محتوای ارائه شده توسط Lorne Ipsum. تمام محتوای پادکست شامل قسمتها، گرافیکها و توضیحات پادکست مستقیماً توسط Lorne Ipsum یا شریک پلتفرم پادکست آنها آپلود و ارائه میشوند. اگر فکر میکنید شخصی بدون اجازه شما از اثر دارای حق نسخهبرداری شما استفاده میکند، میتوانید روندی که در اینجا شرح داده شده است را دنبال کنید.https://fa.player.fm/legal
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…
محتوای ارائه شده توسط Lorne Ipsum. تمام محتوای پادکست شامل قسمتها، گرافیکها و توضیحات پادکست مستقیماً توسط Lorne Ipsum یا شریک پلتفرم پادکست آنها آپلود و ارائه میشوند. اگر فکر میکنید شخصی بدون اجازه شما از اثر دارای حق نسخهبرداری شما استفاده میکند، میتوانید روندی که در اینجا شرح داده شده است را دنبال کنید.https://fa.player.fm/legal
It's taken some time to do a reasonable level of fact checking, but my climate cats have now been successfully herded, so it's (finally!) time for another climate change episode. Since (at least in the media) the discussion over climate change has been boiled down to two "sides," I'll start with the case made by various parties skeptical of the mainstream view. Mind you, as in any argument, a given position is held by a variety of parties -- some sincere and rational, some sincere and irrational, some merely misinformed, and some with nefarious motives. Since all of these approaches tend to get equal time in the mass media, I'll try to cover as many of them as possible in this episode and a few to follow. In this episode, I'll briefly discuss the history of climate change science, then start looking at some general arguments used by a variety of parties against the theory of global climate change. Subsequent episodes over the next few weeks will look at additional general arguments against climate change, then discuss some specific climate change skeptics and their arguments. Since this is the third episode in a series, I'd recommend that before listening to this episode, you first listen to episodes 45 and 47.
محتوای ارائه شده توسط Lorne Ipsum. تمام محتوای پادکست شامل قسمتها، گرافیکها و توضیحات پادکست مستقیماً توسط Lorne Ipsum یا شریک پلتفرم پادکست آنها آپلود و ارائه میشوند. اگر فکر میکنید شخصی بدون اجازه شما از اثر دارای حق نسخهبرداری شما استفاده میکند، میتوانید روندی که در اینجا شرح داده شده است را دنبال کنید.https://fa.player.fm/legal
It's taken some time to do a reasonable level of fact checking, but my climate cats have now been successfully herded, so it's (finally!) time for another climate change episode. Since (at least in the media) the discussion over climate change has been boiled down to two "sides," I'll start with the case made by various parties skeptical of the mainstream view. Mind you, as in any argument, a given position is held by a variety of parties -- some sincere and rational, some sincere and irrational, some merely misinformed, and some with nefarious motives. Since all of these approaches tend to get equal time in the mass media, I'll try to cover as many of them as possible in this episode and a few to follow. In this episode, I'll briefly discuss the history of climate change science, then start looking at some general arguments used by a variety of parties against the theory of global climate change. Subsequent episodes over the next few weeks will look at additional general arguments against climate change, then discuss some specific climate change skeptics and their arguments. Since this is the third episode in a series, I'd recommend that before listening to this episode, you first listen to episodes 45 and 47.
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