The most direct path for you to grow your business might be hiding right in front of you -- in those everyday conversations with customers, clients, members, donors, friends, and other stakeholders. The Manage Your Message Podcast, hosted by Jim Karrh, offers you insights, tips, inspiration, and practical advice--so that everyone close to the business can talk about it in a consistent, compelling way.
Episodes
Sunday Mar 01, 2020
Sunday Mar 01, 2020
Sales and marketing are in a constant state of change—driven by technology, talent, customers’ expectations, digital disruption, and more.
In this episode of the Manage Your Message Podcast host Jim Karrh welcomes one of today’s clearest voices for understanding those changes in the context of selling. Brent Adamson is best known as the co-author of the best-selling (and trend-setting) books The Challenger Sale and The Challenger Customer.
Brent is also the “Chief Storyteller” at Gartner, and hosts Gartner’s influential podcast “Lessons in Sales Leadership.” His academic credentials include the MBA from the University of Michigan and a PhD from the University of Texas. Much of his work for Gartner involves understanding what world-class business-to-business (B2B) sales and marketing practices look like today. As Brent relates, “Marketing and sales are becoming less synchronized with how buying is happening.”
Jim and Brent discuss a number of sales topics including…
- Why customers are feeling overwhelmed—not just by the volume of information, but the volume of high-quality information
- The state of sales and marketing evolution today
- The types of disruption that B2B organizations are dealing with—and how they are doing
- Brent’s assessment of the impact of The Challenger Sale and The Challenger Customer
- The profound differences among sales reps who adopt “giving,” “telling,” or “sense-making” approaches with customers
Links:
Learn about Gartner and what they do:
See Brent’s LinkedIn profile and connect with him:
https://www.linkedin.com/in/brentadamson/
See Brent’s author page on Amazon:
https://www.amazon.com/Brent-Adamson/e/B005TYSQTY
Learn more about Jim Karrh’s speaking topics and testimonials:
Check out a sample of Jim’s new book, The Science of Customer Connections: Manage Your Message to Grow Your Business:
Follow Jim on Twitter:
https://twitter.com/jimkarrh?lang=en
Connect with Jim on LinkedIn:
https://www.linkedin.com/in/jimkarrh
Sign up for the Message Manager Memo weekly email https://jimkarrh.com/
or email jim@jimkarrh.com
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