Episode #049: Brent Adamson

Challenge Your Customers to Think Differently about Their Business


Brent Adamson

Brent Adamson the international best selling co-author of ‘The Challenger Sale’ and ‘The Challenger Customer’ arguably two of the greatest sales books ever written, Brent is a Keynote Speaker, Sales Coach and Researcher, He is also a Principal Executive Advisor at CEB which is a best practice insight and technology company.

Key Takeaways From This Episode

[00.50] Brent shares his journey into Social Science – Brent had no idea what he wanted to be when he grew up, and still has no idea!

[02.00] How Has Selling Changed  – In some ways the changes have been gradual and in some ways the changes have been radical.  There are more people involved in the decision making process, they are empowered and overwhelmed at the same time.

[09.58] The Key Attributes of a Modern Successful Sales Professional – For complex sales the very best sales representatives are the ones who are challenging their customers to think differently about their business.

[12.00] Brent’s Top Three Sales Do’s and Don’ts – What is it that our customers don’t know about their business that they should? Why is that our customers should buy from us rather than anyone else? Empathy, see the world through their perspective.

[14.55] Brent’s Most Satisfying Sales Pursuit and Lesson – Brent shares his favourite sales moment ever at a Fortune 15 Company, one of the lessons Brent learned from this sale was that you have to challenge your customers to think differently about their business.

[18.00] Brent’s Advice to His Younger Self – Start solving customers problems, not sales problems.

More About Willis

What is your all time favourite sales-related movie?

Favourite sales related quote?
“What is it that your customers don’t understand about their business, but should.”

Who / What inspires you?
The Mortgage, Saving for College

Hobbies, Interests?