The Seen and the Unseen, hosted by Amit Varma, features longform conversations that aim to give deep insights into the subjects being discussed. Timeless and bingeworthy.
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Higgle: The B2B Sales Club


1 Why You Need to Grow Your Customer’s Decision Confidence with Brent Adamson and Karl Schmidt 36:25
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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…
Is there a missing link in the T-Rex family tree?
Manage episode 488334838 series 2342424
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Is there a missing link in the T-Rex family tree?
Guest: Jared Voris, phd candidate at the university of calgary
Learn more about your ad choices. Visit megaphone.fm/adchoices
6158 episodes
Manage episode 488334838 series 2342424
Content provided by Curiouscast. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Curiouscast or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Is there a missing link in the T-Rex family tree?
Guest: Jared Voris, phd candidate at the university of calgary
Learn more about your ad choices. Visit megaphone.fm/adchoices
6158 episodes
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Mornings with Simi

1 Full Show: Cracking down in Surrey, Money leaving Canada & Bringing back Mammoths 58:55
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Surrey Cracking down on illegal builds without permits Guest: Brenda Locke, Mayor of Surrey Why are massive amounts of money leaving Canada? Guest: Kim Moody, founder of Moodys Tax/Moodys Private Client, a former chair of the Canadian Tax Foundation Why are we so obsessed with bringing back the wooly mammoth? Guest: Rebecca Woods, Associate Professor, Institute for the History & Philosophy of Science & Technology, University of Toronto Why don’t parents bother using parental controls on kids' devices? Guest: Sara Grimes, Wolfe Chair in Scientific and Technological Literacy and Professor, McGill University Why kids don’t want to play baseball or soccer anymore Guest: Sara Woodruff, professor of human kinetics, university of Windsor Why do people try to diagnose their own illnesses? Guest: Dr. Zainab Abdurrahman and she's the president of the OMA Learn more about your ad choices. Visit megaphone.fm/adchoices…
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Mornings with Simi

1 Surrey Cracking down on illegal builds without permits 11:45
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Surrey Cracking down on illegal builds without permits Guest: Brenda Locke, Mayor of Surrey Learn more about your ad choices. Visit megaphone.fm/adchoices
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Mornings with Simi

1 Why are massive amounts of money leaving Canada? 10:07
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Why are massive amounts of money leaving Canada? Guest: Kim Moody, founder of Moodys Tax/Moodys Private Client, a former chair of the Canadian Tax Foundation Learn more about your ad choices. Visit megaphone.fm/adchoices
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Mornings with Simi

1 Why do people try to diagnose their own illnesses? 10:12
10:12
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Why do people try to diagnose their own illnesses? Guest: Dr. Zainab Abdurrahman and she's the president of the OMA Learn more about your ad choices. Visit megaphone.fm/adchoices
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Mornings with Simi

1 Why kids don’t want to play baseball or soccer anymore 6:57
6:57
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Why kids don’t want to play baseball or soccer anymore Guest: Sara Woodruff, professor of human kinetics, university of Windsor Learn more about your ad choices. Visit megaphone.fm/adchoices
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Mornings with Simi

1 Why don’t parents bother using parental controls on kids' devices? 9:14
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Why don’t parents bother using parental controls on kids' devices? Guest: Sara Grimes, Wolfe Chair in Scientific and Technological Literacy and Professor, McGill University Learn more about your ad choices. Visit megaphone.fm/adchoices
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Mornings with Simi

1 View From Victoria: Public health and the increase in Measles cases 14:23
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View From Victoria: Public health and the increase in Measles cases Guest: Vaughn Palmer, Vancouver Sun Columnist Learn more about your ad choices. Visit megaphone.fm/adchoices
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Mornings with Simi

1 Why are we so obsessed with bringing back the wooly mammoth? 8:43
8:43
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Why are we so obsessed with bringing back the wooly mammoth? Guest: Rebecca Woods, Associate Professor, Institute for the History & Philosophy of Science & Technology, University of Toronto Learn more about your ad choices. Visit megaphone.fm/adchoices
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Mornings with Simi

1 Full Show: Preparing for floods, Rents are down & Couponing Craze 47:14
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Could BC see flash flooding like Texas is experiencing? Guest: Jason Thistlewaite, Associate Professor & Associate Director, Graduate Studies, school of environment, enterprise, and development How immigration caps are leading to lower rents Guest: Shiva Moshtari Doust, lead economist for Metro Vancouver, Canadian mortgage and Housing Corporation Can couponing still be a way to save money? Guest: Kathleen Cassidy, Canadian Couponer and influencer, “Living-on-a-loonie” on instagram and tiktok BC wants people to own fewer exotic cats Guest: Sara Dubois, Senior Director, Animal Welfare Science & Standards Use the summer to connect with your kids! Guest: Nasuh Malas, child and adolescent psychiatrist Learn more about your ad choices. Visit megaphone.fm/adchoices…
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Mornings with Simi

1 Making Cents of the Markets for July 09, 2025 10:02
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Making Cents of the Markets for July 09, 2025 Time for Making Cents of the Markets with Lori Pinkowski. Lori Pinkowski is a Senior Portfolio Manager at Canaccord Genuity. You can contact The Pinkowski Wealth Management team directly at 604-695-LORI or visit their website at Pinkowski.ca Learn more about your ad choices. Visit megaphone.fm/adchoices…
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Mornings with Simi

1 Could BC see flash flooding like Texas is experiencing? 10:24
10:24
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Could BC see flash flooding like Texas is experiencing? Guest: Jason Thistlewaite, Associate Professor & Associate Director, Graduate Studies, school of environment, enterprise, and development Learn more about your ad choices. Visit megaphone.fm/adchoices
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Mornings with Simi

Use the summer to connect with your kids! Guest: Nasuh Malas, child and adolescent psychiatrist Learn more about your ad choices. Visit megaphone.fm/adchoices
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Mornings with Simi

BC wants people to own fewer exotic cats Guest: Sara Dubois, Senior Director, Animal Welfare Science & Standards Learn more about your ad choices. Visit megaphone.fm/adchoices
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Mornings with Simi

1 How immigration caps are leading to lower rents 7:51
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How immigration caps are leading to lower rents Guest: Shiva Moshtari Doust, lead economist for Metro Vancouver, Canadian mortgage and Housing Corporation Learn more about your ad choices. Visit megaphone.fm/adchoices
M
Mornings with Simi

1 View From Victoria: The healthcare system sees more troubles 14:30
14:30
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View From Victoria: The healthcare system sees more troubles Guest: Vaughn Palmer, Vancouver Sun Columnist Learn more about your ad choices. Visit megaphone.fm/adchoices
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