Imagine you created a sales process so amazing that it was the only one customers actually enjoyed. Impossible? Today’s guest says no.
Returning once again to grace this humble GTM-focused podcast with his immense intellect and immaculate presence is Brent Adamson, the co-author of The Challenger Sale and the upcoming new release, The Frame-Making Sale. Brent is back alongside Co-Hosts Matt Amundson and Craig Rosenberg to share how sellers can help B2B buyers become more confident in their own buying decisions, why “frame making” needs to be part of every seller's mindset, and how to tell powerful, emotionally engaging stories.
Also, Craig confronts his own fleeting mortality, Matt says he likes “the big pullout”, and Sam the Producer contributes by swearing.
Critical Takeaways
- Modern B2B buyers are overwhelmed and uncertain. Top-performing reps succeed by helping buyers build self-confidence in their decisions, not by pitching harder or throwing more whitepapers at them.
- The biggest predictor of successful SaaS deals isn’t objection handling, it’s whether the buyer believes they’re making a good decision. Sales teams should focus on guiding internal alignment and validating the decision process.
- Stop selling like you’re the expert and start selling like a guide. SaaS buyers want to see and hear what similar companies are doing when in their position. Social proof beats thought leadership when it comes to moving deals forward.
- Customer indecision is the real killer of your pipeline. B2B Buyers who feel overwhelmed delay action, your job is to make progress feel easy and safe.
- GTM leaders should train reps to speak with emotional clarity, using language that reflects how buyers feel, not just what they need to know.
- AI can’t replace human trust in B2B sales. Even as automation takes over task work, the real differentiator in SaaS GTM will be emotional connection and the ability to de-risk complex decisions.
- Vulnerability builds trust. Whether it’s storytelling, deal coaching, or just acknowledging awkward moments, honesty closes more than clever pitches.
Sponsored Segment
Interested in becoming a sponsor of The Transaction? Contact thetransaction@samguertin.com
Chapters
00:00 - Episode Preview
02:05 - Introducing Brent Adamson & Reliving the Maggots on a Plane Story
06:40 - Brent Recounts a Near-Death Experience, Courtesy of United Airlines
12:26 - The Origins of Brent’s Latest B2B Sales Research
16:15 - Why B2B Buyers Want a Rep-Free Buying Process & The Importance of Human Connection in Selling
19:35 - Customer Decision Confidence is the Biggest Factor in Driving High-Quality, Low Regret Deals
26:50 - B2B Sellers Need to Help SaaS Buyers Learn How to Buy Solutions Intelligently
31:26 - Sales Psychology will Play an Even Larger Role in B2B Moving Forward
37:49 - SaaS Sales Reps Need to Become Buying Coaches for their Prospects
41:18 - How to Increase Customers’ Confidence in Their Own Buying Decisions
48:32 - The Key to Telling Compelling, Emotionally Engaging Stories
53:25 - How Addressing the Elephant in the Room, like Bloody Eyeballs, can Create Better Human Connections
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Epic Quotes
- “ When things like that make you nervous, uncomfortable, you don't run away from them you have to run right at 'em.” - Brent Adamson
Connect with Brent Adamson
- LinkedIn: https://www.linkedin.com/in/brentadamson
- The Framemaking Sale: https://a.co/d/iQhqSzq
- Website: https://www.brentadamson.net/
- A to B Insights Website: https://atobinsight.com/
Shoutouts
- Brent’s Last Episode: https://open.substack.com/pub/thetransaction/p/reframing-b2b-sales-to-drive-buyer
- Coffee with Brent Adamson & Matt Heinz: https://www.heinzmarketing.com/events/podcast-coffee-with-brent-adamson-matt-heinz/
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