Accelerate! With Andy Paul

Brent Adamson is the Global Head of Research and Communities at Ecosystems, as well as the co-author of The Challenger Sale and The Challenger Customer. A buyer’s experience with a seller, from their ability to show fresh perspectives to plain human empathy, dictates the seller’s win rates.  Brent dives into the way companies and sellers should view their quotas and how to get unstuck from a lack of innovation. He also talks about the need for greater focus on buyer enablement to become better sellers, especially during an economic downturn, and new approaches to selling that tap into human emotion. HIGHLIGHTS Buyer enablement: Have a conversation on what's important to them Human empathy is behind every sales interaction The seller makes the difference in a sale Solve not just what you want the customer to know, but also what to feel QUOTES Your reputation and how you show up are the only factors sellers can control - Brent: "Do relationships matter or not? And the answer, funny enough, was always of