The Framemaking Sale: Build Buyer Confidence, Win Bigger Deals | Brent Adamson скачать в хорошем качестве

The Framemaking Sale: Build Buyer Confidence, Win Bigger Deals | Brent Adamson

The Framemaking Sale for B2B sales. How to create buyer confidence, reduce regret, and win bigger, cleaner deals. Brent Adamson shares why “be helpful” beats “be the smartest” in 2025. What you’ll learn What “frame making” is and how it differs from Challenger How to drive high quality, low regret deals Where frame making plugs into discovery, objections, and coaching Why differentiation now means reducing decision complexity How to turn customer stories into practical buying advice How to rethink buyer intent, NPS, and thought leadership The role of AI in buying and why humans must solve for “feel,” not “know” Chapters 00:31 Intro to Brent Adamson and the “crystal ball” joke 02:06 Why another sales book and how frame making differs from Challenger 04:44 Implementing frame making in training, discovery, and objections 07:50 What good sales training looks like in practice 09:39 Sense making vs frame making 13:42 Differentiation in 2025: from product to solutions to helpful 18:19 The four buyer challenges and the real enemy: exhaustion 21:34 Rethinking trust: build customer self-trust first 25:44 Better questions: “phrases that frame” 27:40 High quality, low regret deals defined 30:19 How to de-risk regret and align stakeholders 33:47 Where AI helps, where it breaks, and what sellers must do 38:57 Burn It or Build It: rapid-fire takes 47:30 One actionable tip for 2026 + where to find Brent Who this helps CROs and VPs of Sales under pressure to grow without discounting Sales managers coaching discovery and objection handling Enterprise AEs selling complex solutions Marketing and enablement teams building content that actually helps buyers Guest Brent Adamson, author, The Frame Making Sale; coauthor, The Challenger Sale and The Challenger Customer Website: [https://framemakingsale.com](https://framemakingsale.com) LinkedIn: [  / brentadamson  ](  / brentadamson  ) Host Digital Rebels Consulting: [https://DigitalRebelsConsulting.com](https://DigitalRebelsConsulting.com) Marc Crosby on LinkedIn: [  / marc-crosby  ](  / marc-crosby  ) (assumed; replace if different) Keywords frame making sale, B2B sales, buyer confidence, low regret deals, differentiation, sales training, discovery, objection handling, sense making, challenger sale, challenger customer, customer verified pipeline, enterprise sales, decision complexity, information overload, outcome uncertainty, objective misalignment, sales methodology, sales enablement, LinkedIn content, buyer intent, NPS, AI in sales Hashtags #B2BSales #FrameMaking #BuyerConfidence #SalesLeadership #ChallengerSale #SalesTraining #EnterpriseSales #DigitalRebels #BurnThePlaybook TAGS (YouTube keywords) frame making sale; Brent Adamson; Challenger Sale; Challenger Customer; buyer confidence; low regret deals; B2B differentiation; sense making; sales discovery; objection handling; customer verified pipeline; enterprise sales process; sales enablement; decision complexity; AI and sales SHORTS DESCRIPTIONS (3–5) 1: Frame making beats “being smart.” Build buyer confidence fast. #B2BSales 2: Stop pitching. Start framing. Help buyers feel ready. #Sales 3: High quality, low regret deals. Here’s how to get them. #Revenue 4: Objections? Use phrases that frame, not pressure. #Selling 5: Differentiation now = helpful, not louder. #GTM DigitalRebelsConsulting.com