Shows
Account Management SecretsEpisode 38: Brent Adamson on the Challenger Sale, Customer Confidence, and Growing Key AccountsMost 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
Why Did It Fail?Building 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
Sales Strategy & Enablement by Revenue.ioFOMO is Dead. What Now?? (Part 2) [Special RevOps Podcast Episode]Join us for the second of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers".Follow the Host on LinkedIn:Howard Brown (CEO, Revenue.io)And our Special Guest:Brent Adamson (Global Head of Research & Communities, Ecosystems)Sponsored by:Revenue.io | Powering high-performing revenue teams with real-time guidance2024-09-0524 min
Sales Strategy & Enablement by Revenue.ioFOMO is Dead. What Now?? (Part 1) [Special RevOps Podcast Episode]Join us for the first of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers".Follow the Host on LinkedIn:Howard Brown (CEO, Revenue.io)And our Special Guest:Brent Adamson (Global Head of Research & Communities, Ecosystems)Sponsored by:Revenue.io | Powering high-performing revenue teams with real-time guidance2024-08-2926 min
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
Coach2Scale: How Modern Leaders Build A Coaching CultureWhat We Learned From Sales Leaders In Q1 of 2024 - Coach2Scale - Episode # 033This special episode is a compilation of what we’ve learned over the first twelve episodes in Q1 of 2024. You'll hear from each of the guests who were featured on the show this past quarter, and in their own words, we'll summarize and highlight the tips and insights they shared about leading an effective sales team and building a coaching culture. Episodes MentionedBrent Adamson: https://coach2scale.transistor.fm/episodes/re-framing-b2b-sales-brent-adamson-coach2scale-episode-025 Lori Harmon: https://coach2scale.transistor.fm/episodes/leading-from-the-front-lori-harmon-coach2scale-episode-026 Christina Smears: https://coach2scale.transistor.fm/episodes/the-power-of-building-diverse-teams-christina-smears-coach2scale-episode-030 Channi...2024-04-0240 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 strug...2024-01-0847 min
SaaS 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 CustomerFor 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 everyone trying to teach customers so...2023-12-0136 min
Private Equity Value Creation PodcastEp.9: Matt Gallagher, Hg Capital | How to Increase Efficiency with Data and StrategyShiv Narayanan interviews Matt Gallagher, Portfolio CRO at Hg Capital. Matt and Shiv discuss how the Hg portfolio team prioritize revenue growth strategies that will move the needle most in the first months after an investment. Learn about the importance of due diligence as a foundation for scale and the metrics you should review to assess performance and potential, plus common areas of inefficiency in portfolio companies and how to address them. Resources For the latest information and data on Hg please visit: https://quarterly-update.hgcapital.com/2023/Learn more about Hg CapitalConnect with Matt Gallagher - LinkedInMastering the 7 Essentials of H...2023-10-1040 min
Private Equity Value Creation PodcastEp.9: Matt Gallagher, Hg Capital | How to Increase Efficiency with Data and StrategyShiv Narayanan interviews Matt Gallagher, Portfolio CRO at Hg Capital.
Matt and Shiv discuss how the Hg portfolio team prioritize revenue growth strategies that will move the needle most in the first months after an investment.
Learn about the importance of due diligence as a foundation for scale and the metrics you should review to assess performance and potential, plus common areas of inefficiency in portfolio companies and how to address them.
Resources
For the latest information and data on Hg please visit: https://quarterly-update.hgcapital.com/2023/
Learn more about Hg Capital
...2023-10-1040 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 th...2023-07-1048 min
SaaS DistrictStrategies for Success in Social Selling Through LinkedIn with Nicholas Thickett #209Nicholas Thickett is the Co Host at the B2B Power Hour, a space to connect with others in B2B marketing + sales space, where they share their experiments on social selling, ABSD, cold email, AI, SEP's, Async video, virtual events and more. With an expansive archive of 160+ podcast episodes, takeaways and articles, they help sales and marketing professionals thrive in a world dominated by outdated playbooks and old-school tactics.Nicholas is also the Managing Partner at Alignd, Marketing & Partnerships Manager at KO Advantage Group, a competitive home brewer and woodworker.In this episode we...2023-06-1643 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!
____________
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
Metrics that Measure UpThe 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
The Death of a Salesman2023 Anti Predictions for SalesI reflect on where we are in the sales world in this episode.
I consider the 3 main channels to start a sales conversation:
The telephone
Email
Social Selling
- all of which are dead and don't work. Or do. Depending on whom you follow.
I then take a look at Gartner's 7 new technologies that will completely change sales between 2024 and 2030 :
Multimodality
Generative AI
AR & VR
Emotion AI
Digital Twin of the Customer
Digital Humans
2022-12-2154 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
Enterprise Sales Development (CIENCE)Enterprise Sales Development with Leslie VenetzIn this episode of Enterprise Sales Development podcast, we speak with Leslie Venetz, Founder and President of Sales Team Builder. As an authoritative voice in the SDR space, Leslie talks about all things sales, and more importantly all things sales at the top of the funnel. She discusses why it’s important to build repeatable processes and how she trains her clients to do so. She also talks about sales cycles and where they begin for her.
WHAT YOU’LL LEARN
Why it’s important to build processes that are repeatable before scaling and how Leslie teaches her clients to do thi...2022-10-2650 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 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...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
Making Sales Social PodcastBrent Adamson - It’s Not What You Sell, It’s How You SellBrent Adamson joins The LinkedIn Whisperer Brynne Tillman to explain why the best way to stand out from your competitors in the sales industry is by mastering how you sell your product or service.
Listen as he explains how the window of opportunity to differentiate your brand from the rest based on your solution is narrowing and how the wide availability of solutions available to consumers is actually leading them to experience what he calls “paralysis of analysis.”
Discover what you can do to stay ahead of the “smartness arms race” in an era where customers start to lack confidence in their...2022-08-0338 min
Making Sales Social PodcastBrent Adamson - It’s Not What You Sell, It’s How You SellBrent Adamson joins The LinkedIn Whisperer Brynne Tillman to explain why the best way to stand out from your competitors in the sales industry is by mastering how you sell your product or service.
Listen as he explains how the window of opportunity to differentiate your brand from the rest based on your solution is narrowing and how the wide availability of solutions available to consumers is actually leading them to experience what he calls “paralysis of analysis.”
Discover what you can do to stay ahead of the “smartness arms race” in an era where customers start to lack confidence in their...2022-08-0238 min
RevOps PodcastFOMO is Dead. What Now?? (Part 2)Join us for the second of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers".Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Brent Adamson (Global Head of Research & Communities, Ecosystems)Sponsored by:Revenue.io | Powering...2022-07-1325 minRevOps PodcastFOMO is Dead. What Now?? (Part 1)Join us for the first of a two-part conversation with world-renowned sales expert Brent Adamson, the co-author of The Challenger Sale and a Gartner alum, as we discuss what it means to sell on Customer Value Creation and how to win over "rational buyers".Follow the Hosts on LinkedIn:Alastair Woolcock (CRO, Revenue.io)Howard Brown (CEO, Revenue.io)And our Special Guest:Brent Adamson (Global Head of Research & Communities, Ecosystems)Sponsored by:Revenue.io | Powering...2022-06-3027 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
Explore the Latest Full Audiobooks in Business & Economics, Business & Career DevelopmentThe Challenger Sale: How To Take Control of the Customer Conversation by Brent Adamson, Matthew DixonPlease visit https://thebookvoice.com/podcasts/1/audiobook/555123 to listen full audiobooks. Title: The Challenger Sale: How To Take Control of the Customer Conversation Author: Brent Adamson, Matthew Dixon Narrator: Brent Adamson, Matthew Dixon Format: Unabridged Audiobook Length: 5 hours 43 minutes Release date: February 10, 2022 Ratings: Ratings of Book: 4.67 of Total 3 Genres: Business & Career Development Publisher's Summary: 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 the secret to sales success? If you're like most business leaders, you'd...2022-02-1005 min
Explore the Latest Full Audiobooks in Business & Economics, Business & Career DevelopmentThe Challenger Sale: How To Take Control of the Customer Conversation by Brent Adamson, Matthew DixonPlease visithttps://thebookvoice.com/podcasts/1/audiobook/555123to listen full audiobooks.
Title: The Challenger Sale: How To Take Control of the Customer Conversation
Author: Brent Adamson, Matthew Dixon
Narrator: Brent Adamson, Matthew Dixon
Format: Unabridged Audiobook
Length: 5 hours 43 minutes
Release date: February 10, 2022
Ratings: Ratings of Book: 4.67 of Total 3
Genres: Business & Career Development
Publisher's Summary:
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 the secret to sales success? If you're like most business leaders, you'd say...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.
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
Mads Singers Management PodcastMSMP 15: Josh Patrick on Successful Business LeadershipThe one constant factor in all of one’s endeavors is you; self-awareness or profoundly understanding oneself, is, therefore, essential in business leadership. This strength enables a person to become empowered as awareness allows one to make better choices in management and business operations whether it be to change, adapt, or grow.Joining us in this 14th episode of Mads Singers Management Podcast is no other than Josh Patrick, founder of Cracking the Cash Flow Code!Josh Patrick has been in the business arena for more than ten years now; being in the business for a...2019-10-1652 min
Discover the Best Audio Stories in Business & Economics, Sales & RetailThe Challenger Sale: Taking Control of the Customer Conversation by Brent Adamson, Matthew DixonPlease visithttps://thebookvoice.com/podcasts/1/audiobook/376649to listen full audiobooks.
Title: The Challenger Sale: Taking Control of the Customer Conversation
Author: Brent Adamson, Matthew Dixon
Narrator: Brent Adamson, Matthew Dixon
Format: Unabridged Audiobook
Length: 5 hours 44 minutes
Release date: July 16, 2019
Ratings: Ratings of Book: 4.15 of Total 48
Ratings of Narrator: 5 of Total 3
Genres: Sales & Retail
Publisher's Summary:
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average...2019-07-165h 44
Discover the Best Audio Stories in Business & Economics, Sales & RetailThe Challenger Sale: Taking Control of the Customer Conversation by Brent Adamson, Matthew DixonPlease visit https://thebookvoice.com/podcasts/1/audiobook/376649 to listen full audiobooks. Title: The Challenger Sale: Taking Control of the Customer Conversation Author: Brent Adamson, Matthew Dixon Narrator: Brent Adamson, Matthew Dixon Format: Unabridged Audiobook Length: 5 hours 44 minutes Release date: July 16, 2019 Ratings: Ratings of Book: 4.15 of Total 48 Ratings of Narrator: 5 of Total 3 Genres: Sales & Retail Publisher's Summary: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their...2019-07-1610 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 min
The GTM 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 GTM Podcast The GTM 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 minThe GTM 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 GTM Podcast The GTM 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 min
The 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
Renegade Marketers UniteBuyer Enablement Comes From Marketing and Sales Collaboration, Part 2Brent Adamson has a bone to pick with marketers: the way many of them define their industry is miles off the mark. In fact, Brent may want to abandon the term 'marketing' altogether, because too often the notion of separate marketing and sales departments breeds a lack of coordination. If your marketing and sales teams are not in perfect lockstep, you can count on your business suffering. If you disagree, maybe he can sway you in part 2 of his interview. In today's conclusion to the interview, Brent and Drew get at to the heart of how a...2018-07-2728 min
Renegade Marketers UnitePutting the B2B Buyer First and Understanding Their Purchase Journey, Part 1A customer’s purchase journey is never an easy process to document and collect data on. Thankfully, Brent Adamson is interviewed on this episode of Renegade Thinkers Unite. As Principle Executive Advisor at Gartner (formerly CEB), Brent works to help B2B companies explain to customers why their solution is the best available. Throughout part 1 of this conversation, Brent and Drew discuss why putting the customer first should be at the heart of any B2B organization. They explain the 6 non-linear steps in any purchase journey, and Brent shares his #1 tip for any B2B supplier. ...2018-07-2036 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 min
The B2B Roundtable PodcastGartner 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 Sale2018-02-0621 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
Sales Tuners028: Jonathan Parrott | A Full Day of Open-Ended Discovery Full Notes https://www.salestuners.com/jonathan-parrott/ Takeaways Focus on Discovery: It’s not in the end zone that sales are lost, but rather at the start of the game. Your goal as a salesperson at the simplest level is to connect what you have with what a person is trying to accomplish. A lot of that starts early in the relationship as you seek to discover what it is that is driving that person. What is it they want to do? How can you help them do it? Learning as much as...2017-03-1439 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 interview we talk about: What […]2017-02-2800 minMore 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 interview we talk about: What […]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 not just because of the way we're marketing and […]2016-12-2135 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 not just because of the way we're marketing and […]2016-12-2100 min
Listen to New Full Audiobooks in Business & Economics, Sales & RetailThe Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by Pat Spenner, Nick Toman, Brent Adamson, Matthew DPlease visit https://thebookvoice.com/podcasts/1/audiobook/275436 to listen full audiobooks. Title: The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results Author: Pat Spenner, Nick Toman, Brent Adamson, Matthew Dixon Narrator: Steve Kramer Format: Unabridged Audiobook Length: 8 hours 41 minutes Release date: October 20, 2016 Ratings: Ratings of Book: 5 of Total 2 Genres: Sales & Retail Publisher's Summary: From the authors of the internationally-bestselling business classic The Challenger Sale 'A handbook of practices that will help you get into your customers' heads, deliver good value, and win the sale' Daniel H. Pink, author of To Sell is Human and Drive In...2016-10-2005 min
Listen to New Full Audiobooks in Business & Economics, Sales & RetailThe Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by Pat Spenner, Nick Toman, Brent Adamson, Matthew DixonPlease visithttps://thebookvoice.com/podcasts/1/audiobook/275436to listen full audiobooks.
Title: The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
Author: Pat Spenner, Nick Toman, Brent Adamson, Matthew Dixon
Narrator: Steve Kramer
Format: Unabridged Audiobook
Length: 8 hours 41 minutes
Release date: October 20, 2016
Ratings: Ratings of Book: 5 of Total 2
Genres: Sales & Retail
Publisher's Summary:
From the authors of the internationally-bestselling business classic The Challenger Sale 'A handbook of practices that will help you get into your customers' heads, deliver good value, and win the sale' Daniel H. Pink, author of To Sell is Human and Drive In The...2016-10-208h 41
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
Women of Substance Music Podcast Volume 1#297 Music by Kristen Adamson, Anderson, Jadea Kelly, StephanDrews Band, One World (R)evolution, Lyia Meta, Eden BrentTo get live links to the music we play and resources we offer, visit
This show includes the following songs:
Kristen Adamson - New York Girl
Anderson - Full of Empty
Jadea Kelly - Wild West Rain
StephanDrews Band - Where All This Came From
One World (R)evolution - Voice Is Calling
Lyia Meta - For You
Eden Brent – He’ll Do The Same Thing To You
For Music Biz Resources Visit
Visit our Sponsor: Get Music by Pamela Joy at:
Visit our Sponsor: Get Music by Joanna Marie at:2016-01-0831 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