Shows
Selling Isn't EverythingGarrett Blood on Building a Mission-Driven Culture That Puts People First: EP 010We welcome Garrett Blood—a three-time entrepreneur, CEO and founder of Kajae, and a leader whose mission-driven approach left our whole team feeling deeply moved. This conversation is anything but typical. Garrett’s origin story begins in Orange County, where he went from limos and luxury to losing everything and starting over as a 12-year-old entrepreneur. His journey moves through business triumphs and setbacks, a breakthrough ice cream venture, and finally to Kajae, a staffing company built on the belief that opportunity – not talent – is unequally distributed across the globe.What unfolds is much more than business talk – i...
2026-02-2452 min
Selling Isn't EverythingEmotional Supply Chains and Real Impact: The Tim Hardin Leadership Approach: EP 009In this episode, hosts Brent and Shari sit down with Tim Hardin, a CEO whose journey takes us from social work in rural Arkansas to the heights of corporate leadership.Tim shares how his roots in social services taught him about empathy, authenticity, and the power of overlooked moments - lessons he’s carried through every phase of his career. You'll hear stories about strategic pivots, the humble art of “thinking smaller,” and why connecting with people - not just building business - matters most. The episode tackles what it means to operationalize mission-driven values within teams, why fo...
2026-02-1051 min
Selling Isn't EverythingLessons from Elite Teams: Building Sustainable Success with Fergus Connolly: EP 008Brent and Shari sit down with the renowned performance coach Dr. Fergus Connolly. Together, they explore what it really means to achieve and sustain greatness - not just in sports, but in business and everyday life.Far from the typical “tips and tricks” podcast, this conversation goes deep into universal truths about success, human connection, and why copying superstar tactics isn’t the path to lasting results. Fergus draws on his unique experiences coaching elite athletes, special forces, and world-class executives, revealing how principles, not just processes or hustle, hold the keys to performance that doesn’t burn you...
2026-01-2753 min
Selling Isn't EverythingBeyond Selling: Dr Rod Berger On Stories We Tell Ourselves: EP 007Shari and Brent sit down with Dr. Rod Berger, an organizational psychologist, bestselling author, and master storyteller. But this isn’t your typical sales podcast - forget the tips and tricks. Instead, you'll hear deep reflections on the stories we tell ourselves, and how those narratives shape both our relationships and our own self-perception.From anecdotes about his childhood and the fuel behind his curiosity to pinch-me moments like interviewing everyone from Pope Francis to Magic Johnson, Rod shares how authentic storytelling can open doors and strengthen human connection. Brent and Shari challenge the notion that selling is...
2026-01-1457 min
Selling Isn't EverythingNavigating Conflict and Conversation - J'Lein Liese’s Tools for Real Human Connection: EP 006We sit down with the remarkable J'Lein Liese, a PhD in psychology whose life journey bridges everything from training police in South Africa and advising on post-crisis conflict at Sandy Hook, to her early days as a 13-year-old horse trainer searching for belonging on the Mexican border.This conversation is a masterclass in the art of genuine human connection. J'Lein Liese shares deeply personal stories and lessons from her work in some of the world’s most intense conflict zones, revealing practical frameworks for dissolving division and leading with empathy - whether you’re in a boardroom, a cr...
2025-12-301h 09
Selling Isn't EverythingJaimie Buss on Fear, Grit & What Really Motivates People: EP 005If you're building a business or leading a team and still think vulnerability is a weakness, this conversation with Deputy CRO Jaimie Buss will change everything.Jaimie isn't your typical sales leader. Yes, she runs global teams and closes massive deals - but what makes her extraordinary is how she sees people. From a pivotal bathtub moment with her son to navigating partnership negotiations worth millions, Jamie reveals the why behind motivation, the power of controlling what you can, and how to distinguish fear from intuition (hint: you feel it in your body).This episode...
2025-12-1656 min
9Natree Sweden[Recension] The Challenger Customer (Brent Adamson) SammanfattadThe Challenger Customer (Brent Adamson)
- Amazon Sweden Store: https://www.amazon.se/dp/0241196566?tag=9natreesweden-21
- Amazon Worldwide Store: https://global.buys.trade/The-Challenger-Customer-Brent-Adamson.html
- Apple Books: https://books.apple.com/us/audiobook/the-challenger-sale-taking-control-of/id1464857339?itsct=books_box_link&itscg=30200&ls=1&at=1001l3bAw&ct=9natree
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#B2Bförsäljning #ChallengerSales #köpprocess #inte...
2025-12-1408 min
Selling Isn't EverythingFrom Toilets to Tech: April Dunford Stopped Marketing and Had Her Best Year Ever: EP 004If you're drowning in sameness - where every competitor sounds identical, every pitch blurs together, and you're not sure why customers actually pick you - this conversation will snap everything into focus.April Dunford is the world's leading positioning expert, and she's spent her career helping B2B companies figure out what makes them different when they swear nothing does. In this episode, she unpacks her famous toilet story (trust us, it's brilliant), reveals why most companies have no clue what their real competitive advantage is, and shares the startling truth about what happened when she stopped...
2025-12-021h 02
Selling Isn't EverythingThink in Spreadsheets, Lead with Humanity: Maria Boulden on 40 Years of Sales Leadership: EP 003If you're leading a team, closing deals, or just trying to connect in a world that feels more transactional every day - this one's for you.Maria Boulden spent 40+ years building world-class sales organizations at DuPont and Gartner. But her real superpower? Leading with ruthless clarity *and* deep humanity - at the same time.She's the sales leader who thinks in spreadsheets but leads with her heart. The engineer who became a storyteller. The woman who walked away from a C-suite track to care for her premature son - only to come back stronger, sharper...
2025-11-1348 min
Selling Isn't EverythingBetter Humans Make Better Salespeople - Here's How: EP 002If you're tired of chasing tactics and wondering why your deals still fall apart - this conversation will stop you in your tracks.Shari Levitin and Brent Adamson don't do surface-level sales talk. In this raw, unfiltered debut episode, they dig into the life lessons that actually move the needle - both in the boardroom and at home. You'll hear why a decorated soldier found sales rejection *harder than combat*, how changing a single pronoun can shift your entire mindset, and why the best way to close more deals is to stop trying to impress people and...
2025-11-1334 min
Selling Isn't EverythingThe Art of the Ask - Don Yaeger on Why Curiosity Beats Tactics: EP 001If you're tired of surface-level connections that lead nowhere - with clients, with leaders, with the people who actually matter - this conversation will change how you show up.Don Yaeger has spent decades extracting stories from icons like Michael Jordan, Condoleezza Rice, and Deion Sanders. But here's what makes him different: he doesn't just tell great stories - he earns the right to hear them. In 30 minutes with Michael Jordan, he asked a question no reporter had ever asked. The answer? A 40-year-old scar that still stung.In this episode, Don walks us through...
2025-11-1356 min
Burn The Playbook - B2B GTM Strategies with Marc CrosbyThe Framemaking Sale: Build Buyer Confidence, Win Bigger Deals | Brent AdamsonThe Framemaking Sale for B2B sales. How to create buyer confidence, reduce regret, and win bigger, cleaner deals. Brent Adamson shares why “be helpful” beats “be the smartest” in 2025.What you’ll learnWhat “frame making” is and how it differs from ChallengerHow to drive high quality, low regret dealsWhere frame making plugs into discovery, objections, and coachingWhy differentiation now means reducing decision complexityHow to turn customer stories into practical buying adviceHow to rethink buyer intent, NPS, and thought leadershipThe role of AI in buying and why humans must solve for “feel,” not “know”Chapters00:31 Int...
2025-11-1350 min
Sales Talk for CEOsEp183 When Complex Deals Stall, It’s not What You Think with Brent Adamson & Karl SchmidtWhat if your sales team is focused on the wrong thing?Brent Adamson and Karl Schmidt, co-founders of A to B Insight and co-authors of The FrameMaking Sale, reveal why traditional B2B tactics like BANT are outdated and how to win by building buyer confidence in their own decisions.Connect with:Brent Adamson: LinkedIn | A to B InsightKarl Schmidt: LinkedIn | A to B InsightAlice Heiman: LinkedIn | WebsiteLink to The FrameMaking Sale
2025-11-0439 min
SaaS Backwards - Reverse Engineering SaaS SuccessEp. 180 - Your SaaS Buyer Doesn’t Need Convincing—They Need ConfidenceSend a textGuest: Brent Adamson, Co-Author of The Framemaking Sale & Co-Founder of A to B InsightSaaS sales teams obsess over beating competitors—but the real battle isn’t across the table. It’s in the buyer’s mind.In this episode, Brent Adamson—co-author of The Challenger Sale and The Challenger Customer and Co-Founder of A to B Insight—joins host Ken Lempit to reveal why most SaaS deals are lost to no decision at all, and how his new book, The Framemak...
2025-10-3136 min
Inside PartneringBrent Adamson & Karl Schmidt: The Framemaking Sale - Help buyers believe in themselves so they can buyBuyers today are exhausted. They face massive information overload, tangled internal processes, conflicting objectives across stakeholders, and creeping uncertainty about whether a purchased solution will actually deliver results. In practice, that means buyers who can plainly name the value of a vendor still bail at the finish line - “no decision” is the silent deal-killer. Brent Adamson and Karl Schmidt call that failure of buyer self-confidence the single biggest drag on growth, and their new book, The Framemaking Sale, is a practical prescription for fixing it.Brent and Karl both cut their teeth at C...
2025-10-2334 min
SalesTV Live PodcastWhy Sales Needs Framemakers to Drive Strategic ValueIn this episode of SalesTV, Brent Adamson - co-author of “The Challenger Sale”, “The Challenger Customer”, and “The Framemaking Sale” – sits down with Rob Durant to explain why sales teams must become Framemakers - helping customers simplify complexity, reduce decision friction, and build confidence in themselves. Brent shares how sales leaders can drive strategic value by shifting from supplier confidence to building buyer decision confidence. In this conversation, Brent and Rob explore what happens when B2B buyers are overloaded with information yet unsure how to move forward. They reveal how sellers who coach customers through their own uncertaint...
2025-10-2132 min
The Sales Hunter PodcastHelping Buyers Choose with Confidence + The Framemaking SaleSelling isn't about teaching customers something new, it's about helping them believe they can move forward. Welcome Brent Adamson and Karl Schmidt of 'The Challenger Sale' and new book, 'The Framemaking Sale,' for a conversation on decision confidence. What if customers aren't looking for new information—instead they're drowning in it! What they want is clarity. Because oftentimes, no decision is actually 'no confidence.' By rethinking traditional sales methods, you'll learn how to create high-quality, low-regret outcomes that redefine success in B2B transactions. Through powerful frameworks like Objectives, Tactics, Results (OTR), Brent and Karl gui...
2025-10-1624 min
Market Impact InsightsThe Framemaking Sale - Brent AdamsonAuthor and sales strategist Brent Adamson, Co-Founder of A to B Insight, shares with Dan Albaum some compelling takeaways from his latest book "The Framemaking Sale." B2B marketers and sellers have been solving for the wrong problem. For years they have obsessed over making customers confident in their products, expertise and value propositions. But research shows the real barrier is their confidence in themselves. Learn how decision complexity, information overload, misaligned objectives and outcome uncertainty are crushing customer confidence and shifting your mindset to using "the phrase that frames" in your outreach can make all the difference. Providing social...
2025-10-1541 min
The B2B Roundtable (hosted by Brian Carroll)Why 75% of Buyers Don’t Want Reps and How Framemaking Can Win Them Back (with Brent Adamson)In a recent Gartner survey, 75% of B2B buyers said they’d prefer a rep-free buying experience. That’s a wake-up call for sales and marketing leaders everywhere.
So, is this the end of sales as we know it… or the start of something better?
On this episode of the B2B Roundtable Podcast, I sit down with my friend Brent Adamson, co-author of The Challenger Sale and author of the new book The Framemaking Sale. Brent explains why buyer confidence—not more information—is the real barrier to closing big deals today, and how leaders ca...
2025-10-0842 min
Everything Thought LeadershipETL – How Brent Adamson & Karl Schmidt's New Book Reinvents B2B SellingIt's harder than ever to convince customers to buy your products and services. Thanks in part to the explosion of “thought leadership” content, the marketplace is crowded with often helpful insights on how to solve business problems. Enter: the co-founders of A to B Insight, a firm with deep insights to help B2B sellers win over buyers. Brent Adamson is a bestselling author, speaker, and advisor to B2B sales executives worldwide. Karl Schmidt is an expert in strategy consulting and best-practice research and a colleague of Brent’s in their days at CEB and Gartner.
In this episode, Brent...
2025-09-2456 min
Account Management SecretsHelp Customers Build Confidence in Saying YES | EP53Customer deals often stall not because the product is weak but because buyers doubt their own ability to make the right choice.
Alex Raymond is joined by Brent Adamson, the co-author of The Challenger Sale, The Challenger Customer, and The Framemaking Sale, and the co-founder of A to B Insight, to discuss why decision confidence drives stronger outcomes than product features or supplier claims. Brent lays out the four forces that undermine confidence inside organizations: decision complexity, information overload, objective misalignment, and outcome uncertainty.
The discussion shows how account managers can st...
2025-09-0545 min
Sales Influence PodcastBrent Adamson's Framemaking Sales - How to Make Customers Trust Themselves | Sales Influence PodcastBrent Adamson reveals why most sales reps fail to connect with buyers - and his breakthrough approach that makes customers actually want to talk to you. Grab a copy of Brent's new book "The Framemaking Sale: Sell More by Boosting Customer Confidence" (Amazon): https://geni.us/FramemakingSale Brent exposes the hidden psychology behind buyer decision-making and introduces his revolutionary "Framemaking" mindset. After analyzing thousands of B2B purchases, Adamson discovered the single factor that drives high-value, low-regret deals - and it's not what you think. You'll Learn: • The "confidence margin" that determines whether prospects buy or stay stuck • Why the...
2025-08-1351 min
The TransactionBuilding B2B Buyers’ Self-Confidence & Selling WAY More with Brent Adamson - Ep 61Imagine you created a sales process so amazing that it was the only one customers actually enjoyed. Impossible? Today’s guest says no.Returning once again to grace this humble GTM-focused podcast with his immense intellect and immaculate presence is Brent Adamson, the co-author of The Challenger Sale and the upcoming new release, The Frame-Making Sale. Brent is back alongside Co-Hosts Matt Amundson and Craig Rosenberg to share how sellers can help B2B buyers become more confident in their own buying decisions, why “frame making” needs to be part of every seller's mindset, and ho...
2025-08-0257 minAccount Management SecretsThe Challenger Sale, Customer Confidence, and Growing Key Accounts with Brent Adamson | EP38Most account managers are stuck chasing satisfaction when they should be driving change.
Alex Raymond is joined by Brent Adamson, the co-founder of A to B Insight and Qoos and the author of “The Challenger Sale,” for a discussion that challenges the way most teams think about account growth. If happy customers aren’t growing their accounts, what’s missing? And what does it actually take to move from retention to expansion?
Brent shares research that calls out a common trap: overdelivering on service without helping clients rethink their business. He introduces...
2025-05-2350 min
the Learn-It-All™ podcast156: The Buyer Confidence Gap That’s Costing You Millions | Brent AdamsonBusiness-to-business commerce is broken. Today’s customers find themselves overwhelmed by too many options, too much information, and too many obstacles. The result is often an inability to execute any but the safest of purchase decisions, frequently resulting in no decision at all. Today’s guest is Brent Adamson, he’s a world-renowned researcher, author, presenter, trainer, and advisor to B2B commercial executives around the world. He’s here to argue that the real key to B2B sales success is to focus on boosting customers’ confidence in themselves and their ability to make large-scale...
2025-04-221h 07
Higgle: The B2B Sales ClubWhy You Need to Grow Your Customer's Decision Confidence with Brent Adamson and Karl SchmidtAre you ready to discover why building customer self-confidence is more crucial than ever in today's B2B sales landscape? Brent Adamson and Karl Schmidt join us today, the duo behind the upcoming book "The Framemaking Sale." These sales experts unravel the critical yet often overlooked aspect of buyer confidence. They shift the focus from traditional supplier-centric models to the empowering idea that true confidence comes from within the customers themselves. This perspective not only transforms how we view B2B sales, but also highlights the importance of nurturing decision confidence. Throughout our conversation, Brent a...
2025-04-2136 min
The Influencer's Edge Podcast with Speaker Paul RossReframing Customer Confidence – Selling More to Customers Struggling to Buy, With Brent AdamsonIn today’s fast-paced, information-saturated world, customers are more overwhelmed than ever. Faced with endless options, complex decision-making processes, and competing priorities, many buyers ultimately default to the safest choice—or worse, make no decision at all.
This hesitation isn’t just a roadblock for B2B sellers—it’s also their greatest opportunity to stand out.
In this episode, we’re joined by Brent Adamson, renowned sales expert and co-author of The Challenger Sale, to explore a game-changing approach: helping customers build confidence in their own decision-making.
Brent introduces the concept of “framemaking”—a...
2025-02-0439 min
The TransactionReframing B2B Sales to Drive Buyer Confidence with Brent Adamson - Ep. 40When your buyer isn’t confident in the decision they’re making, they will choose not to decide. Meaning, that you’re not going to close that deal, which is a serious problem in B2B.To help solve that problem, we’re thrilled to welcome Brent Adamson, the co-author of The Challenger Sale and renowned sales speaker, to the show. Brent joins hosts Matt Amundson and Craig Rosenberg to discuss the crucial sales topics in his new upcoming book, The Framemaking Sale. They get into the problem with value-selling, why sellers need to teach bu...
2025-01-301h 00
Sales SignalsBuilding Buyer Confidence: The Real Key to High-Quality Deals with Brent AdamsonIn this episode of Redefining Outbound, Cognism’s VP of US Sales, Frida Ottosson, sits down with Brent Adamson to explore the surprising insights behind buyer confidence and its impact on sales success. Brent unpacks why traditional sales tactics often miss the mark and reveals the critical role of helping buyers feel confident in themselves—not just in your product or company. From addressing information overload to embracing the transformative potential (and challenges) of AI, this episode dives into the evolving landscape of sales and marketing.
2025-01-0943 min
The Win Rate Podcast with Andy Paul*Classic Episode* Let's Blow it Up and Start All Over: Reimagining Selling with Brent Adamson, Leslie Venetz and Daniel ZamudioWelcome back to another episode of The Win Rate podcast. Today Andy is joined by a stellar roundtable - including Brent Adamson, Founder of Skinny Rhino Productions, Leslie Venetz, Founder of The Sales-Led GTM Agency, and Daniel Zamudio, Founder and CEO of Playboox. They discuss the broken structure of sales management, and how possibly the best solution is to tear it all down and build it back in completely new ways in order for it to actually achieve its intended goals.They get into crucial topics such as the value of coaching, identifying and fostering leadership qualities, and t...
2025-01-0154 min
Medical Sales AcceleratorEncore: Challenger Sale Author, Brent Adamson, Talks Surgeon Buying BehaviorBack by popular demand, Brent Adamson, the mind behind The Challenger Sale and The Challenger Customer, returns to our podcast for another encore. In this episode, sponsored by Physician Growth Accelerator, Brent continues to unravel the complexities of modern sales dynamics specifically tailored to the unique challenges faced by surgeons and medical practitioners. As physicians focus on patient care, the need for clear and concise information from sales reps becomes crucial. Brent delves into effective strategies that sales professionals can employ to not only enhance the decision-making process for surgeons but also to secure their trust and...
2024-11-2546 min
Growthology The PodcastGrowthology - S1 Ep 7 Brent AdamsonSummary
In this episode of Growthology, host Carlos Hidalgo engages in a deep conversation with Brent Adamson about the evolving landscape of sales and marketing. They explore the significance of meaningful engagement, the importance of understanding human-centric selling, and the role of trust in business relationships. Brent shares insights on how to redefine traditional sales and marketing roles to better align with customer needs and behaviors, emphasizing the necessity of a customer-centric approach. The discussion culminates in reflections on how to foster trust and affirmation in interactions, ultimately leading to more productive and fulfilling business relationships.
Keywords
Growthology, Brent...
2024-09-241h 00
Everything Thought LeadershipETL – “The Challenger Sale” Co-Author Brent Adamson Talks Thought Leadership ResearchBrent Adamson and Matt Dixon changed the way B2B companies think about selling their products and services 13 years ago with their groundbreaking book, “The Challenger Sale," which was a bestselling sales book from the Corporate Executive Board on how to win over customers -- by challenging them to think differently about their problem and how to solve it.
Today on Everything Thought Leadership, Brent and Bob Buday talk about lessons learned from that research. The accomplished author and researcher goes over how to navigate the often-messy process of thought leadership research, and he discusses his career post at CEB an...
2024-05-311h 03
K2 Sales PodcastReplay: The Buying Process is Exhausting and Frustrating - How can we help? - Brent AdamsonBuyer’s are tired, frustrated and want to make a purchase decision, but they need help making sense of all the information and processes internally and externally.Guiding them, being a sherpa, helping them confidently make a decision is our role. Being empathetic to their situation of overwhelm and validating their feelings goes a long way.Connect with them to build trust, show your true desire to help over your desire to pitch and close the deal.Tune in where world renowned researcher, co-author of The Challenger Sale and The Challenger Customer and no...
2024-05-2153 min
Positioning with April DunfordArming Sales Teams To Win in the Market, with Brent AdamsonIn today’s episode, Brent Adamson and I explore what works and what doesn't work on sales teams, and Brent’s ideas for how we should arm sales teams to go out and win in the market. My guest today is Brent Adamson, a researcher, author, presenter, and thinker with a passion for “productive disruption.”You will learn: * The origins of the Challenger Sale concept and how the term "challenger" refers to salespeople who teach customers about their industries and challenge their assumptions, rather than simply telling them what to do.* Challengin...
2024-05-1651 min
Positioning with April DunfordArming Sales Teams To Win in the Market, w/ Brent AdamsonIn today’s episode, Brent Adamson and I explore what works and what doesn't work on sales teams, and Brent’s ideas for how we should arm sales teams to go out and win in the market. My guest today is Brent Adamson, a researcher, author, presenter, and thinker with a passion for “productive disruption.”You will learn: * The origins of the Challenger Sale concept and how the term "challenger" refers to salespeople who teach customers about their industries and challenge their assumptions, rather than simply telling them what to do.* Challeng...
2024-05-161h 21
"Escucha, Aprende, Inspírate""El cliente retador" de Brent Adamson y Matthew DixonEn este episodio de OwlCast, nos sumergimos en las estrategias revolucionarias de "El cliente retador" de Brent Adamson y Matthew Dixon. Exploramos cómo desafiar el status quo, identificar y empoderar a los Mobilizadores, y navegar por la complejidad del consenso son cruciales en las ventas B2B y más allá. A través de una narrativa cautivadora, revelamos cómo estos principios no solo transforman las relaciones comerciales sino que también ofrecen lecciones valiosas para la vida cotidiana y el liderazgo. Únete a nosotros en este viaje de descubrimiento, donde desafiaremos las percepciones y aprenderemos a forjar...
2024-04-0727 min
The Win Rate Podcast with Andy PaulLet's Blow it Up and Start All Over: Reimagining Selling with Brent Adamson, Leslie Venetz and Daniel ZamudioWelcome back to another episode of The Win Rate podcast. Today Andy is joined by a stellar roundtable - including Brent Adamson, Founder of Skinny Rhino Productions, Leslie Venetz, Founder of The Sales-Led GTM Agency, and Daniel Zamudio, Founder and CEO of Playboox. They discuss the broken structure of sales management, and how possibly the best solution is to tear it all down and build it back in completely new ways in order for it to actually achieve its intended goals. They get into crucial topics such as the value of coaching, identifying and fostering leadership qualities, and t...
2024-03-2754 min
Overboost Talks"Challenger Selling: Taking Control of the Customer Conversation." by Matthew Dixon and Brent Adamson,Join us for the inaugural episode of Overboost Talks, where we dive deep into the game-changing book, "Challenger Selling: Taking Control of the Customer Conversation," by Matthew Dixon and Brent Adamson. In this thought-provoking journey, we'll explore the core concepts and strategies that make this book a must-read for anyone seeking to excel in the competitive world of sales and entrepreneurship. Discover how the Challenger Selling approach empowers you to take control of customer conversations, challenge assumptions, and reframe thinking to drive remarkable results. Get ready to uncover the critical traits of Challenger Sellers, learn how to leverage insight...
2024-03-0729 min
"Listen, Learn, Get Inspired""The Challenger Sale: Taking Control of the Customer Conversation" by Matthew Dixon and Brent AdamsonIn this exciting episode of OwlCast, we dive into the depths of "The Challenger Sale: Taking Control of the Customer Conversation" by Matthew Dixon and Brent Adamson, exploring a revolutionary approach to sales that promises to transform how we interact with our customers. Through dissecting ten fundamental principles, from identifying salesperson profiles to the importance of adaptability and the focus on long-term value, this episode not only challenges traditional sales conventions but also offers strategies for building deeper, more meaningful relationships. An invitation to reconsider the art of selling, this episode is a must-listen for sales professionals and anyone...
2024-03-0729 min
"Escucha, Aprende, Inspírate""La venta del Retador:" de Matthew Dixon y Brent AdamsonEn este emocionante episodio de OwlCast, nos sumergimos en las profundidades de "La venta del Retador: tomar el control de la conversación con el cliente" de Matthew Dixon y Brent Adamson, explorando un enfoque revolucionario para las ventas que promete transformar cómo interactuamos con nuestros clientes. A través de la disección de diez principios fundamentales, desde la identificación de perfiles de vendedores hasta la importancia de adaptabilidad y el enfoque en el valor a largo plazo, este episodio no solo desafía las convenciones tradicionales de las ventas sino que también ofrece estrategias para co...
2024-03-0729 min
Coach2Scale: How Modern Leaders Build A Coaching CultureLeading From The Front - Lori Harmon - Coach2Scale - Episode # 026Today’s amazing guest is a top outside sales voice and brings insights from her 20+ years of building, leading, and transforming inside sales organizations. Lori Harmon is the Vice President & Global Head of Business Development at Cloudflare, the leading connectivity cloud company. She is also the author of 42 Rules for Building a High-Velocity Inside Sales Team. Lori joins Host Matt Benelli to share her framework for leading sales teams from the front, the importance of accountability within an organization, and whether great salespeople are born or built.Takeaways:Good salespeople are not just bo...
2024-02-131h 11
Coach2Scale: How Modern Leaders Build A Coaching CultureRe-Framing B2B Sales - Brent Adamson - Coach2Scale - Episode # 025Today’s guest is an influential thought leader, researcher, author, and advisor. Brent Adamson is the Co-Author of the best-selling book, The Challenger Sale along with The Challenger Customer. Brent and Host Matt Benelli discuss how to commit to coaching by making the time, what coaching really means, and why being supplier-agnostic is more important than being customer-centric.Takeaways:Although time is often cited as a reason for not coaching, this is reflexive. Coaching is a necessity for improved sales performance and higher engagement, especially among the core performers. The impact of coaching var...
2024-02-061h 00
Sales Code Leadership Podcast103. Sensemaking In Sales With Brent AdamsonJoin us for one of our most exciting episodes yet, as we welcome Brent Adamson to the Sales Code Leadership Podcast. Brent is a globally recognized researcher, author, presenter, trainer, and advisor to B2B commercial executives worldwide, is celebrated for possessing the "biggest crystal ball in B2B sales."Co-author of the groundbreaking The Challenger Sale and The Challenger Customer, Brent is a frequent contributor to reputable business publications like the Harvard Business Review. His recent articles, "Sensemaking for Sales" and "Traditional B2B Sales and Marketing Are Becoming Obsolete," showcase his expertise.Over the...
2024-01-3149 min
Medical Sales AcceleratorEncore: Challenger Sale Author, Brent Adamson, Talks Surgeon Buying Behavior Physicians can't be expected to know everything while they're tirelessly doing what they trained their whole lives to do – save lives. That's where world-renowned researcher Brent Adamson, co-author of bestselling books The Challenger Sale and The Challenger Customer, comes in. In this encore episode, sponsored by Alpha Sophia, Brent shares how the role of salespeople continues to change. In the interview, we discuss how salespeople can close more deals simply by making it easier for the customers to understand all available options more clearly, the layers behind decision-making that impacts sales, and the dimensions of struggle that ev...
2024-01-0847 minSaaS Backwards - Reverse Engineering SaaS SuccessEp. 100 – SaaS Thought Leadership: Shortcomings with Today's Customers & Solutions - with Brent Adamson, Co-Author of The Challenger Sale and Challenger CustomerSend a textFor our 100th episode, we’re excited to interview Brent Adamson, the global head of research with Ecosystems, a SaaS platform for collaborative customer value management that helps its users quantify and align with customers based on the value being delivered.Adamson is most known as the co-author of the books The Challenger Sale and The Challenger Customer. And as marketers, both books have been instrumental in shaping our view of content development as an agency and the role it plays in furthering the B2B sales process.But with ev...
2023-12-0136 min
Red SageBeware False Positives with Brent Adamson | Red Sage EP002Brent Adamson is a world-renown researcher, author, presenter, trainer, and advisor to B2B commercial executives around the world. Known as having the “biggest crystal ball in B2B sales,” Brent is the co-author of the best-selling, industry-changing The Challenger Sale and The Challenger Customer. Check out his Brent's Breakdown video series.
2023-08-1505 min
Medical Sales AcceleratorChallenger Sale Author, Brent Adamson, Talks Surgeon Buying Behavior Sponsored by TrackableMed How often do we hear people say the customer is always right? While the idea behind the phrase goes a long way, do your customers really know what's best for their practice? It seems like there's a new product or solution every day. Physicians can't be expected to know everything while they're tirelessly doing what they trained their whole lives to do – save lives. That's where world-renowned researcher Brent Adamson comes in. He's the co-author of bestselling books The Challenger Sale and The Challenger Customer, and joins us on this episode, sponsored by...
2023-07-1048 min
K2 Sales PodcastThe buying process is exhausting and frustrating, How can we help? Brent AdamsonBuyer’s are tired, frustrated and want to make a purchase decision, but they need help making sense of all the information and processes internally and externally.Guiding them, being a sherpa, helping them confidently make a decision is our role. Being empathetic to their situation of overwhelm and validating their feelings goes a long way.Connect with them to build trust, show your true desire to help over your desire to pitch and close the deal.Tune in where world renowned researcher, co-author of The Challenger Sale and The Ch...
2023-06-0653 min
Sleeping Barber - A Marketing PodcastSBP 029: The Evolution of B2B Sales and Marketing, with Brent AdamsonKeeping up with the latest trends and strategies can be challenging in a world where the B2B sales and marketing landscape constantly evolves. In this episode, Brent Adamson, Global Head of Research at Ecosystem.io, provides his valuable insights into B2B sales and marketing dynamics. From the evolving buyer journey to the importance of designing a seamless experience, Brent discusses various critical topics for businesses looking to differentiate themselves and connect with their customers. We discuss topics like buyer enablement, content marketing, personalization, and more.
We hope you enjoy the show!
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Our Guest:
Follow Brent Adamson: https...
2023-05-111h 18
Marketing Negotiations, The Good, The Bad and The UglyBrent Adamson - What is the relationship between value management and negotiations?This week, host Mike Lander sits down with researcher, presenter, thinker and author of ‘The Challenger Sale’, Brent Adamson (global head of research, advisory, and communities at Ecosystems). Here they discuss understanding value management in negotiations, achieving alignment among diverse stakeholders, and complexity in business. Hosted on Acast. See acast.com/privacy for more information.
2023-05-1044 min
B2B EQThe Dangers Of Doubling Down On Value - Brent Adamson - B2B EQ - Episode #10As B2B EQ hits our 10th episode, we’re honored to be joined by someone known to have the “biggest crystal ball in B2B sales”. He is the co-author of The Challenger Sale and The Challenger Customer. With nearly 20 years of experience at CEB and Gartner, he’s seen the ins and outs of the industry. Today’s guest is the Global Head of Research, Advisory, and Communities at Ecosystems, Brent Adamson. Host Tim Harris sits down with Brent to discuss why 72% of buyers don’t want to talk to reps, how customer channels have changed, and why you need...
2023-04-0752 min
The Sales Strategist Podcast (Italiano)Brent Adamson | Guidare la crescita dei clienti esistentiNei periodi di flessione economica una delle prime azioni che facciamo è focalizzarci sui clienti esistenti.Questo ragionamento è abbastanza logico e naturale: considerando che si comprerà meno e sarà più difficile stabilire relazioni con nuovi clienti, meglio lavorare su quelli esistenti per raggiungere i propri obiettivi.D'altronde con i propri clienti esiste già una relazione e la vendita sarà più sicura e meno difficile.Purtroppo e per fortuna, questo ragionamento non si applica alla realtà in cui viviamo.Vendere ai clienti esistenti richiede lo stesso sforzo, impegno e rispetto (in alcuni casi anche maggiore) che vende...
2023-03-1850 minThe Sales Strategist PodcastBrent Adamson | Driving Growth with Existing CustomersIn an economic downturn we naturally tend to focus more on existing customers.This reasoning behind the action is quite logical: companies will buy less and it will be more difficult to establish relationships with new customers, so it's more effective to the existing ones to achieve our goals.After all, a relationship already exists and the sale will be safer and less difficult.Fortunately or not, this doesn't work in real life.Selling to existing customers requires the same effort, commitment and respect (in some cases even more) as selling to new...
2023-03-1850 min
All About The CustomerBest-Selling Author Brent Adamson on How Sales and Marketing Can Better Support CustomersYour approach to B2B sales and marketing is becoming obsolete. But best-selling author Brent Adamson thinks the better way involves customer confidence. In this episode, we discuss how marketing and sales teams can operate differently to better serve prospects, how organizations can potentially completely rework their go-to-market strategy by reorganizing teams, and how to improve the likelihood that your customers feel great about their purchasing decisions.
2023-01-1348 min
AI to ROI (fka Metrics that Measure Up)The Different Buying Team Profiles - with Brent Adamson, author the Challenger CustomerHeading into 2023 companies are preparing for larger buying teams, and increased scrutiny on every purchase. I could not think of a better backdrop to speak with Brent Adamson, the author of The Challenger Sale and The Challenger Customer.The Challenger Customer is based on research focusing on the different "profiles" of the buying team in a considered "SaaS" purchase. This is one of my all-time favorite books focusing on how to understand the buying process and charting the sales process accordingly.We started the conversation with a comment Brent recently made on another podcast, and...
2022-12-2937 min
Sales Talk for CEOsIs B2B Buyer Confidence Stalling Your Deals?My next guest on Sales Talk For CEOs is Brent Adamson and he’s got some revolutionary ideas about B2B enterprise selling. Brent explains decision maker confidence is the main barrier for B2B teams to close deals. The three factors eroding confidence are complexity, information overload and value opacity or consensus on the value of the desired outcome.So stop selling product benefits. You need to propose a framework that starts with consensus on the value that the solution will deliver and builds a picture of the steps, and barriers to delivering that val...
2022-11-2237 min
Renegade Marketers UniteTuesday Tips: Brent Adamson's Recession Preparation TipsThis is a Tuesday Tips episode where you will hear host Drew Neisser, CMOs, and other B2B experts share their hard-earned wisdom and fresh marketing insights in a bitesize format. Featuring: Brent Adamson, Global Head of Research and Communities at Ecosystems To see the video versions, follow Drew Neisser on LinkedIn or visit our YouTube channel—The Renegade Marketing Hub! And if you're a B2B CMO, check out our thriving community: https://cmohuddles.com/
2022-10-2502 min
Renegade Thinkers Unite (Marketing)Tuesday Tips: Brent Adamson’s Recession Preparation TipsThis is a Tuesday Tips episode where you will hear host Drew Neisser, CMOs, and other B2B experts share their hard-earned wisdom and fresh marketing insights in a bitesize format. Featuring: Brent Adamson, Global Head of Research and Communities at Ecosystems To see the video versions, follow Drew Neisser on LinkedIn or visit our YouTube channel—The Renegade Marketing Hub! And if you’re a B2B CMO, check out our thriving community: https://cmohuddles.com/
2022-10-2502 min
Renegade Marketers UniteBrent Adamson Unlocks B2B Customer ConfidenceWe couldn't quit Brent Adamson even if we wanted to. Yep, he's back for his 5th appearance on Renegade Marketers Unite! One of the premier sales thinkers of today, Brent recently joined a CMO Huddles Bonus Huddle to discuss how to sell in the context of a will-it or won't-it-happen recession. Regardless of whether or not the downturn will become a reality, this episode is a lesson in staying a few steps ahead of your customers—how to demonstrate real value that brings decision makers together and overcomes buyer trepidation. He also shares advice for B2B CM...
2022-10-2149 minRenegade Thinkers Unite (Marketing)315: Brent Adamson Unlocks B2B Customer ConfidenceWe couldn’t quit Brent Adamson even if we wanted to. Yep, he’s back for his 5th appearance on Renegade Marketers Unite! One of the premier sales thinkers of today, Brent recently joined a CMO Huddles Bonus Huddle to discuss how to sell in the context of a will-it or won’t-it-happen recession. Regardless of whether or not the downturn will become a reality, this episode is a lesson in staying a few steps ahead of your customers—how to demonstrate real value that brings decision makers together and overcomes buyer trepidation. He also shares advice for B2B CMOs fac...
2022-10-2149 min
Sales Leadership PodcastEpisode 202: #201: Brent Adamson of Ecosystems — The Future of Sales is About Buyer ConfidenceBrent Adamson is one of the most influential researchers, authors, presenters, trainers and B2B sales advisors in the world over the last 19 years. Known as having the “biggest crystal ball in B2B sales,” Brent is the co-author of the best-selling, industry-changing books, The Challenger Sale and the Challenger Customer. He served as the Chief Story Teller for CEB, now Gartner from 2003 to 2022 and today is the Global Head of Research and Communities for Ecosystems where he works with iconic sales teams around the world. He joins the show today to share his insights on where sales is goin...
2022-10-1958 min
Sales Strategy & Enablement by Revenue.ioUnderstand the Buyer’s Emotions to Change Them with Brent AdamsonBrent Adamson is the Global Head of Research and Communities at Ecosystems, as well as the co-author of The Challenger Sale and The Challenger Customer. A buyer’s experience with a seller, from their ability to show fresh perspectives to plain human empathy, dictates the seller’s win rates. Brent dives into the way companies and sellers should view their quotas and how to get unstuck from a lack of innovation. He also talks about the need for greater focus on buyer enablement to become better sellers, especially during an economic downturn, and new approaches to selling that...
2022-10-1852 min
Selling With Flow#6 Brent Adamson - Co-Author The Challenger SaleIn 2011 Brent Adamson helped change the landscape of sales with The Challenger Sale.A book that shook up the industry and left an indelible mark on the way modern selling is conducted. In this interview Brent gives us a history of his research that came to be The Challenger SaleWe also tackle over meaty subjects like the future of sales, the importance of story telling and Brent gives some fascinating tips to salespeople from his perspective. #sales #salestips #interview
2022-10-101h 01
One Knight in ProductBeyond the Challenger Sale Part 2: Focus on Value & Make your Product Easy to Buy (with Brent Adamson, Author ”The Challenger Sale” & ”The Challenger Customer”)Brent Adamson is a former Harvard professor turned Wall Street Journal award-winning author and sales researcher. He co-authored "The Challenger Sale" and "The Challenger Customer" with my former guest Matt Dixon, and these days is challenging us to concentrate on making products easy to buy, not easy to sell.
Here are some of the highlights of our discussion:
1. The Challenger Sale shook up the world of sales, but The Challenger Customer was the inevitable follow up
They did further research after the first book and identified a new protagonist, the "Mobilizer", who can be your...
2022-10-0243 min
Customer ValuecastEcosystems' Brent Adamson On Mastering The 3 Types Of Customer ValueIn the world of B2B, customer value has historically been a trivial concept. But, in recent years, the conversation around customer value has shifted and organizations are finally realizing the criticality of customer value and its place at the heart of the customer lifecycle. In the subscription economy, customer value is more than an abstract idea, it’s a real, measurable and verifiable thing that powers your recurring revenue engine. But, delivering, measuring and selling customer value is all redundant if you don’t first have a carefully designed and agreed-upon definition of value.
In this epis...
2022-08-2540 min
Selling From the Heart PodcastBrent Adamson-Authentic Sellers as SensemakersToday's buyers are overwhelmed with an incredible amount of information. Confused, many of them stick with the status quo. Brent Adamson, co-author of The Challenger Sale, believes that a critical role of today's sales professional is sensemaking, helping buyers make sense of information during the buying process. Brent explains how sales professionals can combine logic (value) with emotion (empathy) to help buyers move forward. Want to bring Selling From the Heart to life to drive more success and satisfaction in your sales career? Bring what you discovered in the book to life with the new Selling From...
2022-06-2538 min
The Selling WellSensemaking For Sales with Brent AdamsonBrent Adamson is a world-renowned researcher, author, presenter, trainer, and advisor to B2B commercial executives worldwide. He is the Global Head of Research and Communities at Ecosystems, a leading SaaS platform for collaborative customer value management. Brent is the co-author of the best-selling The Challenger Sale (2011) and The Challenger Customer (2015). He is also a frequent contributor to the Harvard Business Review, featuring his most notable article, “Sensemaking for Sales” (2022). Join us as we discuss some key topics and challenges in professional sales today, including how customers are getting overwhelmed with information and options during the buying deci...
2022-06-2356 min
Winning the Challenger Sale#26 Persuasive Storytelling with Brent Adamson, Global Head of Research and Communities at EcosystemsIn this episode of Winning the Challenger Sale, Jen is joined by Brent Adamson, the Global Head of Research and Communities at Ecosystems and former Distinguished Vice President at Gartner. They discuss persuasive storytelling from the perspective of using emotional selling to start a conversation, pique interest, influence purchasing decisions, and build long-term relationships by focusing on a customer's feelings rather than logic or the product's features.
2022-06-0748 min
Know Band of Full Audiobooks in Self Development, Health & WellnessChallenger Sale: How To Take Control of the Customer Conversation - Brent AdamsonListen to this audiobook in full for free onhttps://epod.spaceTitle: Challenger Sale: How To Take Control of the Customer ConversationAuthor: Brent AdamsonNarrator: Brent Adamson, Matthew DixonFormat: UnabridgedLength: 5:43:46Language: EnglishRelease date: 02-10-2022Publisher: Penguin Books LTDGenres: Business & Economics, Marketing & Advertising, Business DevelopmentSummary:Brought to you by Penguin.
THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD
Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them!
What's...
2022-02-105h 43
The Book LegionThe Challenger Sale by Matthew Dixon & Brent AdamsonThe need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study...
2021-02-1411 min
Sales Influence PodcastEvolution Influences B2B Buying with Brent Adamson on Sales Influence(r)How has sales changed just in the last 5 years? It's much more than just providing insight, it's helping the customer make sense of what they need. Join Brent Adamson and me on this Sales Influence(r) Podcast episode.
2020-11-2444 min
MyndShyftThe Latest Thinking on Challenger Sales and Marketing with Special Guest, Brent AdamsonScott continues the lively discussion about the value of outbound sales with Brent Adamson, a VP at Gartner and author of The Challenger Sales and The Challenger Customer. In this episode, Scott and Brent debunk the idea of Challenger Marketing as a sales methodology and unpack why sales and marketing need to co-own the customer and buyer experience.
2020-09-0437 min
Selling From the Heart PodcastBrent Adamson-Challenger vs. Relational SellingResearch presented in The Challenger Sale found that challenger sales reps outsold relational sales reps. How does this relate to Selling From the Heart? Brent Adamson, the co-author of The Challenger Sale, joins us for a rich discussion about the role of authentic relationship and value in sales. This conversation is packed with ideas that you can use to improve your sales effectiveness. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
2020-07-1844 min
Surove StrastiL036 – Lektira: The Challenger Sale // Matthew Dixon & Brent AdamsonU čemu je tajna uspješne prodaje?
Ako ste poput većine, mogli biste pomisliti da je tajna uspješne prodaje u izgradnji odnosa (relationship building) - i bili biste u krivu.
Najuspješniji prodavači ne grade samo odnose s kupcima, već ih izazivaju (challengiraju). Ono što su autori Matthew Dixon i Brent Adamson otkrili istraživanjem izazvalo je šok u odnosu na prodajne mudrosti kojima smo vjerovali desetljećima.
Provedena studija utvrdila je da je klasično stvaranje odnosa najmanje učinkoviti prodajni pristup. Autori su uz Challengera i Relationship buildera odedili još tri profila profesionalnih prodavača - i dok svih 5...
2020-06-1100 min
dot innovateBrent Adamson discusses innovation in the enterprise B2B technology saleBrent Adamson is a sought-after speaker, researcher, author, and facilitator. He leads Gartner’s sales and marketing practice.
He is the co-author of the best-selling The Challenger Sale and The Challenger Customer and a frequent contributor to the Harvard Business Review and Forbes.
He has worked with some of the greatest thought leaders in both B2B and B2C sales and marketing and has worked with hundreds of senior executives across virtually every industry, geography, and go-to-market model.
We discuss:
How Gartner has innovated their own business over the years.
How B2B marketing is changing
St...
2020-05-181h 21
The Manage Your Message PodcastBrent Adamson: Productive Disruption for Today's SellerSales and marketing are in a constant state of change—driven by technology, talent, customers’ expectations, digital disruption, and more.
In this episode of the Manage Your Message Podcast host Jim Karrh welcomes one of today’s clearest voices for understanding those changes in the context of selling. Brent Adamson is best known as the co-author of the best-selling (and trend-setting) books The Challenger Sale and The Challenger Customer.
Brent is also the “Chief Storyteller” at Gartner, and hosts Gartner’s influential podcast “Lessons in Sales Leadership.” His academic credentials include the MBA from the University of Mich...
2020-03-0242 min
The GTMnow PodcastFriday Fundamentals EP 3: Skeptics and Blockers w/ Brent Adamson, Author of The Challenger CustomerOn this episode of Friday Fundamentals, we discuss skeptics and blockers. Identify your mobilizers. Find your skeptic: someone who tears down your idea. Find your blocker - someone who doesn't engage. How do you engage your skeptic and mobilizer? And why does this tactic matter? Brent Adamson discusses strategies to engage your skeptics and identify your blockers for better business. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market s...
2018-12-1405 min
The Sales Hacker PodcastFriday Fundamentals EP 3: Skeptics and Blockers w/ Brent Adamson, Author of The Challenger CustomerOn this episode of Friday Fundamentals, we discuss skeptics and blockers. Identify your mobilizers. Find your skeptic: someone who tears down your idea. Find your blocker - someone who doesn't engage. How do you engage your skeptic and mobilizer? And why does this tactic matter? Brent Adamson discusses strategies to engage your skeptics and identify your blockers for better business.
2018-12-1405 minThe Sales Hacker PodcastFriday Fundamentals EP 3: Skeptics and Blockers w/ Brent Adamson, Author of The Challenger CustomerOn this episode of Friday Fundamentals, we discuss skeptics and blockers. Identify your mobilizers. Find your skeptic: someone who tears down your idea. Find your blocker - someone who doesn't engage. How do you engage your skeptic and mobilizer? And why does this tactic matter? Brent Adamson discusses strategies to engage your skeptics and identify your blockers for better business.
2018-12-1405 min
The GTMnow Podcast37: The Fundamentals of Challenger Selling with Challenger Author, Brent AdamsonThis week on the Sales Hacker podcast, we talk to Brent Adamson, who co-authored the foundational sales book, The Challenger Sale, and who has recently released The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Brent walks us through the key foundational elements of Challenger concepts and gives us the tools we need to get started with a new approach to sales.The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they h...
2018-12-1147 minThe Sales Hacker Podcast37: The Fundamentals of Challenger Selling with Challenger Author, Brent AdamsonThis week on the Sales Hacker podcast, we talk to Brent Adamson, who co-authored the foundational sales book, The Challenger Sale, and who has recently released The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Brent walks us through the key foundational elements of Challenger concepts and gives us the tools we need to get started with a new approach to sales.
2018-12-1147 minThe Sales Hacker Podcast37: The Fundamentals of Challenger Selling with Challenger Author, Brent AdamsonThis week on the Sales Hacker podcast, we talk to Brent Adamson, who co-authored the foundational sales book, The Challenger Sale, and who has recently released The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Brent walks us through the key foundational elements of Challenger concepts and gives us the tools we need to get started with a new approach to sales.
2018-12-1147 min
The B2B Roundtable (hosted by Brian Carroll)Customer Empathy and How to Solve Buying Problems with Brent Adamson, VP at GartnerAre you applying empathy as part of your sales and marketing approach?
Why? Because according to Brent Adamson, “empathy” is the one word that matters most to sales [and marketing] success.
It’s tough to buy. B2B customers are overwhelmed with too much information and too many choices, trying to get their colleagues to agree, not to mention second-guessing.
This is part two of my interview with Brent Adamson (@brentadamson), Principal Executive Advisor at Gartner, and the co-author of The Challenger Sale and The Challenger Customer.
You’ll learn ways to apply empa...
2018-02-1232 min
B2B Lead Roundtable10 Customer Empathy and How to Solve Buying Problems with Brent Adamson, VP at GartnerAre you applying empathy as part of your sales and marketing approach? Why? Because according to Brent Adamson, “empathy” is the one word that matters most to sales [and marketing] success. It’s tough to buy. B2B customers are overwhelmed with too much information, too many choices, trying to getting their colleagues to agree, not to […]
2018-02-1232 minThe B2B Roundtable (hosted by Brian Carroll)Gartner Research: Boost Your Growth From Existing Customers with Brent Adamson, VP of GartnerCEOs and sales leaders have long wondered: how can we drive organic growth and increase sales from existing customers?
But it’s elusive. In fact, the traditional approach is no longer working.
According to CEB, now Gartner, “Only 28% of sales leaders report that account management channels regularly meet their cross-selling and account growth targets.”
That’s why I interviewed Brent Adamson (@brentadamson), Principal Executive Advisor at Gartner, and the co-author of The Challenger Sale and The Challenger Customer.
Writers note: You can view part two of our interview here: New research: Empathy a...
2018-02-0621 minB2B Lead Roundtable9 Gartner Research: Boost Your Growth From Existing Customers with Brent Adamson, VP of GartnerLearn how boost customer revenue via cross-selling and organic account growth in this in-depth interview with Brent Adamson, co-author of Challenger Sale
2018-02-0621 min
Too Many Leaders. Not Enough Leadership.#89 - Challenger Customer with Brent AdamsonThis week Cut The Crap Podcast features a break down of the Washington Post, New York Times, and Amazon Best Seller, "The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results" by Brent Adamson. Together Brent and I discuss the five most powerful golden nuggets that we want you to take away from his book! ---------- Rate and review the show. Take a screen capture of your review. Send it to Ryan.Caligiuri@me.com and get entered into a draw every quarter for a prize over $1,000. Enter once and you're entered...
2017-10-101h 00
Bregman Leadership PodcastEpisode 68: Brent Adamson – The Challenger SaleDiscover what makes a Challenger-salesperson unique, why you should never "lead with" your value proposition, and the three traits you can train to help your team sell like Challengers.
The post Episode 68: Brent Adamson – The Challenger Sale first appeared on Bregman Partners.
2017-04-0323 minBregman Leadership PodcastEpisode 68: Brent Adamson – The Challenger SaleDiscover what makes a Challenger-salesperson unique, why you should never "lead with" your value proposition, and the three traits you can train to help your team sell like Challengers.The post Episode 68: Brent Adamson – The Challenger Sale first appeared on Bregman Partners.
2017-04-0323 minBregman Leadership PodcastEpisode 68: Brent Adamson – The Challenger SaleDiscover what makes a Challenger-salesperson unique, why you should never "lead with" your value proposition, and the three traits you can train to help your team sell like Challengers.The post Episode 68: Brent Adamson – The Challenger Sale first appeared on Bregman Partners.
2017-04-0323 minBregman Leadership PodcastEpisode 68: Brent Adamson – The Challenger SaleDiscover what makes a Challenger-salesperson unique, why you should never "lead with" your value proposition, and the three traits you can train to help your team sell like Challengers.
The post Episode 68: Brent Adamson – The Challenger Sale first appeared on Bregman Partners.
2017-04-0323 min
More Clients Podcast[Podcast] Brent Adamson on Winning Business with Commercial InsightBrent Adamson of the CEB is back :)
You may remember my podcast with Brent from a few weeks ago where we looked at his research into the “Challenger Customer” and its implications for selling high-value products and services.
You might also remember that we touched on the concept of “Commercial Insight”. It's perhaps the most effective method for individuals and firms to both differentiate themselves vs competitors and motivate their potential clients to take action.
So I got Brent back for a second interview to dive into more details on Commercial Insight.
In the...
2017-02-2848 minMore Clients Podcast[Podcast] Brent Adamson on the Challenger CustomerThis is a special podcast.
Partially because my guest, Brent Adamson of the CEB, is such an expert and entertaining speaker.
But perhaps more because the topic is so critical.
As I mentioned in Why Being An Expert Won't Get You Clients, we're in an era where it's becoming tougher and tougher to sell premium solutions to our clients. Time and time again a service we know will bring huge benefits is turned down in favour of a cheaper option, or the client just doesn't move ahead and do anything.
It's...
2016-12-2135 min
The Mountain Stories PodcastPrologue: An EC Squared interview with Joni AdamsonDr. Joni Adamson is one of the outstanding scholars in the field of Environmental Humanities, and a delightful person to talk to. Jeff met her when we were both part of an NEH seminar in Environmental and Borderlands History. She embodies the multidisciplinary approach that makes the field so vibrant, teaching and publishing in ecocriticism, environmental justice, and related fields. She’s the Professor of Environmental Humanities, Senior Sustainability Scholar at the Julie Ann Wrigley Global Institute of Sustainability, Program Faculty in Human and Social Dimensions of Science and Technology, Affiliate of Women and Gender Studies, and Director of th...
2016-10-1141 min
Leading Matters with Joel Capperella#23 Brent Adamson Co-Author The Challenger SaleLeading Matters #23 features Brent Adamson, the co-author of the New York Times bestselling Challenger Sale, and its follow up the Challenger Customer. Brent provocatively suggests that solution selling may make your offering more of a commodity and also make it harder for your customers to buy.
2016-01-1100 min
The RecordSeattle Before the iPhone #4 - Gus MuellerThis episode was recorded 17 May 2013 live and in person at Omni’s lovely offices overlooking Lake Union in Seattle.
You can download the m4a file or subscribe in iTunes. (Or subscribe to the podcast feed.)
Gus Mueller, Flying Meat founder, created VoodooPad (now at Plausible Labs) and Acorn, the image editor for humans. Gus is also responsible for open source software such as FMDB and JSTalk.
This episode is sponsored by Squarespace. Get 10% off by going to http://squarespace.com/therecord. Better still: go work for Squarespace! They’re hiring 30 engineers and...
2014-02-1400 minThe RecordSeattle Before the iPhone #4 - Gus Mueller
This episode was recorded 17 May 2013 live and in person at Omni’s lovely offices overlooking Lake Union in Seattle.
You can download the m4a file or subscribe in iTunes. (Or subscribe to the podcast feed.)
Gus Mueller, Flying Meat founder, created VoodooPad (now at Plausible Labs) and Acorn, the image editor for humans. Gus is also responsible for open source software such as FMDB and JSTalk.
This episode is sponsored by Squarespace. Get 10% off by going to http://squarespace.com/therecord. Better still: go work for Squarespace! They’re hiring 30 engineers and...
2014-02-141h 16The RecordSeattle Before the iPhone #1 - Luke AdamsonThis episode was recorded 15 May 2013 live and in person at The Omni Group’s lovely offices overlooking Lake Union in Seattle.
You can download the m4a file or subscribe in iTunes or subscribe to the podcast feed.
Luke Adamson is a founder of Toy Rockets. He’s a former instructor at the University of Washington’s iOS and Mac certificate program and a former developer at The Omni Group (where, among other things, he helped create OmniOutliner).
This episode is sponsored by Microsoft Azure Mobile Services. Does your app need online services? Syncin...
2014-01-0300 minThe RecordSeattle Before the iPhone #1 - Luke Adamson
This episode was recorded 15 May 2013 live and in person at The Omni Group’s lovely offices overlooking Lake Union in Seattle.
You can download the m4a file or subscribe in iTunes or subscribe to the podcast feed.
Luke Adamson is a founder of Toy Rockets. He’s a former instructor at the University of Washington’s iOS and Mac certificate program and a former developer at The Omni Group (where, among other things, he helped create OmniOutliner).
This episode is sponsored by Microsoft Azure Mobile Services. Does your app need online servic...
2014-01-031h 03