually in executive leadership. Despite not being the most talented player, he relied on grit and ingenuity to excel. He emphasizes the importance of doing more with less, learning from lower le...2024-03-0833 min
Art & Science of Complex SalesSales Leadership and Team Transformation │ Kelly RiggsUnlock 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 transforming potential into stellar performance, discussing the evolution from top-tier salesperson to a formidable sales leader. Kelly shares personal anecdotes and hard-earned wisdom on hiring and developing a team that not only meets but exceeds their goals.
Developing Middle and Upper Management Leaders (10:24)
M...2024-03-0639 min
Art & Science of Complex SalesThe Heart of Sales Excellence │ Two Tall GuysEver 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 pushing a product; it's about providing tailored solutions that align precisely with customer values.
Nurturing Trust through Talent Development (14:22)
The question of improving trust arose in the context of organizing talent acquisition and development. Kevin highlighted th...2024-03-0144 min
Art & Science of Complex SalesNavigating the Evolving World of Sales │ James BuckleyHave 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 discuss the importance of agility and continuous learning, diving into how the best in the business use technology to their advantage and focus on selling to the right prospects to ensure long-term success and minimize churn.
Adapting Sales Str...2024-02-2341 min
Art & Science of Complex SalesFostering Healthy Leadership (Part 2) │ Chris McAlisterIn 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.2024-02-2135 min
Art & Science of Complex SalesFostering Healthy Leadership (Part 1) │ Chris McAlisterHitting 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 addressing their needs, often before they realize them.
Understanding Insecurities in Sales (11:45)
Paul and Chris discuss the importance of leading for impact in sales. They discuss how insecurities, often stemming from leadership, impact sales teams. Chris emphasizes that personal insecurities shape h...2024-02-1637 min
Art & Science of Complex SalesCultivating a Culture of Value Creation │ Alan VersteegEver 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 correction to boost sales efficacy.
Cultivating a Culture of Value Creation (6:45)
This conversation between Paul and Alan focuses on transforming sales conversations to have a lasting impact. Alan emphasizes embedding key disciplines within the sales culture, rather than merely focusing o...2024-02-0936 min
Art & Science of Complex SalesOrchestrating Success │Paula S WhiteIn 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. Inspired by the band's energy, she created communication archetypes with a team of experts, highlighting the drummer's role as a metaphor for forward-thinking leaders. Paula stresses the importance of understanding one's communication style for effective coaching and leadership, emphasizing the T-R-U-E elements of tr...2024-02-0237 min
Art & Science of Complex SalesSelling from the Heart (Part 2) │ Darrell AmyJoin 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 investing in your team and your craft and the significant influence that effective coaching has on individual and collective sales performance.
Fulfillment in Sales Careers (14:42)
This chapter explores the co...2024-01-2647 min
Art & Science of Complex SalesSelling from the Heart │ Larry Levine (Part 1)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 selling, shares riveting insights into how a service-centric approach isn't just nice to have—it's the lifeblood of sales mastery. With stories from his own journey of discovering his "why," he paints a vivid image of how connecting with our own pu...2024-01-1944 min![Sales [UN]Training](https://static.libsyn.com/p/assets/5/d/6/1/5d61c1d31fe30084e55e3c100dce7605/SUNT_podcast_logo_square_3000x3000.png){kind=logo}
Sales [UN]Training3 Keys to a Dynamic Sales Training Methodology with Paul Fuller, CEO, MembrainIn this episode of Sales [UN]Training, host Kelly Riggs engages in a thought-provoking conversation with Paul Fuller, CRO of Membrain. Fuller brings a wealth of experience from founding and leading successful growth organizations and has a deep understanding of B2B sales dynamics. The episode dives into the systemic issues plaguing traditional sales training, advocating for a more holistic approach that goes beyond mere checklists of skills and product knowledge. Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining Fuller emphasizes the importance of a three-pronged strategy in...2024-01-1630 min
Art & Science of Complex SalesFrom Coaching to Collaboration │ Yuri van der SluisYuri 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 Self-Empowerment (13:26)
In this conversation, Paul discusses the challenges in sales coaching worldwide, emphasizing the need for someone to guide salespeople through deals and provide valuable feedback. Yuri responds to the question of how individuals ca...2024-01-1242 min
Art & Science of Complex SalesThe Sales Coaching Revolution │ David MasoverGet 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 valuable tips about the art of selling successfully. Together, we'll explore how important good coaching and mentorship are in tackling the world of sales.
Sales Coaching and Making Connections (13:08)
This chapte...2024-01-0539 min
Art & Science of Complex SalesYear-end Reflections with Paul Fuller2023-12-2719 min
Art & Science of Complex SalesPeople, Methodology, and Strategy with Prima ResourceFor 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 the process.
Building a Great Sales Team (17:07)
This chapter explores the topic of building a successful sales team. We discuss the three key levers that contribute to a strong sales team: people, methodology, a...2023-12-2052 min
Art & Science of Complex SalesCo-Creating Value: A New Approach to Complex Sales with Walter Pollard
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 Leadership Importance (8:45)
This chapter explores the concept of VUCA - volatility, uncertainty, complexity, and ambiguity - and its impact on our daily lives, particularly in the fast-paced world of digital transformation and economic downturn. We discuss how the US Ar...2023-12-1539 min
Two Tall Guys Talking SalesElevating Sales Success: Insights from Membrain's Chief Revenue Officer Paul FullerWelcome to another insightful episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey engage in a compelling conversation with Paul Fuller, the Chief Revenue Officer of Membrain. In this episode, they delve into the challenges and strategies of leading a sales team, especially as we approach the new year with fresh goals and targets. Key Topics Discussed: The Role of a Chief Revenue Officer: Paul Fuller shares his experiences and responsibilities in driving sales and revenue growth. Motivating Sales Teams for the New Year: Strategies to inspire and prepare sales teams...2023-12-1214 min
Art & Science of Complex SalesImportance of Context and Business Acumen with Dr. Howard DoverIn 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 customer business contexts.
Business Acumen in Sales (11:59)
This chapter explores the importance of agility in sales and its impact on sales effectiveness. The host engages with experts in the field, including alumni and sales professionals, to u...2023-12-1148 minTwo Tall Guys Talking SalesNavigating B2B Sales Complexity- Insights from Membrain's CRO Paul FullerWelcome to another engaging episode of "Two Tall Guys Talking Sales," where hosts Kevin Lawson and Sean O'Shaughnessey are joined by a special guest, Paul Fuller, the Chief Revenue Officer at Membrain. In this episode, they dive deep into the world of CRM systems, discussing how salespeople can be more productive and the evolving role of technology in sales. Get ready for an insightful conversation that challenges conventional CRM perspectives and offers fresh strategies for sales success. Key Topics Discussed: Redefining CRM Systems: Exploring the shift from traditional CRM to sales optimization platforms and how this...2023-12-0514 min
Art & Science of Complex SalesPodcast: Exploring Complex Sales Strategies and Success with Derek BaerCurious 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 of selling. Let’s dive in!
Effective Listening and Differentiation in Sales (8:53)
Derek, a former SDR turned outside salesperson, emphasizes how crucial it is to listen to prospects to understand their concerns and tailor the sales pitch...2023-12-0141 min
Art & Science of Complex SalesRevamping Your Sales Approach with Mike SimmonsPrepare 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 valuable insights into strategic sales management, improved practices, and logical, data-driven approaches that promise to propel you in your sales journey.
Sales Problem Solving and Decision Making (12:09)
Explore the concept of problem-solving in sales methodology. We introduce a hex...2023-11-2453 min
Art & Science of Complex SalesUnlocking B2B Sales: A Conversation with Ed PorterJoin 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, starting from a call center to joining a software company that developed call recording software. He transitioned to building a channel division, despite initially knowing nothing about channel selling. Ed later built an inside sales...2023-11-1745 min
Art & Science of Complex SalesSales Skills and Mindset Barriers with Oliver TuffneySwitch 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 potential to have successful CEO conversations. We then discuss how role practice is key to overcoming this mindset and becoming a successful salesperson.
Transitioning From Inbound to Outbound Sales (22:43)
Paul and Oliver discuss the changing dyn...2023-11-1049 min
Art & Science of Complex SalesThe Impact of Data in Today’s Business Landscape: Interview with Ben TagoeHave 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 story of how he used Objective Management Group's candidate assessment to make a difficult decision between two candidates he was fond of. The assessment revealed that one candidate had higher responsibility scores and that one p...2023-11-0336 min
Art & Science of Complex SalesQualification, Coaching, and Culture of Success: Interview With Mark Burton BrownAre 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 qualification and disqualification in business and sales. He shares how disqualification is even more critical than qualification based on his experiences and provides an example of a client who saved time by disqualifying certain leads. The subsequent conversation between Paul and Mark underscores th...2023-10-2735 min
Art & Science of Complex SalesRising Above Challenges: Interview with Carrie RichardsonEver 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, which she achieved in her 30s. She found that in sales, as long as she met her targets, her bosses were more forgiving of her behavior. She talks about her experience in sales, starting with selling vacuum cleaners door-to-door in a c...2023-10-2052 min
Art & Science of Complex SalesBuilding Trust and Confidence in Sales: Interview with Brian KavickyJoin 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 in conversations.
On-the-Job Learning (8:44)
Paul discusses the value of Brian's three-year management training program, which shaped his career. Brian explains that the industry faced challenges in finding managers, so they recruited flexible individuals like...2023-10-1347 min
Art & Science of Complex SalesBecoming the Happy Sales Manager with Gretchen GordonListen 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 their performance.2023-10-1125 min
Art & Science of Complex SalesCoaching Your Way to Sales Excellence: Interview with David MullinsJoin 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 stretch goals.2023-10-0634 min
Art & Science of Complex SalesBuilding Sales Relationships with Casey JacoxJoin 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. 2023-09-2939 min
Art & Science of Complex SalesInsights on Relationships, Value and Design Thinking with Ashley WelchEver 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. 2023-09-2237 min
Art & Science of Complex SalesEffective Sales Preparation with Alison FellEver 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. 2023-09-1529 min
Art & Science of Complex SalesFrom Nurturing Relationships to the Importance of Building a Network With Meridith PowellJoin us as we speak with Founder & CEO of MotionFirst, Meridith Elliott Powell. Meridith shares her unique perspective, viewing sales as a process of using information to help customers realize their dreams. It's not about aggressive pitches and closing deals; it's about curiosity, active listening, and understanding. A transformative approach that puts the customer's dreams and goals at the forefront.2023-09-0841 min
Art & Science of Complex SalesThe Interplay of Trust, Speed, and Sales in Marketing with Randy GersonEver wondered how speed, trust, and sales intermingle in the complex world of marketing? In today's episode we have our special guest Randy Gerson, CEO of Gerson & Associates. As a standout salesperson at Xerox and an influential marketer, Randy brings a unique perspective to the table that you won't want to miss.2023-09-0143 min
Art & Science of Complex SalesOmnichannel, Hiring, and Leadership with Frank CespedesToday we have an incredible mind and author in the world of sales - Frank Cespedes, a senior lecturer at Harvard Business School. Frank is also the author of the recent essential book for sales leaders ‘Sales Management that Works how to Sell in a World that Never Stops Changing.’2023-08-2743 min
Art & Science of Complex SalesThe Power of Recognition and Skill Development with Alan MaguireDid you know there's a global shortage of sales talent?" That's the provocative question we tackle head-on with our guest, Alan Maguire, Founder of ESI in our latest episode. 2023-08-1839 min
Art & Science of Complex SalesFrom Marketing to Sales with Carol MahoneyAre you ready to challenge your beliefs about sales and uncover the transformative power it holds? As an entrepreneur, sales expert, and author, Carol's groundbreaking perspective on sales has turned the conventional wisdom on its head. She paints a new picture, asserting that sales isn't a necessary evil, but an enriching exchange of value.2023-08-1235 min
Art & Science of Complex SalesData-Driven Accountability and Transformative Strategies with Alex ChanNavigating through tough times can be quite a challenge, especially for CEOs looking to boost shareholder value and profits. Join us in today’s episode with SalesStar's Global Director of Learning, Alex Chan as we delve into how managers can hold their teams accountable and the importance of data-driven decision making.2023-08-0438 min
Art & Science of Complex SalesThe Changing Landscape of Sales With Jason HowesEver wondered what the secret to successful sales is? Join us as we sit down with Jason Howes, the Founder and Managing Director of Arrow Executive Sales. Listen as we dive into the intricate details of sales strategies and the inherent challenges that come with them. From Jason's eight and a half years on the road, to managing one of Australia's biggest accounts, he provides valuable insights into the world of sales.
Read the blog: https://docs.google.com/document/d/13FOcKSnxom3wXaShSkQFkyUHUJ9Kt5fzzA1yBRz-npQ/edit2023-07-2838 min
Art & Science of Complex SalesPrescribing Success - Insights from Sarah DownsEver wondered how a background in nursing could shape a unique and effective sales approach? Join us as we get down to the nitty-gritty with Sarah Downs, Founder and Partner of Doqaru. Sarah shares how her background in nursing has shaped her approach to sales, likening the process to a patient's journey from evaluation to diagnosis.2023-07-2140 min
Art & Science of Complex SalesUnraveling the Sales Puzzle with Modern Techniques With Fred CopestakeWelcome 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. Learn about his fascinating journey which began from an industrial company to leading a sales academy and how his experiences shaped his perspective of sales. 2023-07-1437 min
Art & Science of Complex SalesWhale Hunting for Winning Bigger Deals with Barbara Weaver SmithWelcome to this episode featuring Dr. Barbara Weaver Smith, the founder and CEO of The Whale Hunters®, co-author of Whale Hunting: How to Land Big Sales and Transform Your Company and author of Whale Hunting with Global Accounts.
Join us as we explore the essence of sales, the importance of value exchange, and the transformative whale hunting methodology that fuels enterprise success.2023-07-0744 min
Art & Science of Complex SalesConversations That Sell with Frank NiekampIn the fast-paced world of sales, where every interaction counts, how can businesses ensure they drive successful outcomes? Recently, Paul Fuller sat down with Frank Niekamp, Strategic Growth Advisor at SalesStar, to delve into the secrets behind effective sales strategies. Their conversation was packed with invaluable insights, shedding light on the power of conversation as the core currency of successful sales.2023-06-2943 min
Art & Science of Complex SalesFostering Rapport With Customers In Sales With Topaz Sales ConsultingIn 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. Throughout the conversation, they touch upon various key highlights, including the significance of intent, building rapport and trust, the importance of asking personal questions as a learned behavior, and effective sales tactics.
2023-06-2345 min
Art & Science of Complex SalesStrategies and Insights with Yekemi OtaruIn 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. From engineering's hidden problem-solving to marketing's customer-centricity and sales' emphasis on listening, Yekemi shares her strategies and insights on how to tackle problems that truly matter within the B2B industry. 2023-06-1640 min
Art & Science of Complex SalesHow to focus on fundamentals and foundations with Pete EvansIn the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Pete Evans, CEO of Ventas Sales, to explore essential fundamentals and foundations for salespeople.2023-06-0941 min
Art & Science of Complex SalesThe Power of Data-Driven Decision Making and Empowering Teams with Matt FergusonIn 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. 2023-06-0244 min
Art & Science of Complex SalesCustomer-centric approach in sales with Bob ApolloIn 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. 2023-05-2645 min
Art & Science of Complex SalesAdapting to the New Era of Selling With Jacco van der Kooij (Part 2 of 2)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.2023-05-2444 min
Art & Science of Complex SalesAdapting to the New Era of Selling With Jacco van der Kooij (Part 1 of 2)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.2023-05-1928 min
Art & Science of Complex SalesWhy Curiosity Matters with David BrockIn the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with David Brock, Author "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.
2023-05-1341 min
Art & Science of Complex SalesPreparing The Next Generation of Sales Experts With Don Zebe, John Ney & Shane Hunt from Idaho State UniversityIn this episode of The Art & Science of Complex Sales Podcast, Paul Fuller joins Don Zebe, John Ney & Shane Hunt from Idaho State University to talk about how they are effectively equipping and shaping the next generation of Sales Experts.2023-05-1023 min
Art & Science of Complex SalesThe Importance of Openness and Connection in Sales Leadership With Scott LeeseIn 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.2023-05-0831 min
Art & Science of Complex SalesRedefining Sales in the Age of Commoditization With Bryan Gray & Meg KopkaIn the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Revenue Path Group's CEO, Bryan Gray, and the company's Director of Customer Success Team, Meg Kopka. The conversation covered a range of topics, including redefining sales in an age of commoditization and the "Three Deadly C's."2023-04-2851 min
Art & Science of Complex SalesThe Human-Centered Approach to Sales With Andy PaulIn the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Andy Paul, Author of "Sell Without Selling Out" to discuss about the importance of coaching, and the need for a human-first approach to selling. 2023-04-2054 min
Art & Science of Complex SalesThe Future of Sales with Kent MalinowskiIn the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Kent Malinowski, Founder and CEO of Successworks to discuss the impact of his work on his students and how it transforms them.
2023-04-1338 min
Art & Science of Complex SalesLeadership Styles With James RoresIn 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. Tune in to this episode of the Art & Science of Complex Sales podcast to gather tips on how you can operate from a place of security and build a values-driven organization which can thrive!2023-04-0742 min
Art & Science of Complex SalesTransforming Sales Through Data with Dave KurlanIn the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Dave Kurlan, Founder & Senior Advisor of Objective Management Group and discusses the importance of how data and coaching can help transform sales.2023-03-3149 min
Art & Science of Complex SalesIdentifying an ideal customer profile with Bryan WhittingtonIn the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Bryan Whittington, Founder of EBS Growth to talk about trigger events and project management in sales.2023-03-2440 min
Den hybrida kundresan30: Viljan att lyfta säljyrket och stötta säljare inom komplex B2B försäljning (med George Brontén på Membrain)I denna veckas avsnitt av Weekly Reflections kommer du få lyssna till George Brontén som är grundare och VD på Membrain. Han beskriver sig som en glad prick som gillar mjukvara och att utmana det som är "Mainstream".
Membrain är ett CRM och mjukvaruföretag med fokus på "hur:et" inom försäljning. De finns med ungefär 30 anställda på flera olika marknader i världen. Framåt har som mål att växa med 40% per år och nästa stora milstolpe är att nå 100 miljoner, i MRR.
Företagen som kommer till Membrain fö...2023-03-0835 min
The SaaSiest Podcast52. George Brontén, CEO & Founder, Membrain - How do you go from founder-led sales to a scalable sales machine!In this episode, we speak with George Brontén, CEO & Founder, Membrain, the Sales Enablement CRM platform focusing on driving results by emphasizing the right behavior in your sales teams.
We talk with George about the journey of going from a founder-led sales setup to a professional and scalable sales organization.
- When is the right time to make this transition, what is the trigger point
- Who should your first hire be, leader or individual contributor
- What is key in this recruitment process
- What are the do's and don'ts in...2022-11-0745 min
Too T3rpdToo T3rpd off The Membrain! ft. Build4TwentyText The Too T3rpd Hotline Its been a couple weeks but Too T3rpd is back from break! We got Donovan and special guest Jerel and Martin from Build4Twenty. They talk about their starts in cannabis, how they met, being consultants and much more! For review Build420 came through with KTF Orange and Insane in the Membrain flower. You can follow Build4Twenty on instagram @build4Twentytheir website: build4twenty.comand the other instagram @definitely_fireFollow Too T3rpd on instagram @toot3rpdCheck out ou...2021-09-211h 18
Leadership, Brand Strategy & Transformation - Minter DialogueHow to Fix the Sales Function with George Brontén, CEO of MembrainMinter Dialogue Episode #403George Brontén is the founder & CEO of Membrain, the Sales Enablement CRM that makes it easy to execute your sales strategy. A life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing, with the life motto "Don't settle for mainstream", George is always looking for new ways to achieve improved business results using innovative software, skills, and processes. George is also the author of the book Stop Killing Deals. In this conversation, we discuss the role and importance of storytelling and purpose in s...2020-12-2749 min
yorobiYorobi's Membrain Promo MixHere's the promo mix I made for Membrain 2019, which is set to take place in Sibenik Croatia this year from the 08th till the 11th of August!
I've put some of my favourites of the past few months into this mix and I'm excited to share it with you!
If you've not booked any bass-oriented festivals this year, then this might be your cup of tea :)
tracks by
1. Sun People – These Days (forthcoming RUA)
2. Suzi Analogue – Dont Clock
3. Nasty Jungle – Listen Dis (remix)
4. The Untouchables – Baiana (forthcoming Rupture Planet Series:Earth)
5. Champion Sounds – Through The Roots (Forthcoming Through These Eyes Records)
6...2019-06-1152 min