Art & Science of Complex Sales

Membrain
  • 5.0 (6)
  • Careers
  • Updated Daily

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.

  1. Human-Centered Selling │ Anita Nielsen

    4d ago

    Human-Centered Selling │ Anita Nielsen

    In this episode, Anita Nielsen, CEO at LDK Advisory Services, joins The Art and Science of Complex Sales to explore why human-to-human selling matters more than ever in a world shaped by AI and automation. She explains which mindsets and skills are becoming bigger differentiators, why self-awareness and critical thinking matter so much, and how sellers can move beyond being trusted advisors to become trusted advocates. In this episode, you’ll learn: Why mindset shapes every human-to-human sales skillHow self-awareness changes the way sellers show upWhy curiosity and attuned listening matter more nowWhat it means to become a trusted advocateHow AI should support sales, not replace human valueWhy the salesperson is still the real differentiatorListen in to learn how to build more trust, more relevance, and more human value into your sales approach.

    37 min
  2. The Hidden Cost of Revenue Drift │ Michael Koory

    May 29

    The Hidden Cost of Revenue Drift │ Michael Koory

    In this episode, Michael Koory, CEO of BlueSalesFly, joins The Art and Science of Complex Sales to explore revenue drift and why so many B2B sales teams lose revenue through weak process, poor qualification, and inconsistent governance. Together, the conversation looks at how sales leaders can improve predictability, qualify deals more effectively, and build a stronger operating system for revenue. In this episode, you’ll learn: Why revenue drift creates hidden losses across the pipelineHow stronger qualification improves forecast accuracyWhy governance matters more in sales than many teams realizeHow a sales operating system supports better executionWhy customer-focused process beats pressure-driven sellingHow GUIDE helps teams build trust and better decisionsListen in to learn how to reduce revenue drift and create a more reliable revenue engine.Learn more about Michael Koory's GUIDE approach here: https://www.bluesalesfly.com/the-guide-selling-system

    43 min
  3. The State of B2B Sales in 2026 │ Paul Fuller

    May 22

    The State of B2B Sales in 2026 │ Paul Fuller

    In this episode, Membrain's CRO, Paul Fuller shares findings from a major research project on the state of B2B sales and what leaders should do next. Drawing on a meta-analysis of sales data and insights from sales experts around the world, he explores why quota attainment is falling, why sales cycles are getting longer, and why so many teams are struggling to improve results. Together, these insights point to a profession under pressure, but also to a major opportunity for teams willing to rethink how they coach, structure, and support sales. In this episode, you’ll learn: Why trust, anxiety, and indecision are reshaping B2B salesWhy tech adoption alone is not improving win ratesWhy coaching matters more than training aloneHow better sales process and methodology create leverageWhy sales leaders need to think in terms of systems, not hacksWhat high-performing teams should focus on next Listen in to learn how to build a stronger sales operating system and improve performance in today’s market.

    42 min
  4. Think Like a Sales Practitioner │ Robert Herbst

    Apr 30

    Think Like a Sales Practitioner │ Robert Herbst

    In this episode, Robert Herbst joins the podcast to explore why the future of selling depends on identity, honesty, and real human connection. Together, they discuss how a life-changing experience shaped Rob’s work in sales, why great selling starts with curiosity instead of performance, and what it means to move from salesperson to sales practitioner. In this episode, you’ll learn: Why identity matters more than sales technique alone How purpose helps salespeople overcome fear and rejectionWhy genuine curiosity leads to better customer conversationsWhat it means to think like a sales practitionerWhy human conversation is becoming more valuable in salesHow strong sales coaching helps people grow with confidenceListen in to learn how to build a more grounded, honest, and effective approach to sales. Learn more about Robert’s book, ‘Cheating Death’ here.

    40 min
  5. Building a Winning Sales Culture │ Thomas Waites

    Apr 10

    Building a Winning Sales Culture │ Thomas Waites

    In this episode, Thomas Waites joins Paul Fuller to explore what it takes to build a winning sales team culture in high-growth companies. Together, they discuss why team-first thinking matters, how belief and coaching outperform pressure, and why the best sales leaders create environments built on both high care and high expectations. In this episode, you’ll learn: Why strong sales culture starts with winning together How belief can drive performance better than pressure Why coaching should be a leader’s primary toolHow high care and high expectations work together Why simple metrics often outperform complex dashboards How sales leaders can help teams grow faster and perform betterListen in to learn how to build a stronger, healthier, and higher-performing sales team.

    33 min
  6. The Hidden Yes │ Matt Sucha

    Apr 3

    The Hidden Yes │ Matt Sucha

    In this episode, Matt Sucha joins Paul Fuller to explore how consumer psychology shapes decision-making and why so many sales conversations stall before customers ever say yes.Together, they discuss why motivation is often not the real issue, how uncertainty blocks action, and what salespeople can do to reduce resistance and guide customers more effectively. In this episode, you’ll learn: Why hesitation is often caused by barriers, not lack of interest How uncertainty becomes the biggest killer of sales and conversions What psychological reactance is and how it shows up in buying decisions How to expand a customer’s zone of acceptance step by step Why reducing perceived effort can make action feel easierTune in to learn how to uncover the hidden yes and make sales conversations more effective. Learn more about Matt's book at https://thehiddenyes.com/https://thehiddenyes.com/

    48 min
  7. The Future of Key Account Management │ Warwick Brown

    Mar 27

    The Future of Key Account Management │ Warwick Brown

    In this episode, Warwick Brown joins Paul Fuller to explore how key account management is evolving and what it takes to succeed in a more complex, AI-driven environment. Together, they discuss why expectations for account managers are rising, how retention is becoming the primary growth driver, and why proactive portfolio management is critical for long-term success. In this episode, you’ll learn: Why key account management is evolving, not disappearing How AI is raising the standard for preparation and execution Why retention is becoming more important than acquisition How to balance relationships, revenue, and retention Why proactive account management outperforms reactive approaches How to use signals and data to deepen customer engagement Listen in to learn how to become a more strategic and effective account manager.

    37 min
  8. Red Zone Selling │ Vince Beese

    Mar 20

    Red Zone Selling │ Vince Beese

    In this episode, our guest Vince Beese talks about why most sales teams do not need more activity. They need better execution. Vince shares lessons from startup growth, enterprise selling, and sales leadership to explain how his Red Zone Selling system helps sellers read deals more clearly and choose the right play at the right time. Together, they explore why stages alone are not enough, how situational awareness improves close rates, and why weak qualification is often the real reason deals stall later in the funnel. In this episode, you’ll learn: Why sellers need a system, not just a processHow Red Zone Selling uses yellow, green, and red zones to guide executionWhy situational awareness matters more than rigid stage managementHow mutual action plans create value and build trustWhy urgency must be uncovered, not inventedWhy most deals that die in the green zone should have been stopped earlierListen in to learn how to close more deals by running the right play at the right time.

    35 min
See All (148)

5
out of 5
6 Ratings

About

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.

Information

You Might Also Like