When Complex Deals Stall, It’s not What You Think with Brent Adamson & Karl Schmidt
About this episode
Brent Adamson and Karl Schmidt discuss outdated B2B sales tactics and the importance of building buyer confidence.
What if your sales team is focused on the wrong thing? Brent Adamson and Karl Schmidt, co-founders of A to B Insight and co-authors of The FrameMaking Sale, reveal why traditional B2B tactics like BANT are outdated and how to win by building buyer confidence in their own decisions. Connect with: Brent Adamson: LinkedIn | A to B Insight Karl Schmidt: LinkedIn | A to B Insight Alice Heiman: LinkedIn | Website Link to The FrameMaking Sale
People in this episode
Host: Alice Heiman
Guests: Brent Adamson, Karl Schmidt
Topics covered
- B2B sales
- buyer confidence
- sales tactics
- sales team focus
- traditional sales methods
Keywords
- B2B sales
- buyer confidence
- sales tactics
- A to B Insight
- The FrameMaking Sale
Mentioned in this episode
Organizations: A to B Insight
Books & works: The FrameMaking Sale
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