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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…
Necrofancy
Alle als (un)gespielt markieren ...
Manage series 3583462
Inhalt bereitgestellt von The Armadillo Podcasting Club. Alle Podcast-Inhalte, einschließlich Episoden, Grafiken und Podcast-Beschreibungen, werden direkt von The Armadillo Podcasting Club 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 Necrofancy! We're reading Tamsyn Muir's Locked Tomb series of novels, and podcasting about them! Each episode we read a few chapters, then discuss them with (some) wit and (occasional) insight. We recap the reading so you can enjoy the discussion even if you choose not to read along. Join us!
…
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27 Episoden
Alle als (un)gespielt markieren ...
Manage series 3583462
Inhalt bereitgestellt von The Armadillo Podcasting Club. Alle Podcast-Inhalte, einschließlich Episoden, Grafiken und Podcast-Beschreibungen, werden direkt von The Armadillo Podcasting Club 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 Necrofancy! We're reading Tamsyn Muir's Locked Tomb series of novels, and podcasting about them! Each episode we read a few chapters, then discuss them with (some) wit and (occasional) insight. We recap the reading so you can enjoy the discussion even if you choose not to read along. Join us!
…
continue reading
27 Episoden
Alle Folgen
×Now that everybody's here, it's time for a harrowing (heh) trip through the River to get back to where it all began. This might be all for Nona, but we meet a new friend, who may be the most undead of them all. ★ Support this podcast on Patreon ★ (00:21) - Intro (00:39) - Recap (01:24) - Chapter 29 (05:03) - John 5:4 (08:34) - Chapter 30 (11:05) - Chapter 31 (15:31) - Chapter 32 (20:51) - Epliogue (22:42) - Review (26:47) - Outro We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
Nona's family finally starts to make some progress on the problems that have been trying to solve, while Nona is increasingly un-Nona-like. Also, we reflect on that time John Gaius consumed all life in the solar system. ★ Support this podcast on Patreon ★ (00:21) - Intro (00:39) - Recap (01:39) - Chapter 26 (05:20) - Chapter 27 (09:19) - John 1:20 (16:38) - Chapter 28 (23:39) - Outro We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
The plan to drop a Nona bomb on Ianthe the First works surprisingly well. Then they reunite with an old titular friend. ★ Support this podcast on Patreon ★ (00:21) - Intro (00:40) - Recap (01:30) - Chapter 23 (10:34) - Chapter 24 (18:19) - Chapter 25 (24:06) - Outro We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
The plan: send Coronabeth to deal with Ianthe. This turns out to be a bad plan because of their history. The next plan: send Nona-as-Harrowhark to deal with Ianthe. This may or may not be a bad plan because of their history. ★ Support this podcast on Patreon ★ (00:20) - Intro (00:38) - Recap (01:07) - Chapter 20 (09:38) - Chapter 21 (14:27) - John 9:22 (16:18) - Chapter 22 We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
As violence and chaos descends on the city, Nona and Camilla take refuge at the school with the Angel. The respite is brief, because they are swiftly found by the chaos and especially the violence. ★ Support this podcast on Patreon ★ (00:21) - Intro (00:40) - Recap (01:11) - Chapter 17 (07:22) - Chapter 18 (13:30) - John 5:1 (14:39) - Chapter 19 (17:37) - John 3:20 (22:01) - Outro We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
Nona and Hot Sauce go on an unauthorized excursion from school to hear the dire ultimatum placed upon the planet by the uncertainly familiar lyctors. It's unsettling and ominous, and ends in chaos and violence. But Nona's just happy to be there. ★ Support this podcast on Patreon ★ (00:21) - Intro (00:39) - Recap (01:31) - Chapter 14 (05:17) - Chapter 15 (09:14) - John 8:1 (11:17) - Chapter 16 (21:19) - John 19:18 (23:41) - Outro We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
Nona and her family are taken (abducted?) to meet their commander (extorter?) and their old friends (rivals?). It's a seething pot of conflict, but Nona is just happy to be there. ★ Support this podcast on Patreon ★ (00:21) - Intro (00:39) - Recap (00:59) - Chapter 11 (06:53) - Chapter 12 (15:43) - Chapter 13 (19:43) - Outro We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
Things get violent both in the present and in the past. Nona's friend Honesty gets involved with a road heist that goes necromantically bad. Then Nona recalls the time Camilla and Palamedes unhealthily teamed up to X out a bunch of enforcers while Nona napped on the sea bed. ★ Support this podcast on Patreon ★ (00:21) - Intro (00:38) - Recap (01:10) - Chapter 7 (07:43) - Chapter 8 (08:22) - John 15:23 (09:14) - Chapter 9 (14:19) - Chapter 10 (17:04) - John 5:18 (18:11) - Outro We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
Nona has friends. A gang of them! Her favorite thing to do is to hang out with them at school. There is also a dog. And a mysterious watcher. And something ominous in the sky. ★ Support this podcast on Patreon ★ (00:20) - Intro (00:38) - Recap (01:25) - Chapter 3 (06:50) - Chapter 4 (14:16) - Chapter 5 (18:27) - Chapter 6 (25:54) - Outro We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
Who is Nona? Even Nona doesn't know. Where is Nona? Unclear. What is Nona? The best question yet, but still unanswered. ★ Support this podcast on Patreon ★ (00:39) - Recap (01:39) - Cover (04:05) - Preface (04:59) - John (11:02) - Chapter 1 (19:22) - Chapter 2 (22:40) - Outro We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
We read a short story about Palamedes, Camilla, and a mysteriously persistent skeleton. ★ Support this podcast on Patreon ★ (00:21) - Intro (00:41) - Recap (01:21) - The Mysterious Study of Doctor Sex (21:43) - Outro We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
The Sleeper's invasion of Harrow's half-dead fantasia reaches a new level when a new, extremely poetic combatant engages. Then Gideon (not that Gideon) joins Gideon (yes that Gideon) to watch the conspiracy to kill God finally come to fruition. ★ Support this podcast on Patreon ★ (00:21) - Intro (00:40) - Recap (02:04) - Chapter 49 (08:49) - Chapter 50 (14:37) - Chapter 51 (22:32) - Chapter 52 (30:46) - Chapter 53 (32:59) - Epilogue (35:46) - Review (39:55) - Outro We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
All becomes clear in Harrow's strange vision of the past. Well, clearer. Meanwhile an old friend (and previous titular character!) returns, in a new package. When things get confusing, sometimes you just need someone to smash stuff. ★ Support this podcast on Patreon ★ (00:21) - Intro (00:41) - Recap (01:13) - Chapter 43 (06:46) - Chapter 44 (09:50) - Chapter 45 (15:50) - Chapter 46 (21:33) - Chapter 47 (27:38) - Chapter 48 (36:45) - Outro We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
Did I say things were weird before? I was wrong. Now things are weird. Harrow runs into some old friends, we learn a little bit about Harrow's attempt at autoneurosurgery, and our one false history splinters into multiple. ★ Support this podcast on Patreon ★ (00:21) - Intro (00:40) - Recap (02:40) - Chapter 34 (08:58) - Chapter 35 (11:46) - Chapter 36 (17:18) - Chapter 37 (28:10) - Chapter 38 (34:09) - Chapter 39 (35:01) - Epiparados (36:32) - Chapter 40 (40:20) - Chapter 41 (41:35) - Chapter 42 (45:13) - Outro We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
In order to stop Ortus from killing Harrow over and over, Harrow and Ianthe hatch a plot to destroy him. A sexy plot. Then Harrow gets a surprise visit from an old friend, surprising because they are super dead. ★ Support this podcast on Patreon ★ (00:21) - Intro (00:40) - Recap (02:00) - Chapter 29 (07:11) - Chapter 30 (10:25) - Chapter 31 (24:00) - Chapter 32 (29:04) - Chapter 33 (43:26) - Outro We are Alice Sullivan , Micah Sparkman, and Jeff Lake . Find us at armadillo.club ! Music: Shadow by Alexandr Zhelanov licensed under CC-BY 4.0 .…
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