Podcast appearances and mentions of brent adamson

Tune in to learn how to become a decision enabler—and close deals with confidence, as told by Brent Adamson.

Vill du vara med på Closers Only Event 3 april och få tillgång till erbjudandet på 50% rabatt under en begränsad tid? Läs mer och boka dina biljetter här! I veckans avsnitt pratar jag om The Challenger Sale, som skrevs av Matthew Dixon och Brent Adamson och gavs ut 2011. Boken bygger på en omfattande studie av CEB med över 6 000 B2B-säljare, där Challenger-säljarna visade sig prestera bäst. Jag går igenom varför just denna säljstil är så framgångsrik och hur du kan använda samma teknik för att öka din försäljning. In och lyssna nu kör vi!   

In 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.

Welcome 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 the importance of understanding individual motivations within a sales team. The discussion also touches on the evolving perceptions of sales roles, the potential of mentorship, and the dynamic between individual contributors and managers. The group knows that reevaluating and reimagining the roles and dynamics of sales people and managers is the best way to achieve greater sales success.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Back 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 confidence in an increasingly competitive market. Join us for more on: Tailoring sales approaches to meet the sophisticated needs of medical professionals The critical role of transparency and simplicity in medical sales Strategies for aligning with buying groups to streamline purchasing decisions Overcoming common obstacles that healthcare providers face during the buying process Empowering sales reps with deeper knowledge of their customers' operations and challenges Resources from this episode:  Get the free MedTech Talk Tracks for Action Physician Growth Accelerator Brent's Breakdown Customer Value Community Challenger Sale Challenger Customer Social Media:  Connect with Brent on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

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 guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

In this episode of Entrepreneurial Impact, hosts Joe Martin and Dave Donaldson dive deep into the evolving real estate landscape, discussing the essential need for agents to adapt to change and focus on providing value beyond the transaction. They explore the psychology behind change resistance and how embracing change can lead to significant growth and opportunities. This episode is packed with insights on how real estate professionals can position themselves as trusted advisors, build long-term client relationships, and navigate the challenges of a shifting market.Joe and Dave open the conversation by highlighting the ongoing changes in the real estate industry, especially the shifts in buyer representation and agent compensation. They emphasize the importance of understanding these changes and positioning oneself as a professional advisor who adds value at every step of the client journey. The discussion also covers the resistance many agents face when adapting to new circumstances, offering practical advice on how to overcome these challenges. Finally, they stress the significance of building deep, lasting relationships with clients by focusing on their needs and being there for them during pivotal moments in their lives.Main Talking Points:

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 guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

A full detailed episode, of me reacting to an audio book that I was listening to. Named the "Challenger Sale," by Mathew Dixon & Brent Adamson. MakeYaMove.com AswandC.com D1transfer.com

Join Brynne Tillman in an enlightening conversation with Graham Hawkins on the Making Sales Social podcast. Discover how Graham is revolutionizing digital sales with an AI-guided selling platform called queues, developed in collaboration with Brent Adamson. Uncover the secrets to success in data-led selling and creating trust-based conversations in a digital landscape. With expert insights on leveraging LinkedIn and sales Navigator effectively, this episode is a must-listen for sales professionals looking to navigate the ever-evolving world of sales. Don't miss out on this captivating episode!

Should you buy an online business or build one?Luigi Caceres shared his personal experiences doing both.With over $5 million in eCommerce assets, Luigi has got what it takes to turn his (and his client's) investments into cash-flowing ecommerce assets. Luigi did a 180 from corporate to e-commerce. He's maintained his integrity, and this was paramount in his business ventures. On the show he shared his experiences on how he built a profitable online ecommerce business–and then sold it!Find Luigi Caceres at: https://www.linkedin.com/in/luigicacereshttps://www.instagram.com/luigicaceres/https://m.facebook.com/luigi.caceresstenico/https://www.youtube.com/user/forzatrentinohttps://hevercapital.com/Books mentioned:Sell Or Be Sold: How to Get Your Way in Business and in LifeBook by Grant CardoneWho Not How: The Formula to Achieve Bigger Goals Through Accelerating TeamworkBook by Dan SullivanThe Challenger SaleBook by Brent Adamson and Dixon MatthewFlip the Script: Getting People to Think Your Idea Is Their IdeaBook by Oren KlaffNever Split the Difference: Negotiating As If Your Life Depended On ItBook by Christopher Voss and Tahl RazInfluence: The Psychology of Persuasion Book by Robert B. CialdiniFollow Ken Okazaki at: https://www.instagram.com/kenokazaki/https://www.youtube.com/c/KenOkazakihttps://podcasts.apple.com/gb/podcast/the-content-capitalists-with-ken-okazaki/id1634328251https://open.spotify.com/show/09IzKghscecbI7jPDVBJTwContent Capitalists YouTube 

This is the interview all you entrepreneurs and sales professionals have been waiting for! Are you wondering how to master the art of sales in the age of AI and influence educated modern buyers like a pro? I sat down with the sales genius himself, Brent Adamson, coauthor of “The Challenger Sale” and “The Challenger Customer,” and a frequent contributor to the Harvard Business Review. Get ready to gain valuable insights from his extensive sales knowledge, expertise, tips, and tricks. Brent is a thought leader who has reshaped the sales landscape. His work initiated the Insight Selling movement and has sold over 1,000,000 copies worldwide. In this episode, you'll learn about: -Turning prospects into loyal customers

Brent 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 and Gartner, along with what comes next for him. “Blueprint” by Jahzzar is licensed under CC BY-SA 4.0. Music set to dialogue. https://freemusicarchive.org/music/Jahzzar/Ashes_1206/blueprint/ https://freemusicarchive.org/music/Jahzzar/ https://creativecommons.org/licenses/by-sa/4.0/

Buyer'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 now Global Head of Research at Ecosystems Brent Adamson shares his knowledge and experience. He dives in  to what we should be doing as sales professionals to create a memorable experience for our buyers and the various dimensions to understand to align our solutionBrent's bio:"Brent Adamson is a world-renowned 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. He is also a frequent contributor to the Harvard Business Review, featuring his recent articles, “Sensemaking for Sales” and “Traditional B2B Sales and Marketing Are Becoming Obsolete.” Passionate about “productive disruption,” Brent served as the “chief storyteller” for CEB, now Gartner's, sales, marketing, and customer service practices, from 2003 to 2022, where he introduced industry-leading concepts such as Buyer Enablement, Sense-Making, and Customer Decision Confidence." (https://ecosystems.io/leadership/)Brent Adamson Shownotes00:49 Introducing Brent Adamson04:35 Welcome Brent!05:29 The Big picture: Buyer's Journey08:03 Navigating Systems10:10 "Socratic Guidance"11:48 Co-Creation, Intent, and Buy-In13:16 "As Diversity Increases, So Does Dysfunction"13:56 Brent's Breakdown15:11 Acknowledging Problems and Prioritizing Needs18:40 Adding Complexity and 5 Dimensons24:02 Leading with Understanding: Where are Buyers At?26:00 Empathy30:40 Guiding the Buyer 33:01 Expedient36:15 Reciprocity39:02 Leading with Ourselves: Acceptance and Insecurity42:36 Connecting to Your Purpose & Aligning Incentives46:30 Disarming and "Others-focused"47:22 Setting Yourself Apart: Show Up As A Human Being50:15 The Human Element: Showing Up with Your True Authentic Self52:45 Get In Touch with BrentGet In Touch with Brent AdamsonBrent's LinkedIn: https://www.linkedin.com/in/brentadamson/ Ecosystems.io:https://ecosystems.io/Email Brent: badamson@ecosystems.ioFor more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

In 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.* Challenging customers to think differently.* Customer context has changed radically in the last 10 years, making large-scale decisions more complex.* Why some customers are overwhelmed by internal complexity, information, inability to align on goals, marketing, conflicting messages, etc. * Why many marketers misunderstand the customer journey. * The supplier selection is a critical problem to solve, but often occurs after the sales side has already been solved for.* Helping customers feel more confident in their decision-making abilities, rather than simply presenting them with new information.* How the Challenger Sales approach involves both frame breaking and frame making, with the goal of helping customers navigate their own internal complexity and alignment with colleagues.* Understanding the buyer's journey. * Using value to demonstrate customer confidence, not the other way around.—If you want to skip ahead: (3:22) Sales research findings, including the Challenger Sale study. (6:12) Sales profiling, with a focus on the Challenger Sale approach. (11:31) Challenging customers to think differently. (14:27) Sales strategies. (18:05) How buying decisions have become more complex and involve more stakeholders, creating challenges for sellers. (23:04) Marketing strategies. (28:10) Navigating complex decision-making in business. (38:17) Customer confidence and alignment in B2B sales. —Connect with Brent Adamson on LinkedIn: https://www.linkedin.com/in/brentadamson/ Get Brent's books from Amazon: https://amzn.to/3wlHOu4 —Connect with April Dunford and learn about practical positioning that accelerates marketing and sales: Work with April: https://www.aprildunford.com/contact April's newsletter: https://aprildunford.substack.com/ April's LinkedIn: https://www.linkedin.com/in/aprildunford/ April's Twitter/X: https://twitter.com/aprildunford —Mentioned in this episode: * Brent Adamson and Matthew Dixon's book, The Challenger Sale: Taking Control of the Customer Conversation: https://amzn.to/3UsTcfG * Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman's book, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results: https://amzn.to/3Ut41y2 * “Sensemaking for Sales,” Brent Adamson's article in The Harvard Business Review:

Today Andy and his guests, Brent Adamson, Founder of Skinny Rhino Productions, Leslie Venetz, Founder of The Sales-Led GTM Agency, and Daniel Zamudio, Founder and CEO of Playboox, dive in deep on the roles of managers in coaching, and if they should be involved at all. The profound difference in focus on hard and soft skills, the concept of 'connector managers' which emphasizes the value of connecting team members with resources and fostering a coaching culture that includes both individual and team development. They also discuss the challenges and responsibilities of being a manager, if it's worth it, and the importance of understanding and addressing the needs of sales reps to improve performance.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

There is a lot to unpack in this short episode with Andy and Brent Adamson, Founder of Skinny Rhino Productions, Leslie Venetz, Founder of The Sales-Led GTM Agency, and Daniel Zamudio, Founder and CEO of Playboox. The group starts by just getting real. Who should be sales managers? Why? Should they be top performers? Do the people chosen to be managers even want to be?  When they are, do they know how to best motivate their team? Should they coach? Do they they have the skills to actually coach?  And is moving to a manager just an expected next step. These burning questions and many more are answered in today's Win Rate Weekends episode!Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Welcome 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 the importance of understanding individual motivations within a sales team. The discussion also touches on the evolving perceptions of sales roles, the potential of mentorship, and the dynamic between individual contributors and managers. The group knows that reevaluating and reimagining the roles and dynamics of sales people and managers is the best way to achieve greater sales success.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Today'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 born, provided they are willing to do the work, they can be developed through training and coaching. While certain qualities and characteristics may make someone more naturally inclined to be a seller, it doesn't guarantee success. Hiring salespeople based on gut feelings alone is not recommended. It's important to have a very structured hiring framework to ensure you're getting the right talent.An important part of leading from the front is not asking your team to do anything that you wouldn't be willing to do. This allows you to better understand the challenges faced by the team and enables you to provide better guidance and support. Leaders need to create an environment where individuals are encouraged to own their career paths. This should involve proactive planning, seeking out relevant experience, requesting constructive feedback, and capitalizing on opportunities for advancement.Develop a Personal Board of Directors. Having a team of mentors and advisors can significantly boost an individual's career growth. Leaders should encourage their teams to build their personal board of directors to guide them in their professional development.The fast-paced world of tech sales requires constant skill development. Teams should be provided with continuous training opportunities, which will not only add value to their roles but also aid their personal and professional growth.Relationships are crucial both in sales and your career. Encourage your team to build robust relationships with clients, prospects, and colleagues. Strong relationships lead to better customer retention, more referrals, and a more collaborative workplace.Quote of the Show:“It's huge that you own your career because who else is going to own it?” - Lori HarmonLinks:LinkedIn: https://www.linkedin.com/in/lorilharmon/ Website: https://www.cloudflare.com/ 42 Rules for Building a High-Velocity Inside Sales Team: https://a.co/d/dNmE9ZR Shoutouts:Brent Adamson: https://www.linkedin.com/in/brentadamson/ Matt's Interview with Brent Adamson: https://coach2scale.transistor.fm/episodes/re-framing-b2b-sales-brent-adamson-coach2scale-episode-025 Ben Kennedy: https://www.linkedin.com/in/benkennedy/ Matt's Interview with Ben Kennedy: https://coach2scale.transistor.fm/episodes/empowering-the-modern-seller-with-ai-ben-kennedy-coach2scale-episode-024 Steve Kerr - Coach of the Golden State WarriorsWays to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today'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 varies with the performance level of the individuals being coached. Core performers show the most significant performance improvement as a result of effective coaching, while top performers evidence greater engagement. Care should be taken to further coach low performers on possible performance obstacles. The most effective way to boost sales lies not in changing buyers' opinions about the company, but in enhancing their confidence in their decision-making process. Empathy and humility are imperative to effective leadership and coaching. This human-centered approach to management allows for more effective coaching and an increased level of trust between managers and their team members.The concept of "Frame Making" helps customers make sense of all the information coming at them. Instead of just providing more insights or content, the focus should be on helping the customers fit all the information into a clear, holistic view that can guide their decisions.The most effective sales approach is not to focus on how customers see the suppliers but lets the customer make decisions that work best for them. It's about leading to the supplier, not with the supplier.Quote of the Show:“We're all just humans” - Brent AdamsonLinks:LinkedIn: https://www.linkedin.com/in/brentadamson/ Website: https://www.brentadamson.net/ The Challenger Sale: https://a.co/d/fPv2tlF The Challenger Customer: https://a.co/d/5fflIvQ Shoutouts: Linda RichardsonMatt DixonTed McKennaThe Jolt EffectHank BarnesWays to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Join 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 past 19 years, Brent has had the honor of collaborating with leading thought leaders in both B2B and B2C sales and marketing. He has adeptly built and led exclusive communities of highly progressive commercial executives.Recognized as a world-class facilitator and speaker, Brent has addressed tens of thousands of commercial leaders globally, presenting to diverse audiences, from executive leadership teams to large keynote gatherings, both in-person and virtually.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/

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 every customer struggles with. Join us for more on: How sales reps can differentiate themselves by providing more clarity How to provide customers with the confidence to make decisions Buying group alignment and how it impacts sales The dimensions of struggle for customers and how to overcome them Knowing a customer's business better than they do Resources from this episode:  Get the free MedTech Talk Tracks for Action  Alpha Sophia Brent's Breakdown Customer Value Community Challenger Sale Challenger Customer Social Media:  Connect with Brent on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn  

w/ Brent Adamson... The customer often doesn't lack confidence in you, but rather in themselves. They're completely overwhelmed by the decision-making process, as well as the amount of information they get. Brent encourages sellers to ask the question, “How can I take something that seems big and complicated and complex and make it feel more manageable and easier to understand?”   In this episode, Brent teaches on allowing for degrees of customer freedom and facilitating decision-making as a guide, not so much a seller.   ◈  Visit this link for Mark's complete prospecting training library, available for $99!

For 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 something new and lead with insights (whether they've read Challenger or not) the overall impact on customers is less likely to enlightenment, and more likely to overwhelm. So, instead of seeing your content and thinking, “Oh wow, I've got to do something different,” they're thinking, “Oh no, here's another thing I have to worry about.”Adamson takes the role of content a step further in this episode, explaining that both the marketing and sales process today not must only build trust for the supplier, but also within the prospect's mind so that they can accomplish the implementation on their end. Key takeaways from this episode:Why B2B marketers should focus on creating a collaborative and value-based conversation with customers, rather than simply presenting ROI calculations, and generating content.Why it's important to help customers feel confident in their decision-making process by providing context, connecting them to relevant content, and addressing their concerns about implementation.Empathy is a crucial skill for salespeople, as understanding how customers think about their business and helping them feel better about themselves can lead to successful sales outcomes.Other resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.

Shiv 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 Connect with Matt Gallagher - LinkedIn Mastering the 7 Essentials of High-Growth Companies, by David G. Thomson Fanatical Prospecting, by Jeb Blount The Challenger Sale, by Matthew Dixon and Brent Adamson The Challenger Customer, by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman Tech-Powered Sales, by Justin Michael and Tony Hughes Who, by Geoff Smart and Randy Street The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.

Episode Summary In this episode of Sunny Side Up, host Devan Cohen interviews Neda Huda, a seasoned sales professional with expertise in data management and strategic leadership. Neda shares insights into his career journey, emphasizing the importance of understanding the "why" behind customer decisions and the evolving role of buyers in today's market. He discusses the challenges of transitioning from individual contributor to a leadership role and highlights the significance of collaboration and aligning with other teams within an organization. Neda also touches on current trends in buyer journeys, emphasizing the need for sellers to deliver value and understand customers' business goals. About the Guest Neda started his sales career right after university, boots on the ground knocking on doors, managing accounts to ultimately selling to enterprise organizations. Throughout his journey, he was truly focused on understanding buyer paths, as well as how to navigate large portfolios to bring the most value to customers.  When he's done making deals at work, he is at home making deals with his daughters.Connect with Neda Huda Key Takeaways - Transitioning into a leadership role involves a deep understanding of the "why" at various levels—territories, industries, and departments.  - Effective leadership entails threading this understanding into conversations and gaining buy-in for strategic initiatives. - Collaboration across teams requires sharing a compelling vision and fostering trust. Building relationships by investing time and supporting colleagues' efforts before asking for cooperation is essential for achieving common goals. - Modern customer journeys involve extensive pre-engagement research.  - Sales professionals must speak the customer's language and emphasize the business value of their offerings to effectively navigate this landscape. - With professionals changing jobs more frequently, knowledge sharing and movement significantly influence technology choices.  - Leadership involves understanding the "why" on a larger scale. - Fostering collaboration across teams requires sharing the vision and building trust. - Buyers are more informed and conduct extensive research before engaging with sales professionals. - Successful sales now depend on speaking the customer's language and delivering business value. Quote “You don't just ask, you don't just take, you give before you ask... creating that trust and creating that collaborative approach, I find is the key to make sure that a large organization gets involved and advises your success.” – Neda Huda Recommended Resources Newsletter: The Challenger Sale by Brent Adamson and Dixon Matthew Shout-outs Trent Dressel – Tech Sales Instructor at CourseCareers  Brian G. Burns – Host of The Brutal Truth about Sales Podcast Vin Mantano – Senior Account Executive at Demandbase Connect with Neda Huda⁠ | ⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠

Sales in today's buying conditions is changing, but are the selling motions and go-to-market strategies keeping up to support it?Nope, just ask Brent Adamson from Ecosystems.io. A challenger sales expert and sales aficionado points out what needs to change as buyers and sellers get further apart in an AI-enabled tech world.Support the show

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 TrackableMed, to share 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 every customer struggles with. Join us for more on: How sales reps can differentiate themselves by providing more clarity How to provide customers with the confidence to make decisions Buying group alignment and how it impacts sales The dimensions of struggle for customers and how to overcome them Knowing a customer's business better than they do Resources from this episode:  Get the free MedTech Talk Tracks for Action Brent's Breakdown Customer Value Community Challenger Sale Challenger Customer Social Media:  Connect with Brent on LinkedIn Connect with Zed on LinkedIn Connect with Clark on LinkedIn

Episode Summary In this episode of Sunny Side Up, host Katherine Noonan interviews Mike Head, the Chief Revenue Officer at impact.com, discussing the revolutionization of sales strategies and best practices for modernizing the sales process. The conversation highlights several key takeaways, including the importance of delivering a delightful customer experience and meeting buyers where they are in the information-rich landscape. They emphasize the value of transparency in sales, being open about both strengths and limitations and leveraging unbiased third-party information to guide buyers. The discussion also explores strategies for navigating risk-averse buyers, aligning solutions with strategic priorities, and adapting to the current economic environment. Mike also discusses adapting messaging and positioning in uncertain times, including CFOs in the process by speaking their language, understanding customers' persona, and aligning products or solutions to their problems. About the Guest Mike Head is an accomplished executive with a strong background in revenue generation and strategic partnerships. Currently serving as the Chief Revenue Officer (CRO) at impact.com, he is responsible for driving overall global revenue growth for the organization. During his tenure as the Chief Partnerships Officer at impact.com, Mike played a vital role in the company's growth journey, starting as an Account Executive and progressing to the Senior Leadership team. He worked across all go-to-market functions, building teams and partnerships, shaping strategies, and contributing to exceeding $100 million in annual recurring revenue (ARR). Connect with Mike Head Key Takeaways  Emphasizing the customer experience and adapting to the evolving buyer landscape. Leveraging transparency and openness to build trust and credibility. Utilizing third-party information and unbiased reviews to guide buyers. Adapting sales strategies to address the challenges posed by risk-averse buyers. Aligning solutions with the strategic priorities of the company and its executives. Navigating the current economic downturn by refining messaging and focusing on key metrics. Incorporating CFOs into sales processes and speaking their language. Highlighting the importance of understanding company strategic priorities. Leveling up conversations to tie persona priorities with strategic objectives. Aligning solutions with top-line initiatives for increased success. Increasing CFO involvement in vendor contracts and scrutiny on single vendor line items. Adapting sales approaches to address evolving CFO engagement. Recognizing the value of strategic partnerships in driving revenue growth. Focusing on revenue generation, building teams, and shaping sales strategies for success. Taking risks to drive growth is no longer the primary focus in the current economic climate.  The sales process should uncover pain points and make sure recommendations are specific and actionable.  Multi-threading is important to understand the concerns and priorities of any given company.  Messaging and positioning must be adapted to the times, with an emphasis on profitability, payback periods, customer acquisition costs, etc.  CFOs are more involved in decision-making, so communication must be leveled up. Quote   “It's all about the buyer. It's all about the customer experience. If you can deliver a delightful experience for the customer that both get some of the information that they need and helps them see a new way of doing business, you create wins for everyone involved.”  – Mike Head  Recommended Resources The Transparency Sale by Todd Caponi The JOLT Effect by Mathew Dixon and Ted McKenna The Challenger Sale by Brent Adamson and Mathew Dixon Shout-outs Matthew Dixon – Author and Founding Partner at DCM Insights Chris Orlob – CEO at pclub.io ⁠Connect with Mike Head |  ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠ | ⁠Website⁠

Keeping 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://www.linkedin.com/in/brentadamson/ ____________ Literature Traditional B2B Sales and Marketing Are Becoming Obsolete (hbr.org) - https://hbr.org/2022/02/traditional-b2b-sales-and-marketing-are-becoming-obsolete Sensemaking for Sales (hbr.org) - https://hbr.org/2022/01/sensemaking-for-sales What Is the Challenger Sale? An Overview of the Challenger Sales Model (gartner.com) - https://www.gartner.com/en/sales-service/insights/challenger-sale Brent Adamson | Mini Keynote - YouTube - https://www.youtube.com/watch?v=Wksen56eTn0 The Challenger Sale: Taking Control of the Customer Conversation - https://www.amazon.ca/Challenger-Sale-Control-Customer-Conversation/dp/1591844355 Q&A with Brent Adamson: Thought leadership for better buying decisions (ft.com) - https://longitude.ft.com/can-thought-leadership-help-buyers-make-better-decisions-qa-with-brent-adamson-expert-in-customer-buying-behaviour/ Brent Adamson | Mini Keynote - https://www.youtube.com/watch?v=Wksen56eTn0 ____________ The Sleeping Barber Podcast: Follow our updates here: ⁠⁠⁠https://www.linkedin.com/company/sleeping-barber/⁠⁠⁠ Get in touch with our hosts: Marc Binkley: ⁠⁠⁠https://www.linkedin.com/in/marcbinkley/⁠⁠⁠ Vassilis Douros: ⁠⁠⁠https://www.linkedin.com/in/vassilisdouros/⁠⁠ ___________ Timestamps: 0:50 - Intro to Brent Adamson 3:15 - The evolution of B2B Sales & Marketing  7:07 - Buyers don't funnel, the loop 12:00 - There are more decision makers than we think there are 18:35 - A different way to think of buyer enablement 20:50 - MQL -> SQL -> NMP & Content Marketing 27:24 - The role of personalization 29:19 - The more important role of designing an easy experience 26:13 - the damage of over customization 39:05 - Connecting customers through confidence and value   48:44 - The evolution of the challenger sale to sensemaking 50:50 - With content abundance we need an information strategy to differentiate  53:20 - How B2B can differentiate today 56:48 - Post Pod with V and Marc ____________ Where to listen Apple Podcasts: ⁠ ⁠The Sleeping Barber - A Business and Marketing Podcast on Apple Podcasts⁠ Spotify: ⁠ ⁠The Sleeping Barber - A Business and Marketing Podcast | Podcast on Spotify⁠ Google Podcasts: ⁠ ⁠The Sleeping Barber - A Business and Marketing Podcast⁠ Youtube: ⁠Sleeping Barber - A Business and Marketing Podcast⁠

Join Ashto and Jonesy in the latest podcast episode as they discuss the game-changing book, The Challenger Sale. Written by Brent Adamson and Matthew Dixon, this book challenges traditional sales approaches by introducing a new selling methodology that has transformed the world of sales.In this episode, Ashto and Jonesy explore the key concepts of The Challenger Sale and how it has revolutionized the way salespeople interact with customers. They delve into the five profiles of successful salespeople and explain how adopting the Challenger mindset can help salespeople become more effective and close more deals. Hosted on Acast. See acast.com/privacy for more information.

Founder of The Setter Machine, Lloyd Yip, simplifies his approach to gaining leads and funneling sales using appointment setters. He breaks down organic outreach, organic inbound, and paid traffic to point out the flaw some strategies carry versus the strengths of others. Before living the digital nomad life, Lloyd pursued a more traditional career path of startups, specifically enterprise software. Around him, he was witnessing friends starting their own businesses and scaling them up to 7 figures. Llyod knew he had the skills to do the same it was just a matter of execution. He pulled the trigger with his first fully digital business, and through this, he saw a gap in the market for appointment setters. Tune in to hear Lloyd's story… [01:00] Introduction to Lloyd Yip [02:31] Background [06:28] Leveraging appointments setters to open 7 figures of revenue [08:45] Organic outreach [12:40] Organic inbound marketing [16:03] Where does the appointment setter come in? [20:31] Bridging the gap using setters [21:39] Paid traffic [26:18] Favorite tool [28:23] Favorite book [29:11] Connect with Lloyd Resources: Connect with Llyod: Website: Settermachine.com Lloyd's Favorite Business Tool: Text Expander Lloyd's Favorite Book: The Challenger Sales by Brent Adamson and Matthew Dixon ————————- If you enjoyed this episode, please RATE / REVIEW and SUBSCRIBE to ensure you never miss an episode. Connect with Dennis Brown  AskDennisBrown.com LinkedIn Twitter Instagram [Free Giveaways]

On this episode of the Winning the Challenger Sale podcast, our host Andee Harris, CEO of Challenger, runs through the highlights of our most popular theme from 2022. Tune in to hear non-traditional ideas on effectively deploying storytelling to inspire action and solve your customer's problem from interviews with Brett Adamson, Nick Capozzi, Ravi Rajani, and Doug Ferreira.

Heading 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 that was "the SaaS industry has broken sales". As we double-clicked on this comment, what Brent was highlighting was that due to the large influx of capital and thus the number of companies increased so quickly, sales became more of a volume-centered process versus the more traditional, value-based, solution selling that traditional software companies used before the "growth at any cost" phase of the SaaS industry evolution.Another variable that impacted the volume-centric approach was the rapid evolution of "Sales Technology" which automated many of those processes that were traditionally executed manually by a sales professional. As a result, many sales professionals over-indexed activity and volume and lost some level of attention to what makes each target account and the individual members of the buying team unique.When Brent conducted the initial research to write The Challenger Sale, one consistent truth uncovered was that no single buyer, not even the executive decision maker wants to make a decision isolated from the broader team. Their driving need is to gain team agreement or consensus on strategic purchases - such as SaaS solutions.In the initial book, it was discovered that there were 5.4 individuals in every strategic purchase decision, and that number has consistently increased over the last few years - hitting 11 or even more in 2022. Though even though this number is significant, the more important aspect of this reality is the "diversity" of the profiles, functions, roles, and decision criteria for a strategic purchase. The above was the basis for Brent's second book, The Challenger Customer. The first topic we discussed was the different profiles of members of the buying team who are "mobilizers".What is a mobilizer? Based upon a survey of 2,000+ B2B Sales Professionals, the top performers identified that the most important attribute of a buyer persona was their ability to build consensus and willingness to drive change in their organization. This is much different than the standard, find a coach, champion, or executive decision-maker in the sales process. What are the different types of "mobilizers":- Skeptic- Go-Getter- TeacherSkeptics typically are the most difficult to accept the value proposition of your solution and how it will work in their environment. However, once the skeptic is won over, they will be the best advocate for your solution being purchased and implemented. On the other hand, the "friends and the guides" may want to talk with you more than anyone else at the potential customer, but are not good at mobilizing change in their company.Next, we discussed the importance of tapping into the "emotions" of the buyer. It  comes down to the concept of "Identity Value" and goes beyond company value or professional value. Identity Value is the value that sponsoring a  purchase will impact how a person feels they are viewed and how they view themselves. Once a person feels your solution impacts their "identity value" it will dramatically increase their desire advocate purchasing your solution.As we enter 2023 and encounter a "cautious capital" approach to purchasing new solutions, I cannot think of a better use of time than listening to Brent AND reading The Challenger Sale!

Social Sales Link's Bob Woods goes over some of the highlights from the Making Sales Social Live interview series of 2022. You'll listen to impactful insights from guests Bob Burg, Harry Spaight, Bill Zipp, Kay Miller, Brent Adamson, Husam Jandal, and Nikki Rausch. You can access the full individual interviews with all of these inspiring professionals in the library of the podcast platform that you're currently on.

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 value. By the same measure, help the customer make the best decision and if that's not your product, get to that answer as quickly as possible.Stick around to learn what your sales teams need to do to overcome this crisis of confidence. Highlights:5:48 The number one thing we need to solve in B2B commerce is customers' lack of confidence in their ability to make complex decisions on behalf of their company.6:12 There are three forces eroding buyer decision making confidence: complexity, information overload and value opacity (outcome clarity)8:16 The value discussion has to start significantly farther upstream than your capability or benefits.10:24 (the old way of selling) was based on this idea of frame breaking. You map a customer's mental model of how their business works, and you find places to displace or disrupt that model to break that frame and show them a better, different way to think about their business.11:12 I think there's an opportunity for us today to move from frame breaking to frame making.11:59 Travel agents went out of business because I could do it all online. And all of a sudden, I tried to do it online and was overwhelmed. And I realized, you know what I need? I need a travel agent.13:15 Now they're stuck and really frustrated. What if you were the company that helped them anticipate that obstacle, helped them avoid it to begin with? What if you took them by the hand and guided them through a decision making process, gave them a heads up? By the way, the phrase I use all the time, “in working with other customers like you, one of the things we've found is…”15:17 Let's see if we can, in our case through software, put a framework around, okay, what are you trying to do? Why is that valuable? By the way, do your three colleagues agree with you that that's what they're trying to do?20:49 …notice everything we're talking about here isn't about selling and buying, it's about humanity.32:35 A faster close comes from confident customers. There's our bumper sticker.34:04 Because if we're going to lose, we want to lose early so we can move on to better opportunities. About Our Guest:Brent 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.  He is also a frequent contributor to well-known business publications, including the Harvard Business Review, featuring his recent articles, “Sensemaking for Sales” and “Traditional B2B Sales and Marketing Are Becoming Obsolete.” Across the last 19 years, Brent has been privileged to work with some of the greatest thought leaders in B2B and B2C sales and marketing, building and leading exclusive communities of highly progressive commercial executives.  Known as a world-class facilitator and speaker, Brent has presented to tens of thousands of commercial leaders both in-person and virtually all over the world, ranging from executive leadership teams to large keynote audiences.  Especially well known for his passion for “productive disruption,” Brent served as the “chief story teller” for CEB, now Gartner's, sales, marketing, and customer service practices from 2003 to 2022.  Across that time, Brent's research has focused most closely on the critical, boundary-spanning intersection of selling and buying, seeking to understand the rapidly changing nature of effective commercial collaboration.  Most recently, Brent and his colleagues at CEB, now Gartner, have introduced industry-leading concepts such as Buyer Enablement, Sense Making, and Customer Decision Confidence.   As of June 1, 2022, Brent now services as the Global Head of Research and Communities at Ecosystems, a cutting-edge SaaS platform designed to help companies identify and track dimensions of value creation with their customers. A native of Omaha, Nebraska, Brent received his MBA with distinction from the University of Michigan's Ross School of Business. Prior to that, he served on the faculty of Michigan State University as a Professor of German and Applied Linguistics. In addition to his MBA, Brent holds a B.A. with distinction in political science from the University of Michigan along with M.A.s in political science and German, and a Ph.D. in applied linguistics from the University of Texas. Brent resides in Leesburg, VA with his wife, two daughters, and rescue dog.Show Links:Value Blueprint Downloadhttps://info.ecosystems.us/value-blueprintHBR Articles:End of Sales and Marketing: https://hbr.org/2022/02/traditional-b2b-sales-and-marketing-are-becoming-obsoleteSensemaking for Sales: https://hbr.org/2022/01/sensemaking-for-salesInterview with SMART Technologies on how they built a unified commercial engine https://podcasts.apple.com/us/podcast/how-smart-technologies-grew-revenue-by-40-with-a/id1343815847?i=1000558641573You can learn more about and connect with Alice Heiman in the links below.Website:https://AliceHeiman.comLinkedIn:https://www.linkedin.com/in/aliceheiman/

In 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 this Why Leslie thinks salespeople are in the best position to deliver insights to their buyers How Leslie thinks things will change in a recessionary environment Sales cycles and when one starts for Leslie QUOTES “You owe it to your prospects to earn the right to their time, earn the right to their inbox, to the calendar, to their business, and the only way to do that, in my opinion, is to have enough of an understanding of the challenges they face.” -Leslie Venetz [05:42] “I don't think SDRs often understand exactly how well-positioned they are to make those meaningful connections.” -Leslie Venetz [14:11] “I don't think that that first touch from when they opened my email, clicked on my link is the beginning of a sales cycle. I think the sale starts when they show that intent by following up with me or it's budget season and they told me last year that August is the right time to talk. When we pivot from making deposits, keeping credibility awareness high to ‘Hey, it's time to start actively having commercial conversations,' for me, that is when a sales cycle starts.” -Leslie Venetz [35:33] “Where does branding and advertising start and stop? Where does demand gen as a function start and stop? Where does lead gen and then the actual selling. I think that we're in this very interesting time in the evolution of B2B commercial, and those lines are blurry, but they're still there. And for many companies in terms of how people get paid, it's still pretty important to have some of those lines.” -Leslie Venetz [38:38] “When I create content, it is very rare that I create content with the intent of generating leads. It is much more likely that I'm creating content with the intent of branding, of that brand consistency of being a credible source of expertise in sales.” -Leslie Venetz [41:47] TIMESTAMPS [00:00] Intro [00:25] This week's guest: Leslie Venetz [02:36] Scaling: the fly in the ointment? [06:35] Seller-centric vs buyer-centric [10:30] How well-positioned SDRs are for meaningful connections [15:04] How things will change in recessionary environment [26:37] Outbound and cold outreach are changing [31:40] The sales cycle [36:10] Where a sales cycle originates [41:22] Creating content and Jeremy Bearimy [43:59] Non-transactional sales cycles [49:25] How to contact Leslie RESOURCES SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers by Jill Konrath The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson Jeremy Bearimy: How Time Works in the Afterlife - The Good Place Lavender CONNECT Leslie Venetz on LinkedIn Leslie Venetz on Twitter Leslie Venetz on TikTok Sales Team Builder website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

This 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/​​

We 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 facing budget cuts but not outcome cuts—don't' sleep on this one!  For full show notes and transcripts, visit https://renegade.com/podcasts/ To learn more about CMO Huddles, visit https://cmohuddles.com/

Brent 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 going and how sales leaders can best help their teams navigate the changes facing sales leaders worldwide in a must-listen episode. Subscribe to Brent's Breakdown at: https://youtu.be/YvArdwynS5Y Learn more about Ecosystem at: https://ecosystems.us/ Join Ecosystems rapidly growing Customer Value Community at: https://ecosystems.us/customer-value-community/ Register here for Brents webinar coming up next week on the “Blueprint of a World-Class Value-Based Commercial Operating System.” https://ecosystems.us/events/ For video snippets of this and other episodes, head to Sales Leadership United at www.patreon.com/salesleadershipunited.

Brent 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 tap into human emotion. HIGHLIGHTS Buyer enablement: Have a conversation on what's important to them Human empathy is behind every sales interaction The seller makes the difference in a sale Solve not just what you want the customer to know, but also what to feel QUOTES Your reputation and how you show up are the only factors sellers can control - Brent: "Do relationships matter or not? And the answer, funny enough, was always of course they matter. The question is what is the basis of that relationship? Is it familiarity and knowing where your kids went to college? Or is it helping understand your business in ways that you yourself haven't understood it on your own?" Differentiate yourself by bringing your best in your sales interactions - Andy: "You can't predict in advance what's going to be the peak event for the buyer. And so, you really have to bring the best of you every time you interact with them because every one could be the event that was most memorable to them." Understand why someone feels the way they do to change how they feel - Brent: "Ask yourself not just what do I want my customers to know, but what do I want my customers to feel. And that's a superpower." Find out more about Brent in the link below: LinkedIn: https://www.linkedin.com/in/brentadamson/ Website: https://ecosystems.us/ More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

April Dunford is a consultant and author who helps companies make complicated products easy for customers to understand and love. She is a globally recognized expert in Positioning, having launched 16 products across her 25-year career running marketing, product and sales teams at a series of successful startups. She is the author of the best-selling book Obviously Awesome: How to Nail Product Positioning so Customers Get it, Buy it, Love it. Here are a few of the topics we'll discuss on this episode of Long Story Short: April's detailed product positioning framework  The root cause of most weak positioning — and how to fix it How positioning is different from messaging and branding The misalignment that occurs across marketing, sales, and product teams within companies — and the issues that causes for buyers How to paint your product in the right light The dominant emotion for B2B buyers (and how to tap into it) Resources:April's WebsiteObviously Awesome by April DunfordThe Challenger Sale by Brent Adamson and Matthew DixonThe Challenger Customer by Brent Adamson, Pat Spenner, Nick Toman, and Matthew DixonThe Four Steps to the Epiphany by Steve BlankPositioning by Al Ries and Jack TroutLenny's NewsletterLenny's PodcastConnect with April: TwitterLinkedInConnect with Jeff:LinkedInConnect with Sirkin Research:WebsiteTwitterInstagramLinkedIn

#alexlow #pitchslap #revopswithanedge #sales #linkedin Alex Low comes on the SAASholes RevOps Podcast to Join Pete Jansons and Jamie Carney to talk Revenue Operations, Sales Operations, offer Linkedin learning and linked in tips. In the opening salvo Alex Low tells Pete Jansons what a Linkedin Pitch Slap is. What is a Pitch Slap? Alex Low is the Host of the Podcast "Death of a Salesman" Other topics discussed on the SAASholes Revenue Operations Podcast: Tom Goodwin, Brent Adamson, Jeff Lowe, Unified Commercial Engine, Marcus Cauchi, Linkedin Sales Navigator, Salesforce, The Top 3 Tips how to use Linkedin Properly, Jerry Hill Connect and Sell, Pay At Risk should sales people be paid just a salary, The value of Podcasting SAASholes not only has an industry recognized RevOps podcast but they also have a "Corporate Rock" Cover band to play your next company event! --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. In this special episode, you will hear 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 (CSO, Revenue.io) 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 guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

Introducing the all-new, reimagined RevOps Podcast from Revenue.io. Join hosts Alastair Woolcock and Howard Brown 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 (CSO, Revenue.io) 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 guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

Sales pros come from all walks of life. In this episode, you'll find our how an ex-Linguistics professor became an influential thought leader, making a permanent impact on our industry. Luigi is joined by Brent Adamson, researcher, academic, author of The Challenger Sale and The Challenger Customer, and Global Head of Research and Communities at Ecosystems. They explore why how you sell is the differentiator that matters most, sense making and its growing importance, what's more important to your customer than information, and aspiring in your career to have a material impact on people's quality of life.

Brent 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 own ability to make decisions and on behalf of their company due to the overwhelming overflow of information. Learn about the concept of the frame maker and sensemaking, and how these techniques can help you serve customers better by serving as their guide for making sales decisions. Find out why Brent thinks empathy is crucial in making sales social and why some sales professionals fall into the trap of committing what he calls “indiscriminate generosity.” Listen as Brent and Brynne discuss key questions salespeople need to ask themselves: Where are your customers learning? Are you present where that learning is happening? How are you participating in that learning process? (Are you, in fact, helping when that happens?) You can reach out to Brent on LinkedIn and on Twitter. If you want to learn more about Brent and his current work, you may visit the Ecosystems website.

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 (CSO, Revenue.io) 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 guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

FOMO is dead. Are you ready to sell using Customer Value? Join us in 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 (CSO, Revenue.io) 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 guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

Sometimes the best way to close more deals isn't by adding new people to your pipeline (though that's always a good thing.) Instead, the best thing is to address the issues that make a deal fail before they fail. In today's episode of The Sales Evangelist, Donald is joined by the CEO of Challenger, Andee Harris, to get her take on failed deals and how to address those issues directly with our prospects.  Challenger is a sales training company: The Challenger Sale by Matthew Dixon and Brent Adamson explains many of the principles Challenger uses in their training. Early sellers might be timid, which usually leads to a failure to recognize when a deal isn't moving in the right direction. In Andee's experience, continuous feedback is a great way to course-correct throughout the sales process to tailor the experience and selling strategy to the specific prospect.  Passive selling isn't the best form of selling for either party - taking control of the purchase and helping the buyer buy the product is your job. Three ways to notify deals before they go south: Integrate an avenue for continuous feedback. If a buyer likes you as a sales rep, they'll want to share methods to improve their experience.  Realize that one size doesn't fit all. What works for one client might not work for another.  Constantly be learning. Be curious, and look to understand and be self-aware of your strengths and weaknesses.  Andee's final takeaway? Understand that we're in a complex selling environment. Multiple factors influence the selling process, but it isn't impossible to create wins and do phenomenally well. To get in touch with Andee, visit challengerinc.com or connect with Andee on LinkedIn. This episode is brought to you in part by LinkedIn Sales Navigator. The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you! Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase. Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE.  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Closers.io. Closers.io helps sales reps land their dream remote sales gig, where they can set their own hours, work from anywhere, and make six or even multi-6 figures per year. That sure sounds good to us! Committed to helping sales reps make a shift, Closers.io will place you in an available sales role that will increase your commissions and help you live the life you want. Apply for free now at go.closers.io/TSE. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com.  As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.