Brent Adamson and Karl Schmidt are co-authors of “The Framemaking Sale: Sell More by Boosting Customer Confidence”, a groundbreaking guide to boosting customer confidence in complex B2B sales. Renowned business strategists and researchers, known for shaping modern sales thinking through data-driven insights and practical frameworks. Former CEB and Gartner leaders who have advised Fortune 500 teams on commercial strategy, buyer enablement, and decision confidence.

In today’s episode, Brent and Karl discuss practices in their new book “The Framemaking Sale”.

Here are some of the topics covered in this episode:

• Competing with the status quo
• How to build decision confidence
• Shortening the time to make a decision
• Areas that undermine buyers confidence

More From the Guest

• The Framemaking Sale Book - https://www.theframemakingsale.com/
• Brent Adamson’s LinkedIn - https://www.linkedin.com/in/brentadamson/
• Karl Schmidt's LinkedIn - https://www.linkedin.com/in/karl-schmidt-q/
• Check out Brent & Karl on YouTube - https://www.youtube.com/channel/UCviPYtD5xb6q3AE_MXtF2PA

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Janice B. Gordon is ‘The Customer Growth Expert’ author of Business Evolution: Creating Growth in a Rapidly Changing World and co-author of Heels to Deals: How Women are Dominating Business to Business Sales. Janice is an engaging speaker, facilitator, and presenter who specializes in keynotes that help deliver customer excellence that increases sales. Janice also hosts the popular Scale Your Sales Podcast

In today’s episode, Janice shares tactics to grow your sales.

Here are some of the topics covered in this episode:

• How retention can help
• Ways to build your relationship with customers
• How to deal with customer hesitation
• The impact of customer-centric language

More From the Guest

• Janice B. Gordon - LinkedIn - https://www.linkedin.com/in/janice-b-gordon?originalSubdomain=uk
• Scale Your Sales Podcast - https://scaleyoursales.co.uk/podcast/
• Connect with Janice - https://scaleyoursales.co.uk - Let Janice know you heard her on the Outside Sales Talk Podcast

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Badger Maps - Your app for the field

Get a free trial at: https://www.badgermapping.com/

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

Lee Salz is a globally recognized Sales Differentiation® strategist and author of The First Meeting Differentiator, part of his bestselling Sales Differentiation® series. He is a sales contrarian who challenges old-school selling and helps organizations win more deals at the prices they want®. Lee is an award-winning speaker, named 2022 Speaker of the Year by the Institute for Sales Excellence and ranked #6 Top Sales Thought Leader by Global Gurus for 2025.

In today’s episode, Lee Salz shares how to turn first sales meetings into powerful, client-focused conversations that set you apart

Here are some of the topics covered in this episode:

• Why “discovery” calls should be “consultations”
• How to create a “target client profile” instead of an “ideal client profile”
• Which questions to ask to move a deal forward
• How to use emotion to drive action
• Using “Consultation Cliffhangers” to secure your next meeting

More From the Guest

• Download 10 ways to provide meaningful value - www.MeaningfulValue.com
• Book website - www.FirstMeetingBook.com
• Lee’s website - www.SalesArchitects.com
• Lee’s on all the social platforms - Check him out on Tiktok @theleesalz

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Badger Maps - The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/