תוכן מסופק על ידי Marco Ziccardi - Alessandro Diaferia. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Marco Ziccardi - Alessandro Diaferia או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.
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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
36:25
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אהבתי36:25
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…
Interview with Federico Tomassetti - Domain Specific Languages
Manage episode 288815787 series 2682327
תוכן מסופק על ידי Marco Ziccardi - Alessandro Diaferia. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Marco Ziccardi - Alessandro Diaferia או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.
Programming languages are the fundamental tool of any software engineer. In this episode we have the honor of interviewing Federico Tomassetti, Software Architect, Programming Languages engineer and founder of Strumenta. We will explore the world of DSLs and the important difference between internal and external DSLs. Then we'll go through Federico's experience moving from working as an employee at big tech companies like TripAdvisor and Groupon to deciding to start his own company and move back to Italy. Finally we'll get a feeling for the power of DSLs and how effective they can be at providing solutions that prove to be incredibly flexible to domain experts. Don't miss this one! https://strumenta.com - Strumenta's website https://tomassetti.me - Federico's Blog https://strumenta.community - Strumenta's Language Engineering community As usual, do not forget our social channels: Facebook Twitter Linkedin
…
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43 פרקים
Manage episode 288815787 series 2682327
תוכן מסופק על ידי Marco Ziccardi - Alessandro Diaferia. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Marco Ziccardi - Alessandro Diaferia או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.
Programming languages are the fundamental tool of any software engineer. In this episode we have the honor of interviewing Federico Tomassetti, Software Architect, Programming Languages engineer and founder of Strumenta. We will explore the world of DSLs and the important difference between internal and external DSLs. Then we'll go through Federico's experience moving from working as an employee at big tech companies like TripAdvisor and Groupon to deciding to start his own company and move back to Italy. Finally we'll get a feeling for the power of DSLs and how effective they can be at providing solutions that prove to be incredibly flexible to domain experts. Don't miss this one! https://strumenta.com - Strumenta's website https://tomassetti.me - Federico's Blog https://strumenta.community - Strumenta's Language Engineering community As usual, do not forget our social channels: Facebook Twitter Linkedin
…
continue reading
43 פרקים
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