Sign up to save your podcasts
Or
Share The Salesperson Is No Longer The Expert (And That's a Good Thing)
Share to email
Share to Facebook
Share to X
Share to email
Share to Facebook
Share to X
Or
The Salesperson Is No Longer The Expert (And That's a Good Thing)
Discover how the connector role in B2B sales is redefining success for sales professionals, as Brent Adamson and Karl Schmidt share research-backed strategies to increase customer confidence, differentiate in crowded markets, and navigate the shifting landscape of AI-driven buying behaviors. If you’re looking to future-proof your sales approach and unlock higher quality deals, this conversation will give you actionable methods and valuable perspective.
A major theme is the shift from the old sales process toward proactively guiding customers through their purchasing process—even when buyers themselves aren’t sure of the steps required. The discussion also covers the impact of AI-enabled buying, and why social proof, agency, and empathy remain essential in building customer confidence. If you’re facing AI-driven disruption, you’ll benefit from the way Brent Adamson and Karl Schmidt lay out how sales leaders and teams can leverage frame making, empathy, and expertise in guiding customers through information overload and organizational complexity.
Whether you’re a sales leader trying to coach your team, a frontline salesperson, or a marketing professional adjusting to the new world thesis that traditional roles are becoming obsolete, tuning into this episode will bring you new frameworks, tactical ideas, and proven approaches for thriving—regardless of category or product.
Highlights -
06:32 "Rethinking Sales: Buyer Focus"
20:14 Mapping Customer Buying Challenges
40:20 "Building Confidence Amid Complexity"
46:14 Growth Driven by Confidence
55:10 "Frame-Making Simplifies Complex Processes"
The Digital Download broadcasts live on Fridays at 14:00 GMT/ 9:00 ET.
We strive to make The Digital Download an interactive experience. Bring your questions. Bring your insights. Audience participation is highly encouraged!
You can find a link to our next scheduled live show at https://DigitalDownload.live
#ConnectorRole #B2BSales #FrameMakingSale #CustomerConfidence #SalesTransformation #AIInSales
This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit digitaldownload.substack.com
View all episodes
By Digital DownloadDiscover how the connector role in B2B sales is redefining success for sales professionals, as Brent Adamson and Karl Schmidt share research-backed strategies to increase customer confidence, differentiate in crowded markets, and navigate the shifting landscape of AI-driven buying behaviors. If you’re looking to future-proof your sales approach and unlock higher quality deals, this conversation will give you actionable methods and valuable perspective.
A major theme is the shift from the old sales process toward proactively guiding customers through their purchasing process—even when buyers themselves aren’t sure of the steps required. The discussion also covers the impact of AI-enabled buying, and why social proof, agency, and empathy remain essential in building customer confidence. If you’re facing AI-driven disruption, you’ll benefit from the way Brent Adamson and Karl Schmidt lay out how sales leaders and teams can leverage frame making, empathy, and expertise in guiding customers through information overload and organizational complexity.
Whether you’re a sales leader trying to coach your team, a frontline salesperson, or a marketing professional adjusting to the new world thesis that traditional roles are becoming obsolete, tuning into this episode will bring you new frameworks, tactical ideas, and proven approaches for thriving—regardless of category or product.
Highlights -
06:32 "Rethinking Sales: Buyer Focus"
20:14 Mapping Customer Buying Challenges
40:20 "Building Confidence Amid Complexity"
46:14 Growth Driven by Confidence
55:10 "Frame-Making Simplifies Complex Processes"
The Digital Download broadcasts live on Fridays at 14:00 GMT/ 9:00 ET.
We strive to make The Digital Download an interactive experience. Bring your questions. Bring your insights. Audience participation is highly encouraged!
You can find a link to our next scheduled live show at https://DigitalDownload.live
#ConnectorRole #B2BSales #FrameMakingSale #CustomerConfidence #SalesTransformation #AIInSales
This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit digitaldownload.substack.com