The Selling Well · 2026-06-09 · 56 min
The real problem in sales is not in the buyer's trust in a supplier, but their confidence in themselves to make a sound purchasing decision. With the usual buying journey extremely messy and complicated, world-renowned B2B sales researcher Brent Adamson offers a solution: the Framemaking Sale. He joins Mark Cox and guest co-host Mike Sparling to discuss how to make a drastic shift in sales focus, moving beyond the traditional sensemaking practices and into the framemaking one with a human-centric approach. Brent highlights the major problems of the conventional B2B model, breaking down what it takes to address decision complexity, information overload, objective misalignment, and outcome uncertainty. He also talks about the evolving role of AI, making the buying journey more convenient by providing assistance in decision-making while maintaining authentic human connections.
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