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 evolution from a tactical sales engineer into a strategic partner in enterprise deals. He unpacks how technical roles often stay too focused on immediate tasks, and why stepping back to analyze the full sales motion is where real selling begins. This shift laid the foundation for everything he now teaches.

Breaking Down the MOVE Framework (11:19)

At the heart of Matt’s methodology is the MOVE Framework: Motive, Opportunity, Value, and Engagement. Each component helps sales teams bring structure to chaotic buying cycles. He breaks down how to discover true business motives, map power and influence, articulate differentiated values, and engage customers meaningfully through every interaction.

Why Better Demos Mean Faster Wins (36:05)

Matt explains how weak demos lead to excessive proof-of-concepts and lost deals. He shares how aligning demos with discovery and tailoring value to different power centers speeds up decision-making and improves close rates. It’s not about more features but about being more relevant.