Reframing B2B Sales to Drive Buyer Confidence with Brent Adamson - Ep. 40

Episode notes

When 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 buyers how to buy with confidence, and where thought leadership is falling short in today’s environment. Also, Craig pitches an idea for a radical new podcast and Matt cuts to the front of the line to call dibs. Critical Takeaways Focus more on building customer confidence in their own decision-making abilities rather than just showcasing the value of your product. If customers are reluctant or unsure, they will likely delay or avoid purchasing altogether. Bring implementation and customer success representatives into pre-sale discussions.

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