Brent Adamson @brentadamson
#B2B & #B2C #sales & #marketing expert. Author, The Challenger Customer & The Challenger Sale. Research/speak on #contentmarketing, #selling #digitalmarketing. ecosystems.us Joined October 2011-
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Brent’s Breakdown, Episode 39: The Many Layers of Outcome Selling While not a new idea, I’ve recently encountered a number of large, B2B organizations working to re-orient their entire commercial organization around “customer outcomes.” The logic and th…lnkd.in/es2DhWKD
Brent’s Breakdown, Episode 38: Our Job as Sellers I have long admired progressive commercial leaders brave enough to coach their sales teams to zig when everyone else zags, backed not only by data and strategy, but a deep sense of empathy and an uncanny…lnkd.in/exPstSuE
My friends and former colleagues @Barnes_Hank and @YockelsonD at Gartner have begun to really dig into data and evidence behind the importance of customer relationships built on a clear definition and realization of actual business value. It's one of t…lnkd.in/eQnmC2u8
Brent’s Breakdown, Episode 37: The Customer Is Rarely Right It’s a long-standing adage in both B2C and B2B commerce that the “customer is always right.” It’s a pervasive perspective not only in retail settings but enterprise sales as well, where sellers…lnkd.in/epR7BRB9
Value Selling for an AI-enabled world. This is the future. Is it yours, too? Shoot me a note to set up a tour. It’s very cool stuff! #b2bsales #valuemanagement lnkd.in/gqBeiZpw
Brent’s Breakdown, Episode 36: Beware Customer Centricity Virtually every senior leader at some point in their career will utter the words, “We need to be more customer centric.” Or “We need to put the customer at the center of everything we do.” The…lnkd.in/gAJg8_gQ
Brent’s Breakdown, Episode 35: Are You Ready for AI? We typically view AI through a first-person lens: “How might I use AI to impact my work, or my life?” If we’re optimists, we’re especially excited about how AI might make us more productive, more eff…lnkd.in/gDvSR-Gm
Every Friday morning, @HeinzMarketing and I lead a completely off-the-wall conversation about marketing, b2B buying, post-structuralist theory, chickens, parenting , AI, and the meaning of life. Join us...? #b2b #marketing lnkd.in/d6mNjGZp
Tomorrow, I have the pleasure of interviewing Chris Stennett and @adkerzner at Zuora on the mind-bending success they've had building out a systematic, company-wide approach to #valueselling. It's impressive. You'll wanna join this. lnkd.in/dZwNKy8z
Brent’s Breakdown, Episode 34: The Kano Model First introduced in the late 1970’s by Noriaki Kano, the Kano Model is critical for understanding shifting customer expectations around product attributes and overall experience. As a research tool, it’s als…lnkd.in/ghisY9CU
Brent’s Breakdown, Episode 33: Hypothesis-Led Empathy No question, if we are going to successfully motivate an individual customer stakeholder to take action inside their organization—to mobilize on behalf of our solution, or on behalf of a course of act…lnkd.in/gzVXBW4c
Brent’s Breakdown, Episode 32: A Frame-Making Website Increasing numbers of B2B buyers would prefer to purchase even a complex solution without speaking to a sales professional at all. Right or wrong, fair or not, customers are seeking to go it alone wh…lnkd.in/g6_KZwJB
Brent’s Breakdown, Episode #31: The Math Is Last We all have a tendency to lead with the numbers. In seeking to win a deal, we build a rock-solid, numbers-driven “business case” for our solution, and we use that business case to win over customers. And…lnkd.in/gEhe8Q4g
Brent’s Breakdown, Episode 30: Solve for Ease I have shared a lot of perspective on creating various kinds of “frameworks” for B2B buyers to aid their decision-making processes: A framework for decisions, a framework for information, and a framework for…lnkd.in/gZizknYQ
If you’re thinking, “Man, I would have thought that thing died weeks ago!” It actually did. We just keep doing it anyway. Tune in every week for hot takes, deep analysis, off-the-wall digressions, and a rapidly deepening sense of belonging, community, a…lnkd.in/ggUs8Rvs
Brent’s Breakdown, Episode 29: Losing to a Parking Garage Who’s your biggest competitor? For most of us, there’s a short list of obvious answers that immediately come to mind: 1. The competition, i.e., the companies selling a similar solution agai…lnkd.in/gxi4R9AW
Brent’s Breakdown, Episode 28: The Value Blueprint We all know the best sales professionals sell on value, not price. But what about the rest of the organization? Across every functional silo. At every point along the customer lifecycle. Simultaneously…lnkd.in/eWFwZmfA
Brent’s Breakdown, Episode 27: The Tipping Curve of Sales Coaching The most important role in every sales organization? Front-Line Sales Manager. The most important role of every front-line sales manager? Seller Coaching By far, managers’ single bi…lnkd.in/gSGfDXPd
Brent’s Breakdown, Episode 27: The Tipping Curve of Sales Coaching The most important role in every sales organization? Front-Line Sales Manager. The most important role of every front-line sales manager? Seller Coaching By far, managers’ single bigges…lnkd.in/gpf3tT9f
For those looking to more closely align sales and customer success--and build the entire thing on a foundation of customer value, the recently announced partnership between Gainsight and Ecosystems offers a second-to-none platform on which to build and op…lnkd.in/gJgCzbcs
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There's a very small list (less than 5) of 'genuine' sales/marketing thought leaders in the world today, and @brentadamson sits at the very top of that list (IMHO). I say this because Brent is 100% data-driven in everything that…lnkd.in/dj6EMi9j lnkd.in/dzX26siD
Does your website take your customers on a journey? Does it provide your potential client with the information they need to buy? @brentadamson shares his thoughts on what makes a website a great customer experience. Do you agree? #…lnkd.in/gKkM53QR lnkd.in/gPBc9gHi
Joining us for this weeks episode of B2B EQ is the Global Head of Research, Advisory, and Communities at @ValueMadeClear, @brentadamson. x.com/uniphore/statu…
Joining us for this weeks episode of B2B EQ is the Global Head of Research, Advisory, and Communities at @ValueMadeClear, @brentadamson. Brent and Tim explore what it means to build confidence in your customers. Listen to the full episode here: bit.ly/3KdD24J #sales
@vandegrift @joshbraun @ryan_c_walsh @markroberge @TheSalesHunter 👏 Would recommend @brendanmcadams, @matthewxdixon and @brentadamson as good follows too (I've interviewed them all on the podcast 🚀)
How do you get the most out of the time you spend coaching? @brentadamson shares several interesting finding on how and when to apply coaching to your sales efforts! #sales #coaching #salesmanagers #leadership #futureofwork lnkd.in/gMeVT-R5
@justingordon212 The Art of the Start (@GuyKawasaki ) Innovator's Dilemma & Innovator's Prescription (@claychristensen ) The Challenger Sale (@matthewxdixon & @brentadamson)
@TheSharkDaymond The Challenger Sale by @brentadamson @matthewxdixon
57% of the buyer journey… You all know the rest. Great to meet @brentadamson in person. Thank you @transform_sales for making it happen. #sales #b2bsales #socialselling #digitalselling #salesenablement #deepsales #challengersales lnkd.in/ey_a9CUV
@brentadamson says it better than anyone else: "Your buyers are moving to digital, and you can't affort to simply just follow them. You have to get there before them" 2023 should be all about building your digital sales strateg…lnkd.in/d-zyE9G4 lnkd.in/drdejY_P
Looking good, @IntelisysCorp! Great info and fun at this week's #NewportBeach AMP'd event. bit.ly/3DkwHBI @brentadamson @JDSavvy @papa_sumo @CiscoPartners
Building on a HBR Digital Article from 2015 @brentadamson Separates Personal Value into 'Professional Value' and 'Identity Value' bit.ly/3Cskt9R
Vibing. @matthewxdixon @brentadamson #challengersale #onrepeat
The Digital Download - What is future of sales buff.ly/3UEHRHa via @DLAIgnite @brentadamson @lenwood_ross @eric_crux @rdurantjr @agsocialmedia @Alex_Supero @TBorreson11 @Timothy_Hughes #socialselling #digitalselling #sales #salestips #salesleader #leadership #prospecting
The Problem with Discovery described by @brentadamson youtu.be/kk4UQBbY37M via @YouTube
3️⃣ The Challenger Customer by @Gartner_inc (CEB), @brentadamson, et. al. “The real limitation of traditional thought leadership is that it doesn’t necessarily drive action. “What we find is that insight is something else entirely. It’s designed to upend the status quo.”
The Digital Download - What is future of sales bit.ly/3FxsDj8 via @DLAIgnite @brentadamson @lenwood_ross @eric_crux @rdurantjr @agsocialmedia @Alex_Supero @TBorreson11 @Timothy_Hughes #socialselling #digitalselling #sales #salestips #salesleader #leadership #prospecting
"We live in a world where sales actions are no longer predictive of customer reactions." @brentadamson on #TheSalesHunterPodcast Listen here: bit.ly/thesaleshunter… #ThSalesHunter #sales #podcast #salesactivites
We take a closer look at some of the stats that buyers are saying in that they would prefer a seller-free process. bit.ly/3qbsp8M podcast with @brentadamson #digitaltransformation #salestransformation #socialselling
The Digital Download - What is future of sales buff.ly/3VKXXQB via @DLAIgnite @brentadamson @lenwood_ross @eric_crux @rdurantjr @agsocialmedia @Alex_Supero @TBorreson11 @Timothy_Hughes #socialselling #digitalselling #sales #salestips #salesleader #leadership #prospecting
"Most people do not listen with the intent to understand; they listen with the intent to reply." So, @brentadamson says... bit.ly/3OVwkSD
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