68: Brent Adamson: Productive Disruption for Today’s Seller

+ Follow

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


Learn about Gartner and what they do:


See Brent’s LinkedIn profile and connect with him:


See Brent’s author page on Amazon:


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:


Connect with Jim on LinkedIn:


Sign up for the Message Manager Memo weekly email https://jimkarrh.com/

or email jim@jimkarrh.com

© 2024 Karrh & Associates, LLC. Jim Karrh and Managing the Message are trademarks of Karrh & Associates, LLC. All Rights Reserved. | Legal | Sitemap | Website by Prime Concepts Group, Inc.