28. David Haylor - specialist Internal Audit search and selection

Auditing with data: for Performance Auditors and Internal Auditors that use (or want to use) data

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Added five years ago

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Higgle: The B2B Sales Club

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Why You Need to Grow Your Customer’s Decision Confidence with Brent Adamson and Karl Schmidt 36:25

11 weeks ago36:25

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36:25

Are you ready to discover why building customer self-confidence is more crucial than ever in today's B2B sales landscape? Brent Adamson and Karl Schmidt join us today, the duo behind the upcoming book "The Framemaking Sale." These sales experts unravel the critical yet often overlooked aspect of buyer confidence. They shift the focus from traditional supplier-centric models to the empowering idea that true confidence comes from within the customers themselves. This perspective not only transforms how we view B2B sales, but also highlights the importance of nurturing decision confidence. Throughout our conversation, Brent and Karl introduce their innovative concept of framemaking, a strategy that aligns sales solutions with client priorities. This approach goes beyond typical sales tactics by fostering genuine, lasting relationships with clients, even when they choose competitors. Their ideas promise to shake up conventional sales methods. Topics covered during this episode include: Why buyer confidence should be supplier-agnostic and focus on customers' decision making abilities. How Brent and Karl met each other at Corporate Executive Board (now part of Gartner). Why nurturing customer decision confidence is crucial in B2B. How framemaking aligns sales solutions with client priorities to overcome decision complexity. Why the book emphasizes customer confidence over supplier trust for effective decision making. The impact of decision complexity, information overload, and outcome uncertainty. Why understanding clients' businesses deeply helps navigate obstacles and maintain deal momentum. How salespeople can anticipate and overcome potential deal barriers. Why gaining customer confidence involves addressing emotional and rational decision aspects. Listen now to learn how to revolutionize your B2B sales approach with innovative framemaking techniques that build lasting customer relationships. Brent on LinkedIn: https://www.linkedin.com/in/brentadamson Karl on LinkedIn: https://www.linkedin.com/in/karl-schmidt-q…

5 years ago 28:51

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Note: This is a guest interview.
David talks to us about IAC's latest report, the Talent Barometer and the upcoming Diversity report.
He shares his views on a range of issues including:

Data skill gaps
Leadership skill gaps
Why culture is important

David is open to connecting with Internal Auditors.
You can reach out to him on LinkedIn.
Links

David Haylor on LinkedIn (www.linkedin.com/in/internalaudit)
The IAC Talent Barometer (iac-auditsearch.com/the-iac-talent-barometer)
Where David became an army officer (Royal Military Academy at Sandhurst)

About this podcast
The podcast for performance auditors and internal auditors that use (or want to use) data.
Hosted by Conor McGarrity and Yusuf Moolla.
Produced by Risk Insights (riskinsights.com.au).

59 episodes

#MBA #Business #Internal Audit #Performance Audit #Data In Audit #Data Governance In Audit #Auditviz #Visualization In Audit #Machine Learning In Audit #Full Population Analytics For Audit #Government #Risk Insights