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November 4th, 2025 Sales Talk for CEOs

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

Ep183 When Complex Deals Stall, It’s not What You Think with Brent Adamson & Karl Schmidt Alice Heiman 39:22

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co-founders of A to B Insight and co-authors of The FrameMaking Sale, reveal why traditional B2B tactics like BANT are outdated and how to win by building buyer confidence in their own decisions.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 Insight
Karl Schmidt: LinkedIn | A to B Insight
Alice Heiman: LinkedIn | Website
Link to The FrameMaking Sale

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