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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…
Punching Out
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Inhalt bereitgestellt von Punching Out. Alle Podcast-Inhalte, einschließlich Episoden, Grafiken und Podcast-Beschreibungen, werden direkt von Punching Out 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.
Punching Out is a show about work that airs each week on WAYO 104.3 in Rochester, NY
…
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236 Episoden
Alle als (un)gespielt markieren ...
Manage series 1842207
Inhalt bereitgestellt von Punching Out. Alle Podcast-Inhalte, einschließlich Episoden, Grafiken und Podcast-Beschreibungen, werden direkt von Punching Out 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.
Punching Out is a show about work that airs each week on WAYO 104.3 in Rochester, NY
…
continue reading
236 Episoden
Alle Folgen
×Lou, Megan, and Kate discuss the Girlboss aesthetic, its flaws, and the attempts at replacing it.
Ryan, Hannah and Lou make the case against productivity
Ryan, Noah, Lou and Matt discuss the militarized response by the Trump administration towards pushback against its deportations.
Ryan, Scott, and Lou discuss the nebulous concept of the Middle Class
Ryan, Noah, Zoe, and Matthew discuss the hamfisting of AI into the field of education
Ryan, Lou, and Hannah discuss the nostalgia many Americans feel towards the post-war era of manufacturing labor, warts and all.
Ryan, Noah, and Lou discuss the Trump administration's efforts to cut social security
Ryan, Noah, and Lou discuss the Trump administration's resumption of workplace immigration raids, and ICE's roots in the War on Terror
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Punching Out

1 Episode 226 - Federal Layoffs 1:01:07
1:01:07
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Ryan, Noah, and Lou discuss the widespread layoffs being illegally undertaken in the federal government, and what they portend for labor more broadly.
Ryan, Noah, and Lou discuss the omnipresence of scams in modern American life
Ryan, Noah, and Lou discuss the rightward shift of tech CEOs like Mark Zuckerberg and Jeff Bezos
Ryan, Noah, and Lou conclude the 2024 Genius Awards with discussions of New York's elected officials
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Punching Out

1 Episode 221 - Undocumented Farm Labor 1:00:16
1:00:16
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Ryan, Noah, and Liz discuss undocumented farm labor in light of the electoral victory by a candidate promising mass deportations.
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Punching Out

1 Episode 222 - Genius Awards Pt. 1 1:00:27
1:00:27
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Ryan, Noah, and Lou hand out the first batch of 2024 Genius Awards
Ryan, Noah, and Lou discuss the recently-finished strike at Boeing, a company that may be representative of the country.
Ryan, Noah, and Zoe discuss the remarkable growth in popularity women's sports have experienced over the past couple years, and whether all that new attention and revenue will benefit the players at the center of it all.
Ryan, Noah, and Lou discuss the impacts of climate change on workers, and the Supreme Court on climate change.
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Punching Out

Ryan, Noah, and Lou discuss the Republican nominee for Vice President, and the weird ideology that guides him
Ryan, Noah, and Lou discuss the efforts at shutting down pro-Palestine protests on college campuses.
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Punching Out

Ryan, Noah, and Lou discuss the labor abuses that have been required to build the upcoming Olympics in Paris.
Ryan, Noah, and Lou discuss the changing landscape of youth athletics, and a wave of graduate student unionization
Ryan and Kathryn discuss the ways in which non-profits mirror profit-driven workplaces
Ryan, Noah, and Lou discuss a disturbing trend of crowdsourced labor in games targeted to children.
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Punching Out

1 Episode 211 - Good News 1:00:35
1:00:35
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Ryan, Noah, and Lou discuss good news coming from the UAW and, of all places, the federal government
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Punching Out

Ryan and Noah are joined by Rajesh and Howard to discuss the challenges faced by urban school districts like RCSD.
Ryan, Noah, and Lou discuss the connections between conservatives' targeting of diversity in education and America's ongoing teacher shortage.
Ryan, Noah, and Lou discuss the long-lingering effects of the "Red Scare."
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Punching Out

Ryan, Noah, and Lou discuss something called ZIRP
Ryan, Noah, and Lou discuss yet another round of media layoffs and the philosophical question of "what makes a Brand Authentic?"
Ryan, Noah, and Lou discuss the hidden drudgery that underpins the tech industry's supposed innovations.
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