Replay: The Buying Process is Exhausting and Frustrating - How can we help? - Brent Adamson

K2 Sales Podcast

Buyer’s are tired, frustrated and want to make a purchase decision, but they need help making sense of all the information and processes internally and externally.

Guiding them, being a sherpa, helping them confidently make a decision is our role. Being empathetic to their situation of overwhelm and validating their feelings goes a long way.

Connect with them to build trust, show your true desire to help over your desire to pitch and close the deal.

Tune in where world renowned researcher, co-author of The Challenger Sale and The Challenger Customer and now Global Head of Research at Ecosystems Brent Adamson shares his knowledge and experience. He dives in to what we should be doing as sales professionals to create a memorable experience for our buyers and the various dimensions to understand to align our solution

Brent's bio:
"Brent Adamson is a world-renowned researcher, author, presenter, trainer, and advisor to B2B commercial executives around the world. Known as having the “biggest crystal ball in B2B sales,” Brent is the co-author of the best-selling, industry-changing The Challenger Sale and The Challenger Customer. He is also a frequent contributor to the Harvard Business Review, featuring his recent articles, “Sensemaking for Sales” and “Traditional B2B Sales and Marketing Are Becoming Obsolete.” Passionate about “productive disruption,” Brent served as the “chief storyteller” for CEB, now Gartner’s, sales, marketing, and customer service practices, from 2003 to 2022, where he introduced industry-leading concepts such as Buyer Enablement, Sense-Making, and Customer Decision Confidence." (https://ecosystems.io/leadership/)


Brent Adamson Shownotes
00:49 Introducing Brent Adamson
04:35 Welcome Brent!
05:29 The Big picture: Buyer's Journey
08:03 Navigating Systems
10:10 "Socratic Guidance"
11:48 Co-Creation, Intent, and Buy-In
13:16 "As Diversity Increases, So Does Dysfunction"
13:56 Brent's Breakdown
15:11 Acknowledging Problems and Prioritizing Needs
18:40 Adding Complexity and 5 Dimensons
24:02 Leading with Understanding: Where are Buyers At?
26:00 Empathy
30:40 Guiding the Buyer
33:01 Expedient
36:15 Reciprocity
39:02 Leading with Ourselves: Acceptance and Insecurity
42:36 Connecting to Your Purpose & Aligning Incentives
46:30 Disarming and "Others-focused"
47:22 Setting Yourself Apart: Show Up As A Human Being
50:15 The Human Element: Showing Up with Your True Authentic Self
52:45 Get In Touch with Brent


Get In Touch with Brent Adamson
Brent's LinkedIn: https://www.linkedin.com/in/brentadamson/
Ecosystems.io:https://ecosystems.io/
Email Brent: [e-mail]

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