Episode 107: Brent Adamson – It’s Not What You Sell, It’s How You Sell

Brent Adamson joins The LinkedIn Whisperer Brynne Tillman to explain why the best way to stand out from your competitors in the sales industry is by mastering how you sell your product or service.

Listen as he talks about the narrowing window of opportunity to differentiate your brand from the rest based on your solution, and how the wide availability of solutions is actually leading consumers to experience what he calls “paralysis of analysis.”

Discover what you can do to stay ahead of the “smartness arms race” in an era where customers start to lack confidence in their own ability to make decisions and on behalf of their company due to the overwhelming overflow of information.

Learn about the concept of the frame maker and sensemaking, and how these techniques can help you serve customers better by serving as their guide for making sales decisions.

Find out why Brent thinks empathy is crucial in making sales social and why some sales professionals fall into the trap of committing what he calls “indiscriminate generosity.”

Listen as Brent and Brynne discuss key questions salespeople need to ask themselves:

  • Where are your customers learning?
  • Are you present where that learning is happening?
  • How are you participating in that learning process? (Are you, in fact, helping when that happens?)


You can reach out to Brent on LinkedIn and on Twitter. If you want to learn more about Brent and his current work, you may visit the Ecosystems website.

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