Sensemaking For Sales with Brent Adamson

The Selling Well

Brent Adamson is a world-renowned researcher, author, presenter, trainer, and advisor to B2B commercial executives worldwide. He is the Global Head of Research and Communities at Ecosystems, a leading SaaS platform for collaborative customer value management. Brent is the co-author of the best-selling The Challenger Sale (2011) and The Challenger Customer (2015). He is also a frequent contributor to the Harvard Business Review, featuring his most notable article, “Sensemaking for Sales” (2022).

Join us as we discuss some key topics and challenges in professional sales today, including how customers are getting overwhelmed with information and options during the buying decision process. Brent provides some important insights regarding this topic, outlining the importance of helping the customer make sense of the information to instill confidence in their ability to make a large-scale decision.

Highlights

• Who Brent Adamson is
• How got into the path of professional sales
• Why the podcast, The Selling Well, exists
• What the number one thing is that you need to solve for in today’s world as vendors, suppliers, partners, or vendors
• What the paralysis of analysis means
• What the three questions to ask yourself to be more confident that you’ve made the right choices for you
• Where a lot of professional salespeople struggle
• How to extract the information and the knowledge or work with your existing base
• What the three approaches to information are
• Where to find more information about Brent and the Ecosystems Episode Resources
• Sensemaking for Sales (Harvard Article)
• The Challenger Sale (2011)
• Connect with Mark Cox
• https://www.inthefunnel.com/
• https://ca.linkedin.com/in/markandrewcox
• https://www.facebook.com/inthefunnel
• Connect with Brent Adamson
• https://ecosystems.us/
• https://www.linkedin.com/in/brentadamson/
• https://twitter.com/brentadamson