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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…
Aligning DevOps Teams for API Quality with Temil Sanchez
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Content provided by Testing Podcast. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Testing Podcast 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.
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Manage episode 488547947 series 3359016
Content provided by Testing Podcast. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Testing Podcast 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.
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Testing Podcast

1 Automating the DevOps Pipeline with Maurice McCabe 38:59
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Testing Podcast

1 Mastering Medical Device Testing with Priyank Soni 32:43
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1 Leading with quality actions, not titles Ep 95 56:12
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1 How to Grow your Career in Cybersecurity with Grant McCracken 33:09
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1 What is Reverse Mutation Testing with Leonardo Lanni 38:52
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Show notes: Don’t worry! I’m a Tester Ep 94
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Keith Klain Show notes: Show notes: QR Podcast – Alessandra Moreira Podcast Site: QR Podcast
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1 Testing inside the boxes and beyond Ep 93 1:04:35
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1 Aligning DevOps Teams for API Quality with Temil Sanchez 24:44
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1 Overcoming Mobile Testing DevOps Challenge (Episode 3 of the SmartBeat Employees – Mobile Testing) with Todd McNeal 33:20
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1 The Importance of Trust in Software Testing and AI with Damian Synadinos 26:59
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1 Why are testers so good at delivering bad news? Ep 92 1:03:17
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1 Will AI Replace DevOps Engineers, BI and More with Mark Koelsch 29:49
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Show notes: Building a Career in QA with Judy Mosley
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Keith Klain Show notes: Show notes: QR Podcast – Santosh Tuppad Podcast Site: QR Podcast
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1 How do you document feedback on your documentation? Ep 91 54:22
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Testing Peers Show notes: Getting Quality a Seat at the Table
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Testing Podcast

1 Is vibe testing going to kill off test management? Ep 90 54:12
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1 Observability at Scale with AI with Jacob Leverich 36:47
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1 European Accessibility Act: What Software Testers Need to Know (Actionable Guide) with Laveena Ramchandani 51:29
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Show notes: Testing AI’s Promises with Michael Bolton
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Testing Podcast

Show notes: TWiT-89 Testers like to talk
The Testing Show Show notes: Synthetic Data in Testing
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1 The Rise of Agentic AI: Transforming DevOps and Testing with Bridges Smith 31:02
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1 Python Test – pytest-metadata – provides access to test session metadata 8:15
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Keith Klain Show notes: Show notes: QR Podcast – James Christie Podcast Site: QR Podcast
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Show notes: But how are we gonna test this? Ep 88
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1 The Secret Life of Automation with Michael Bolton 1:00:45
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1 Python Test – pytest-check – allow multiple failures per test 9:56
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Testing Podcast

1 AI in Testing: Innovation or Just Noise? with Fitz Nowlan 35:36
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1 Breaking news about breaking news Ep 87 1:02:29
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1 AI’s Impact on Testing Careers with Jason Arbon 42:07
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The Testing Show Show notes: Women In Testing, Part 2
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1 Python Test – The role of AI in software testing – Anthony Shaw 58:06
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1 How To Optimize your Automation CI/CD Pipelines (and Save Money) with Gaurav Mittal 27:01
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Testing Podcast

1 Scaling ML Infrastructure Like a Pro with Elliott Clark 32:22
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The Testing Show Show notes: Women In Testing, Part 1
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Testing Podcast

1 TWiT Ep 86: Episode 86: Do new testers really need to learn automation? 1:00:07
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1 Python Test – pytest-repeat – works fine on Python 3.14 8:03
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Testing Podcast

1 Automation – First DevOps Focus with Kedar Kulkarni 30:28
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Keith Klain Show notes: Show notes: QR Podcast – Ash Hynie Podcast Site: QR Podcast
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Testing Podcast

1 Meet JASON HUGGINS, The Genius Behind Selenium! 29:56
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Testing Peers Show notes: Storytelling
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Testing Podcast

Brent Jensen and Alan Page Show notes: Episode 219: Mailbag and Goodbye For Now
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Testing Podcast

1 How crucial will the MCP approach be for AI Agents? TWiT Ep 85 57:31
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1 Python Test – Python 3.14 won’t repeat with pytest-repeat 4:37
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Testing Podcast

1 Episode 218: The Principles of AI Assisted Coding 1:00:01
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Testing Podcast

1 Proactive Observability in Testing with Anam Hira 21:42
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Testing Podcast

Show notes: Does the happy path make us happy? Ep. 84
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Testing Podcast

1 Python Test – pytest-html – a plugin that generates HTML reports for test results 6:48
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1 DevOps Transformation: Culture, Strategy, and Lessons Learned with Derek Ferguson 36:36
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Testing Podcast

1 Where have all the junior quality roles gone? Ep 83 57:45
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Brent Jensen and Alan Page Show notes: Episode 217: Remote Work and Big News
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Show notes: The API Vector with Jeremy Snyder
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Testing Podcast

1 Practicing Software Testing – Guest James Lyndsay 52:17
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Testing Podcast

1 Swift Driver for Appium Automation Testing with Dalton Alexandre 26:59
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1 Testing In The Pub – Making Better Testers (Part II) 26:03
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1 How Google Improved Developer Experience with Hugo Santos 40:20
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1 Testing In The Pub – Making Better Testers (Part I) 27:36
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1 Tackling Enterprise Testing Challenges with AI with Srirang Srikantha 30:33
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Keith Klain Show notes: Show notes: AST James Bach Interview (Part II) Podcast Site: QR Podcast
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1 Unlocking AI in DevOps with IBM’s Watson xCode with Keri Olson 31:43
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Keith Klain Show notes: Show notes: AST James Bach Interview (Part I) Podcast Site: QR Podcast
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Testing Podcast

1 Mastering Robot Framework Techniques at RoboCon Online with Guido Demmenie, Kelby Stine and Manana Koberidze 33:49
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Keith Klain Show notes: Show notes: Let’s Test Interview Podcast Site: QR Podcast
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Testing Podcast

Brent Jensen and Alan Page Show notes: Episode 216: A Palate Cleanser from AI
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Testing Podcast

1 STAR East – The Viability of Context Driven Testing 15:30
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1 Python Test – pytest-md and pytest-md-report: Markdown reports for pytest 9:42
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Keith Klain Show notes: Show notes: Screen Testing – “Rocky” in Philly Podcast Site: QR Podcast
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Testing Podcast

1 DevOps Culture and Practice with Tim Beattie 32:20
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Keith Klain Show notes: Show notes: QR Podcast – ISO29119 Roundtable Podcast Site: QR Podcast
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1 From Laid Off to Employed (Survival Guide) with Robert Lukenbill 39:51
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1 AI/ML, MongoDB in DevOps and More with Richmond Alake 33:53
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Testing Peers Show notes: Testability
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Testing Podcast

1 From Manual QA to Automation Engineer Using AI with Tal Barmeir and Sapnesh Naik 25:32
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Keith Klain Show notes: Show notes: QR Podcast – James Bach Podcast Site: QR Podcast
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Brent Jensen and Alan Page Show notes: Episode 215: The Beat Goes On
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1 Python Test – Mocking in Python with unittest.mock – Michael Foord 47:49
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1 Top 10 Software Testing Conferences with Joe Colantonio 19:24
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Testing Podcast

1 Python Test – pytest-mock : Mocking in pytest 10:41
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Testing Podcast

1 Solving Test Automation Challenges (2025 Guide) with Chris Trimper 38:04
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Brent Jensen and Alan Page Show notes: Episode 214: The AI Apocalypse
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1 Python Test – pytest-cov : The pytest plugin for measuring coverage 12:02
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1 Top 8 Automation Testing Trends for 2025 with Joe Colantonio 18:31
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Testing Peers Show notes: Professional Development
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Testing Podcast

1 Unlocking Robot Framework: RoboCon HELSINKI with Gerwin Laagland, Markus Stahl and Stavroula Ventoura 26:39
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1 Ultimate Guide to Selecting Test Automation Solutions with Anna Royzman 42:31
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1 Python Test – pytest plugins – a full season 11:52
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Show notes: Context in Context Driven Testing
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Testing Podcast

1 The Software Tester’s Journey with Nicola Lindgren and Vernon Richards 37:48
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Brent Jensen and Alan Page Show notes: Episode 213: The 2024 Year in Review
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Testing Podcast

1 Revolutionizing QA with GenAI: A New Era in Software Testing with Fitz Nowlan 26:45
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Testing Podcast

1 This Week in Testing – Episode 67 – 8 November, 2024 57:37
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1 This Week in Testing – Episode 66 – 1 November, 2024 53:43
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Testing Podcast

1 Leveraging GenAI to Accelerate Cloud Migration with Alex Kearns 33:06
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1 This Week in Testing – Episode 65 – 25 October, 2024 57:40
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1 This Week in Testing – Episode 64 – 18 October, 2024 49:59
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