ETL – How Brent Adamson & Karl Schmidt's New Book Reinvents B2B Selling

It's harder than ever to convince customers to buy your products and services. Thanks in part to the explosion of “thought leadership” content, the marketplace is crowded with often helpful insights on how to solve business problems. Enter: the co-founders of A to B Insight, a firm with deep insights to help B2B sellers win over buyers. Brent Adamson is a bestselling author, speaker, and advisor to B2B sales executives worldwide. Karl Schmidt is an expert in strategy consulting and best-practice research and a colleague of Brent’s in their days at CEB and Gartner. In this episode, Brent and Karl discuss their new book, "The Framemaking Sale." They walk us through the core idea: it's not B2B customers' confidence in you—the seller—that makes them hesitant to buy your firm’s offerings. It's their confidence in themselves. "The Framemaking Sale" was released on September 9th, before the airing of this episode. It is out now: https://www.theframemakingsale.com/ Everything Thought Leadership is a video and podcast series from Buday TLP for thought leaders and thought leadership professionals; the people who help experts get recognized as thought leaders. Episodes release monthly, preceded by trailers and followed with short snippets of wisdom from the interviews. Music by AudioCoffee: https://www.audiocoffee.net/