The Framemaking Sale: Building Buyer Decision Confidence featuring Karl Schmidt
About this episode
Karl Schmidt discusses how to build buyer decision confidence through the concept of framemaking.
Karl Schmidt is the Co-Founder of A to B Insight , where he helps organizations transform their sales approach by aligning with how customers actually make decisions. Drawing on years of experience at leading firms including Boston Consulting Group and Gartner, Karl has conducted award-winning research into buyer behavior, commercial strategy, and complex B2B decision-making—including work that contributed to the groundbreaking insights behind The Challenger Sale. As the co-author of The Framemaking Sale, Karl equips sales leaders and organizations with practical frameworks for increasing buyer confidence, simplifying complex decisions, and creating customer experiences built on trust rather than pressure. His research and thought leadership have been featured in Harvard Business Review, Forbes, and other leading business publications, making him one of today's foremost voices on decision science in modern sales. SHOW SUMMARY In this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy welcome Karl Schmidt, Co-Founder of A to B Insight and co-author of The Framemaking Sale, for a fascinating conversation about how customers truly make decisions—and why…
People in this episode
Hosts: Larry Levine, Darrell Amy
Guest: Karl Schmidt
Topics covered
- buyer decision confidence
- sales approach
- decision science
- complex B2B decision-making
- customer experience
- framemaking
Mentioned in this episode
Organizations: A to B Insight, Boston Consulting Group, Gartner, Harvard Business Review, Forbes
Books & works: The Challenger Sale, The Framemaking Sale
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- Rediscovering Real Time Conversations in Sales featuring Mary Jane Copps
- Integrity First Selling: Play the Long Game and Put the Buyer First featuring Mark Hunter
- Identity-Driven Selling and Quantum Sales Growth featuring Elyse Archer
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