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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…
Content provided by Red Hat. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Red Hat 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.
Ready to go deeper into the ever-evolving landscape of technology? Technically Speaking, hosted by Red Hat CTO and SVP of Global Engineering Chris Wright, is back and reimagined to guide you with more depth and candor. This series cuts through the noise, offering insightful, casual, and now even more in-depth conversations with leading experts from across the globe. Each discussion delves further into new and emerging technologies, helping you understand not just the 'what,' but the 'why' and 'how' these advancements will impact long-term strategic developments for your company and your career. From AI and open source innovation to cloud computing and beyond, Chris Wright and his guests humanize technology, providing an unparalleled insider’s look at what’s next with enhanced detail and open discussion. The revamped ""Technically Speaking with Chris Wright"" champions innovation and thought leadership, blending even deeper-dive discussions with updates on the latest tech news. Tune in for richer insights on complex topics, explore varied perspectives with greater nuance, and equip yourself to shape the future of technology. Discover how to turn today's emerging tech into tomorrow's strategic advantage.
Content provided by Red Hat. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Red Hat 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.
Ready to go deeper into the ever-evolving landscape of technology? Technically Speaking, hosted by Red Hat CTO and SVP of Global Engineering Chris Wright, is back and reimagined to guide you with more depth and candor. This series cuts through the noise, offering insightful, casual, and now even more in-depth conversations with leading experts from across the globe. Each discussion delves further into new and emerging technologies, helping you understand not just the 'what,' but the 'why' and 'how' these advancements will impact long-term strategic developments for your company and your career. From AI and open source innovation to cloud computing and beyond, Chris Wright and his guests humanize technology, providing an unparalleled insider’s look at what’s next with enhanced detail and open discussion. The revamped ""Technically Speaking with Chris Wright"" champions innovation and thought leadership, blending even deeper-dive discussions with updates on the latest tech news. Tune in for richer insights on complex topics, explore varied perspectives with greater nuance, and equip yourself to shape the future of technology. Discover how to turn today's emerging tech into tomorrow's strategic advantage.
Explore what it takes to run massive language models efficiently with Red Hat's Senior Principal Software Engineer in AI Engineering, Nick Hill. In this episode, we go behind the headlines to uncover the systems-level engineering making AI practical, focusing on the pivotal challenge of inference optimization and the transformative power of the vLLM open-source project. Nick Hill shares his experiences working in AI including: • The evolution of AI optimization, from early handcrafted systems like IBM Watson to the complex demands of today's generative AI. • The critical role of open-source projects like vLLM in creating a common, efficient inference stack for diverse hardware platforms. • Key innovations like PagedAttention that solve GPU memory fragmentation and manage the KV cache for scalable, high-throughput performance. • How the open-source community is rapidly translating academic research into real-world, production-ready solutions for AI. Join us to explore the infrastructure and optimization strategies making large-scale AI a reality. This conversation is essential for any technologist, engineer, or leader who wants to understand the how and why of AI performance. You’ll come away with a new appreciation for the clever, systems-level work required to build a truly scalable and open AI future.…
Explore the future of enterprise AI with Red Hat's SVP and AI CTO, Brian Stevens. In this episode, we delve into how AI is being practically reimagined for real-world business environments, focusing on the pivotal shift to production-quality inference at scale and the transformative power of open source. Brian Stevens shares his expertise and unique perspective on: • The evolution of AI from experimental stages to essential, production-ready enterprise solutions. • Key lessons from the early days of enterprise Linux and their application to today’s AI inference challenges. • The critical role of projects like vLLM in optimizing AI models and creating a common, efficient inference stack for diverse hardware. • Innovations in GPU-based inference and distributed systems (like KV cache) that enable AI scalability. Tune in for a deep dive into the infrastructure and strategies making enterprise AI a reality. Whether you're a seasoned technologist, an AI practitioner, or a leader charting your company's AI journey, this discussion will provide valuable insights into building an accessible, efficient, and powerful AI future with open source.…
Ready to go deeper into the ever-evolving landscape of technology? Technically Speaking, hosted by Red Hat CTO and SVP of Global Engineering Chris Wright, is back and reimagined to guide you with more depth and candor. This series cuts through the noise, offering insightful, casual, and now even more in-depth conversations with leading experts from across the globe. Each discussion delves further into new and emerging technologies, helping you understand not just the 'what,' but the 'why' and 'how' these advancements will impact long-term strategic developments for your company and your career. From AI and open source innovation to cloud computing and beyond, Chris Wright and his guests humanize technology, providing an unparalleled insider’s look at what’s next with enhanced detail and open discussion. The revamped ""Technically Speaking with Chris Wright"" champions innovation and thought leadership, blending even deeper-dive discussions with updates on the latest tech news. Tune in for richer insights on complex topics, explore varied perspectives with greater nuance, and equip yourself to shape the future of technology. Discover how to turn today's emerging tech into tomorrow's strategic advantage.…
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