by Katie Weisz
Estimated read time: Less than 1 minute

The conversation of “Do we really need outbound sales anymore?” continued with another lively interview, this time featuring special guest, Brent Adamson. Brent is a distinguished VP at Gartner, and a published author with a lot to say about the case between sales and marketing.

In the interview, CEO, Scott Gillum, and Brent unpack the idea of Challenger, debunking it as a “sales methodology”, and how both sales and marketing should be co-owning the process of the customer and buyer experience.

Brent also shares three very distinctive approaches (giving, telling, and sense-making) that sales reps are adopting towards information in order to connect with potential customers and buyers.

In this clip, Brent dives into the topic of “the world is crowded with good information.” In sales and marketing, the customer is now surrounded by good, quality information, which is having an impact on their decision making and buying process.


Listen here:



To hear the interview with Brent, listen or download here.


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