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…
The GPS DairyCAST features the high-value insights of the GPS Dairy Consulting team’s trusted advisors and the owners and managers from the elite dairy farms they serve. These conversations deliver on the GPS Dairy Consulting promise to inspire change and grow leaders. Learn more at GPSdairy.com.
The GPS DairyCAST features the high-value insights of the GPS Dairy Consulting team’s trusted advisors and the owners and managers from the elite dairy farms they serve. These conversations deliver on the GPS Dairy Consulting promise to inspire change and grow leaders. Learn more at GPSdairy.com.
On this episode of the GPS DairyCAST, GPS Dairy consultants Dr. Megan Abeyta, and Dr. Brady Goetz, PAS, chat with Dr. Lance Baumgard of Iowa State University about inflammation and stress management. Listen to learn more about what inflammation actually is, how it shows up on the dairy, dive into some supporting research and hear a few takeaways that dairy producers can put into effect to manage stress on their farm. Learn more about GPS at gpsdairy.com…
On episode 35 of the GPS DairyCAST, GPS Business Development Director, Stephanie Jens, is joined by Jorge Delgado of Alltech to discuss resources, strategies and tactics to help make your employees feel community and truly be an asset to your operation and retention. Enjoy this conversation as part of our series from the 2024 GPS Dairy Leaders Forum. Join our email list: https://www.gpsdairy.com/contact-us/join-our-email-list…
On this episode of the GPS DairyCAST, GPS Founding Partner and consultant, King Hickman, DVM, chats with Sandra Godden, DVM, University of Minnesota Twin Cities, about why we should care about antimicrobial use, how we should be doing this judiciously and what types of treatments work best for your herd. Enjoy this conversation as part of our series from the 2024 GPS Dairy Leaders Forum. Want to learn more about FeedFIT ® ? Learn more: https://www.gpsdairy.com/education-programs/feedfit…
On episode 33 of the GPS DairyCAST, GPS consultant and GPS Founding Partner, Marty Faldet, PhD, PAS, sits down with Kevin Harvatine, PhD, of Penn State to discuss maximizing milk fat yield. In this episode you will hear about the seasonal rhythms of milk fat depression, corrective action for incremental milk fat gains, and finding the sweet spot between milk production and components. Enjoy this conversation as part of our series from the 2024 GPS Dairy Leaders Forum. Want to join the GPS Dairy Consulting team? Learn more: https://www.gpsdairy.com/join-our-team…
On this episode of the GPS DairyCAST, GPS consultant, Andre Pereira, PhD, BVetMed, chats with Ryne Braun of Ever.Ag about computer visioning and artificial intelligence. Tune in to hear about some cool technology aiding dairy farmers. Enjoy this conversation as part of our series from the 2024 GPS Dairy Leaders Forum. Want to join the GPS Dairy Consulting team? Learn more: https://www.gpsdairy.com/join-our-team…
On episode 31 of the GPS DairyCAST, GPS Founding Partner and Consultant, King Hickman, sits down with Ron Oltmanns of Leadskill to discuss how others have grown their leadership skills, uncover their values and take themselves (and those around them) to an entirely new level. Enjoy this conversation as part of our series from the 2024 GPS Dairy Leaders Forum. Learn more about the GPS FeedFIT ® program: https://www.gpsdairy.com/education-programs/feedfit…
On this episode of the GPS DairyCAST, GPS team members Stephanie Jens, Jordan Hunt and Erin Mosley talk all things FeedFIT®, a collaborative initiative which leverages the tools, teammates and advisors of the dairy to increase the efficiency and management of the feed center. Hear about FeedFIT® Discovery, a Feeding Data Review and the FeedFIT® modules, all tools that will turn your feed center into a profit center. Enjoy this conversation as part of our series from the 2024 GPS Dairy Leaders Forum.Make sure to sign up for the GPS email list: https://www.gpsdairy.com/contact-us/join-our-email-list…
On episode 29 of the GPS DairyCAST, Jordan Hunt of GPS Dairy Consulting is joined by Dr. Dale Woerner, Ph.D, of Texas Tech University, as they talk about two key areas of interest from Dr. Woerner's research: liver abscesses and red meat yield. Enjoy this conversation as part of our series from the 2024 GPS Dairy Leaders Forum. Learn more about upcoming Feeder Trainings in WI: https://www.gpsdairy.com/education-programs/feedfit/feeder-training…
On this episode of the GPS DairyCAST, Matt Waldron of Nutrition Professionals, Inc is joined by Lee Kinnard of Kinnard Farms as they discuss how Lee's family has taken sustainability to a new level to impact the quality of land and water at their farm. You will also hear about exciting technology that could revolutionize dairy sustainability. Enjoy this conversation as part of our series from the 2024 GPS Dairy Leaders Forum. Learn more about upcoming Herd Manager Retreats: https://www.gpsdairy.com/education-programs/herd-manager-retreat…
On episode 27 of the GPS DairyCAST, Amanda Borkowski and Angel Horn of GPS share about upcoming educational events, some of the ways you can stay connected throughout the year and more. Enjoy this conversation as part of our series from the 2024 GPS Dairy Leaders Forum Learn more about upcoming Herd Manager Retreats here: https://www.gpsdairy.com/education-programs/herd-manager-retreat…
On this episode of the GPS DairyCAST, Robb Bender of GPS Dairy Consulting is joined by Dr. Normand St. Pierre of The Ohio State University as they discuss some of the most misunderstood aspects of the current milk marketing system and what it will take to really fix the US FMMO. Enjoy this conversation as part of our series from the 2024 GPS Dairy Leaders Forum. Make sure to sign up for our email list: http://eepurl.com/hSqyJ5…
On episode 25 of the GPS DairyCAST, Paul Dyk of GPS and Jacob Shapiro of Cognitive Investments give the insights of what's really going on in the world since the US presidential election, what could be up ahead and how that will affect American dairy farmers. Enjoy this conversation as part of our series from the 2024 GPS Dairy Leaders Forum Learn more about GPS at gpsdairy.com…
On this episode of the GPS DairyCAST, Robb Bender of GPS and Matt Waldon of NPI sit down to discuss the strategic alliance of the organizations and what that means to dairy producers and the industry as a whole.
On episode 23 of the GPS DairyCAST digs into the ability to stay connected with your team, especially as you grow in scale. How do you keep everyone on the same page moving forward? Tune in as GPS Dairy Business Development Director Stephanie Jens shares a helpful strategy.
On this episode of the GPS DairyCAST, GPS consultants Robb Bender, Trent Dado, Nathan Pokowski, Jordan Hunt and Paul Dyk reflect on the impact and influence of the 3 founders of GPS Dairy Consulting and their 25 years of inspiring change and growing leaders. Please enjoy these comments in honor of Jim Barmore, Marty Faldet and King Hickman receiving the 2024 World Dairy Expo Industry People of the Year Award. Check out the GPS Dairy Blog: https://www.gpsdairy.com/gps-dairy-blog…
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