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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…
The Alec DeLoe MMA Show explicit
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Inhalt bereitgestellt von The Alec DeLoe MMA Show. Alle Podcast-Inhalte, einschließlich Episoden, Grafiken und Podcast-Beschreibungen, werden direkt von The Alec DeLoe MMA Show 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.
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95 Episoden
Alle als (un)gespielt markieren ...
Manage series 2292430
Inhalt bereitgestellt von The Alec DeLoe MMA Show. Alle Podcast-Inhalte, einschließlich Episoden, Grafiken und Podcast-Beschreibungen, werden direkt von The Alec DeLoe MMA Show 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.
…
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95 Episoden
Semua episode
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The Alec DeLoe MMA Show

In this episode we cover Bo Nickal's first loss and whether he got "fraud checked", J-Rod getting cut from B-Team, and the UFC 315 main card.
Alec offers his predictions for each of the bouts on the UFC 309 main card, and gives his thoughts on the boxing match coming up between Jake Paul and Mike Tyson.
Alec recaps each of the fights on the UFC 307 main card, including the epic bout between Alex Pereira and Khalil Rountree Jr. Also discussed are what's next for Pereira, whether Kayla Harrison will fight for the title next, and if Jose Aldo was in fact robbed against Mario Bautista.
Alec breaks down the UFC 307 main card and offers his picks for each of the bouts.
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The Alec DeLoe MMA Show

Alec recaps the UFC 304 card and discusses what might be next for some of the athletes moving forward.
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The Alec DeLoe MMA Show

In this episode, Alec previews the UFC 304 main card and gives his predictions for each of the fights. Also discussed are the MMA rule changes that were approved recently, including making the 12-6 elbow legal and changing the definition of a grounded opponent. We'll also touch on Khabib's legal issues with the Russian government.…
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The Alec DeLoe MMA Show

1 106.) Max Holloway Attains 'Mythical Fighter' Status, KOs Gaethje for BMF Title | UFC 300 Recap 27:41
Alec discusses each of the fights from the historic UFC 300 card.
In the 100th episode, Alec discusses the matchup between Max Holloway and Justin Gaethje announced for UFC 300, as well as Francis Ngannou vs. Anthony Joshua. He also offers his picks for each of the fights on the upcoming UFC 297: Strickland vs. du Plessis main card.
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The Alec DeLoe MMA Show

Alec recaps UFC 296 and debates who should fight Leon Edwards next after his victory over Colby Covington. Also discussed - Shavkat's impressive victory over Wonderboy, Sean Strickland vs. Dricus Du Plessis, and more.
Alec sits down with UFC middleweight Josh Fremd and discusses the Pittsburgh MMA scene, moving to Colorado and finding success in the UFC.
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The Alec DeLoe MMA Show

In this episode Alec talks about the #ufcsaupaulo card and what's next for Jailton Almeida after his dominant win over Derrick Lewis. Also covered - Ngannou's impressive boxing outing against Tyson Fury and how he may have shaken up the landscape of MMA forever.
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The Alec DeLoe MMA Show

My wife came on as a guest for my first in-person podcast! We talked about the upcoming Ngannou vs. Fury boxing match, what the UFC would look like if it allowed steroids, Makhachev's victory over Alexander Volkanovski and more! This podcast is supposed to act as a pilot for future in-person interviews. I'm going to put more effort into getting folks in the MMA space to actually come on the show, and this first episode was a good chance to has some things out.…
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The Alec DeLoe MMA Show

Alec discusses the aftermath of UFC 290, including whether Volkanovski has done enough to cement himself as the featherweight GOAT. Also discussed: Bo Nickal's 1st round knockout, Robbie Lawler's retirement, Du Plessis vs. Izzy, and Ngannou vs. Tyson Fury.
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The Alec DeLoe MMA Show

Alec offers his picks for each of the UFC 290 main card fights and briefly touches on the Jones vs. Stipe fight announcement.
Alec recaps the fights on the Sandhagen vs. Vera card from this past weekend. Will Aljamain and Merab ever fight each other? Is Colby Covington more deserving of a title shot than Belal? All of this and more discussed on this episode.
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