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Higgle: The B2B Sales Club


1 Why You Need to Grow Your Customer’s Decision Confidence with Brent Adamson and Karl Schmidt 36:25
Are you ready to discover why building customer self-confidence is more crucial than ever in today's B2B sales landscape? Brent Adamson and Karl Schmidt join us today, the duo behind the upcoming book "The Framemaking Sale." These sales experts unravel the critical yet often overlooked aspect of buyer confidence. They shift the focus from traditional supplier-centric models to the empowering idea that true confidence comes from within the customers themselves. This perspective not only transforms how we view B2B sales, but also highlights the importance of nurturing decision confidence. Throughout our conversation, Brent and Karl introduce their innovative concept of framemaking, a strategy that aligns sales solutions with client priorities. This approach goes beyond typical sales tactics by fostering genuine, lasting relationships with clients, even when they choose competitors. Their ideas promise to shake up conventional sales methods. Topics covered during this episode include: Why buyer confidence should be supplier-agnostic and focus on customers' decision making abilities. How Brent and Karl met each other at Corporate Executive Board (now part of Gartner). Why nurturing customer decision confidence is crucial in B2B. How framemaking aligns sales solutions with client priorities to overcome decision complexity. Why the book emphasizes customer confidence over supplier trust for effective decision making. The impact of decision complexity, information overload, and outcome uncertainty. Why understanding clients' businesses deeply helps navigate obstacles and maintain deal momentum. How salespeople can anticipate and overcome potential deal barriers. Why gaining customer confidence involves addressing emotional and rational decision aspects. Listen now to learn how to revolutionize your B2B sales approach with innovative framemaking techniques that build lasting customer relationships. Brent on LinkedIn: https://www.linkedin.com/in/brentadamson Karl on LinkedIn: https://www.linkedin.com/in/karl-schmidt-q…
WDW & Beyond
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Inhalt bereitgestellt von BNW Prodcutions and BNW Productions. Alle Podcast-Inhalte, einschließlich Episoden, Grafiken und Podcast-Beschreibungen, werden direkt von BNW Prodcutions and BNW Productions oder seinem Podcast-Plattformpartner hochgeladen und bereitgestellt. Wenn Sie glauben, dass jemand Ihr urheberrechtlich geschütztes Werk ohne Ihre Erlaubnis nutzt, können Sie dem hier beschriebenen Verfahren folgen https://de.player.fm/legal.
Welcome to the WDW & Beyond Podcast - Your podcast for Walt Disney World and Beyond! Join our stellar panel of passionate Disney die-hards as we debate all things in the Disney universe and keep you up to date on the latest news, all while having the time of our lives. Join us!
…
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102 Episoden
Alle als (un)gespielt markieren ...
Manage series 1509318
Inhalt bereitgestellt von BNW Prodcutions and BNW Productions. Alle Podcast-Inhalte, einschließlich Episoden, Grafiken und Podcast-Beschreibungen, werden direkt von BNW Prodcutions and BNW Productions oder seinem Podcast-Plattformpartner hochgeladen und bereitgestellt. Wenn Sie glauben, dass jemand Ihr urheberrechtlich geschütztes Werk ohne Ihre Erlaubnis nutzt, können Sie dem hier beschriebenen Verfahren folgen https://de.player.fm/legal.
Welcome to the WDW & Beyond Podcast - Your podcast for Walt Disney World and Beyond! Join our stellar panel of passionate Disney die-hards as we debate all things in the Disney universe and keep you up to date on the latest news, all while having the time of our lives. Join us!
…
continue reading
102 Episoden
Alle Folgen
×Welcome O'Hana family!! I Join Rob & Mike as they talk about the Bazil D23 Announcements & Updates and Rumors from 2024 We get Mike's great Point of View of whatthe possible changes coming to the Magic Kingdom Thank you for listening and please visit us at WDWBeyond.com, our Facebook page at WDW & Beyond Podcast and follow us on Instagram at @wdwbeyond. Read More…
Welcome O'Hana family!! It's our Christmas Show!!!! Join Rob & Danielle we talk about news, Moana 2 & Wicked spolier freee review, Muppets and Christmas Thank you for listening and please visit us at WDWBeyond.com, our Facebook page at WDW & Beyond Podcast and follow us on Instagram at @wdwbeyond. Read More…
Welcome O'Hana family!! It's our WDW Monthly Roundup for Current Events at Walt Disney World and other Disney & Beyond news. Join Rob & Our O'hana Facebook Live as we talk about what is new for Walt Disney World for December 2024 Thank you for listening and please visit us at WDWBeyond.com, our Facebook page at WDW & Beyond Podcast and follow us on Instagram at @wdwbeyond.…

1 WDW & Beyond Show #373 - It was the Best of times, the worst of times... 1:08:38
1:08:38
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Welcome O'Hana family!! It's our Annual WDW&B year-end Top 3 Best and Worst Disney related items for 2024. Join Rob, Mike & Danielle we talk about what we think was the 3 worst and the 3 best things Disney related - What are some of yours? We would love to hear your too!!! Thank you for listening and please visit us at WDWBeyond.com, our Facebook page at WDW & Beyond Podcast and follow us on Instagram at @wdwbeyond.…
Welcome O'Hana family!! It's our WDW Monthly Roundup for Current Events at Walt Disney World and other Disney & Beyond news. Join Rob & Mike & Our O'hana Facebook Live as we talk about what is new for Walt Disney World for November 2024 Thank you for listening and please visit us at WDWBeyond.com, our Facebook page at WDW & Beyond Podcast and follow us on Instagram at @wdwbeyond.…

1 WDW & Beyond Show #371 - Trip Report: Rob and his Parents take a cruise on the Disney's Wish 49:41
Welcome O'Hana family!! It's a Trip Report with Rob and his parents going on a Disney Cruise Line sailing on the new ship the Disney Wish Rob recaps a great week at Walt Disney World & teh Disney Druise Line. From staying at the Coronado pre cruise and the Pop! Century after and a day at the Magic Kingdom - to the week of sailing in the Disney Wish and his parent's first cruise ever. Thank you for listening and please visit us at WDWBeyond.com, our Facebook page at WDW & Beyond Podcast and follow us on Instagram at @wdwbeyond.…
Welcome O'Hana family!! It's a Trip Report with Mike and family's September trip to Walt Disney World Mike recaps a great week at Walt Disney World - From the Coronado to the Parks - they take a nice slow pace and enjoy a great time. Mike covers using the new Lightninig Lane, along with all of the fun, food and attractions from his trip. Thank you for listening and please visit us at WDWBeyond.com, our Facebook page at WDW & Beyond Podcast and follow us on Instagram at @wdwbeyond.…

1 WDW & Beyond Show #369 - Halloween Themed Show: Playing Imagineer for the New Villains Land? 31:22
Happy Halloween O'Hana family!! Join Mike & Rob as they discuss the announcement of the new Villain LAnd coming to Walt Disney World Mike & Rob put on thier Imagineering hats and come up with a few ideas of what they would do if they were helping in the development of this new land What do you think of all the ideas? What would you like to see in the new expanded land coming soon? Thanks you so much for listening. Follow us on Facebook at https://www.facebook.com/wdwnbeyond/…
Welcome O'Hana family!! It's our WDW Monthly Roundup for Current Events at Walt Disney World and other Disney & Beyond news. Join Rob & Mike & Our O'hana Facebook Live as we talk about what is new for Walt Disney World along with a few highlights of our Diney Trips - with full blown Trip Reports coming!! Thank you for listening and please visit us at WDWBeyond.com, our Facebook page at WDW & Beyond Podcast and follow us on Instagram at @wdwbeyond.…
Welcome O'Hana family!! It's a Trip Report: Kaitlyn does a 24 hour Walt Disney World Trip!!! Kaitlyn joins Mike & Rob to talk about her 24 hour Walt Disney World Trip She talks about the airport, getting to the Parks hitting the parks and then home in 24 hours. She has a lot of great tips and tricks to not only maximize 24 hours but foreven longer trips. Thank you for listening and please visit us at our Facebook page at WDW & Beyond Podcast and follow us on Instagram at @wdwbeyond.…
Welcome O'Hana family!! Join Mike & Rob as they discuss the announcement from Bob Iger that Disney is going to be focusing in on their IPs for future Park projects and play grumpy old men telling Dinsey to "Stay off my grass (or IP) They look at what IPs are already in the park and what possible IPs from Dinsey themselves and their recent aquisitions are primed to start making thier precense in the Parks. Mike & Rob would prefer to see some originallity, like Haunted Mansion, PIrates before the movies and such, instead of just doing IPs. What do you think of all the announcements? What IPs would you like to see expanded on or new ones come into the Parks? Thanks you so much for listening. Follow us on Facebook at https://www.facebook.com/wdwnbeyond/…
Welcome O'Hana family!! Join Mike & Rob as they discuss some Walt Disney World Hodgepodge Discussions Covering a few past rips, upcoming trips, just some randon discussions of what is going on inthe Parks and in Dinsey in other areas Thanks you so much for listening. Follow us on Facebook at https://www.facebook.com/wdwnbeyond/…

1 WDW & Beyond Show #364 - D23 Final Wrap Up 1:14:49
1:14:49
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Welcome O'Hana family!! Join Mike, Danielle & Rob as they wrap up the D23 topics including movies, Disney+ and recap some of the other announcements that came out of D23 What do you think of all the announcements? What was your favorite ones? Thanks you so much for listening. Follow us on Facebook at https://www.facebook.com/wdwnbeyond/…
Welcome O'Hana family!! Join Danielle & Rob as they refelct on Rob's recent Alaska Cruise and Danielle's cruises on other cruise line other than Disney - and review the differences. There are some Pros and Cons on the diffferent cruise lines and they discuss some of them here. Thanks you so much for listening. Follow us on Facebook at https://www.facebook.com/wdwnbeyond/…
Welcome O'Hana family!! Join Mike, Our O'hana Facebook Live & Rob as they discuss the D23 Park Announcements for the Walt Disney Company - Disneyland, Disneyland Paris, Disney Cruise Line and also recapping some of the Walt Disney World ones too. From all of the updates on previous announcements to the brand news ones. What do you think of all the announcements? What was your favorite ones? Thanks you so much for listening. Follow us on Facebook at https://www.facebook.com/wdwnbeyond/…
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