Test. Optimize. Scale. #143 "Experiment and adapt quickly" W/ Thomas Thomison

Test. Optimize. Scale.

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Higgle: The B2B Sales Club

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Why You Need to Grow Your Customer’s Decision Confidence with Brent Adamson and Karl Schmidt 36:25

לפני 11 weeks36:25

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אהבתי

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…

לפני שנה 53:35

MP3•בית הפרקים

My guest is Thomas Thomison! Thomas is a seasoned entrepreneur and enterprise builder: Birthing power-shifted organizations, cultivating decentralized communities, and rewriting the rules of capital, work, and relationships.

A co-founder of HolacracyOne, LLC, in 2007, Thomas helped develop and mature Holacracy® into a leading replacement for conventional management power hierarchies.

In 2015, he co-launched encode.org llc to upgrade underlying business legal, capital, and social structures with the same self-organizing principles embedded in practices like Holacracy®.

In 2019, encode.org launched PowerShift Capital LLC, an organization focused on sourcing and deploying resources for purposeful power-shifted projects. And in 2020, encode.org birthed PowerShift People, LLC, to create a global community of independent, purpose-aligned workers.

Thomas identifies more as an experimentalist - living into principles and practices that change how individuals work, earn a living, and relate with one another.

Social and Website Linkedin:https://www.linkedin.com/in/thomasthomison/ Website: https://powershift.properties/

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Test. Optimize. Scale.