Listen to this Episode (0:39:22)
What if your sales team is focused on the wrong thing?
Brent Adamson and Karl Schmidt, co-founders of A to B Insight and co-authors of The FrameMaking Sale, reveal why traditional B2B tactics like BANT are outdated and how to win by building buyer confidence in their own decisions.
In this episode, you’ll learn:
- The 4 confidence killers behind stalled deals: decision complexity, information overload, objective misalignment, and outcome uncertainty
- Why a lack of decision confidence is the real reason customers walk away
- The frame-making mindset: Sales success comes from building buyer confidence in themselves, not just trust in you
- Why trust still matters, but the fastest way to earn it is by helping your buyers feel capable, clear, and in control
Watch below or on our YouTube channel
Connect with:
- Brent Adamson: LinkedIn | A to B Insight
- Karl Schmidt: LinkedIn | A to B Insight
- Alice Heiman: LinkedIn | Website
- Link to The FrameMaking Sale
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