Ep183 When Complex Deals Stall, It’s not What You Think with Brent Adamson & Karl Schmidt

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co-founders of A to B Insight and co-authors of The FrameMaking Sale, reveal why traditional B2B tactics like BANT are outdated and how to win by building buyer confidence in their own decisions. Connect with:Brent Adamson: LinkedIn | A to B InsightKarl Schmidt: LinkedIn | A to B InsightAlice Heiman: LinkedIn | WebsiteLink to The FrameMaking Sale