Inside Partnering
Brent Adamson & Karl Schmidt: The Framemaking Sale - Help buyers believe in themselves so they can buy
34:20
Buyers today are exhausted. They face massive information overload, tangled internal processes, conflicting objectives across stakeholders, and creeping uncertainty about whether a purchased solution will actually deliver results.
In practice, that means buyers who can plainly name the value of a vendor still bail at the finish line - “no decision” is the silent deal-killer.
Brent Adamson and…