Brent Adamson is a world-renowned researcher, author, presenter, trainer, and advisor to B2B commercial executives around the world. 

He is the Co-Founder of both A to B Insight, a B2B sales and marketing research, advisory, and training company, as well as Co-Founder of Qoos, providing B2B sellers micro-guidance and AI-guided coaching, seamlessly embedded within HubSpot CRM.

Brent's next book, The Framemaking Sale, is available Sept. 9, 2025.

Known as having the “biggest crystal ball in B2B sales,” Brent is the co-author of the best-selling, industry changing The Challenger Sale and The Challenger Customer.  He is also a frequent contributor to well-known business publications, including the Harvard Business Review, featuring his recent articles, “Sensemaking for Sales” and “Traditional B2B Sales and Marketing Are Becoming Obsolete.” 

Across the last 19 years, Brent has been privileged to work with some of the greatest thought leaders in B2B and B2C sales and marketing, building and leading exclusive communities of highly progressive commercial executives.  Known as a world-class facilitator and speaker, Brent has presented to tens of thousands of commercial leaders both in-person and virtually all over the world, ranging from executive leadership teams to large keynote audiences.  

Especially well known for his passion for “productive disruption,” Brent served as the “chief story teller” for CEB, now Gartner’s, sales, marketing, and customer service practices from 2003 to 2022.  Across that time, Brent’s research has focused most closely on the critical, boundary-spanning intersection of selling and buying, seeking to understand the rapidly changing nature of effective commercial collaboration.  Most recently, Brent and his colleagues at CEB, now Gartner, have introduced industry-leading concepts such as Buyer Enablement, Sense Making, and Customer Decision Confidence. 

A native of Omaha, Neb., Brent joined CEB, now Gartner, from the University of Michigan’s Ross School of Business where he received his MBA with distinction. Prior to that, he served on the faculty of Michigan State University as a Professor of German and Applied Linguistics. In addition to his MBA, Brent holds a B.A. with distinction in political science from the University of Michigan along with M.A.s in political science and German, and a Ph.D. in applied linguistics from the University of Texas. Brent resides in Leesburg, VA with his wife, two daughters, and rescue dog.

Brent Adamson

How may I be of service to you and even more so, of value to you?

My WHY is making a difference in the lives of others by supporting & contributing to their success which leads to a greater cause.

HOW I make this happen is by clarifying information so it’s understandable for others. This allows them to make better decisions and move in the right direction to best suit their needs.

WHAT I ultimately bring are solutions that you can trust and count on wrapped inside a trustworthy relationship.

Allow me to take you back to 2014. I was facing the challenge of prospecting for new business in one of the country’s most competitive markets. I secured over $1.3 million in new business by integrating the use of social, authenticity and giving a rip.

The greatest fulfillment in life is when I give back to others. We live in a technology-driven world. However, the foundations of all we do are built on human-to-human interaction.

How are you standing out? Today’s buyer being digitally savvy, is armed with instant access to information on Google and pre-screens salespeople based on what they find online.

Buyers have the ability to weed out salespeople via social outlets before they even meet. 

Salespeople must position themselves as helpful experts. Being helpful and being seen as an expert becomes a catalyst in changing the perception of how salespeople are viewed.

In a post-trust sales world, how are you building trust and credibility?

My promise of value, there's no BS, and no fluff. All heart. All of this delivered through the lens of a true practitioner. 

Becoming REAL, RELEVANT and RELATABLE matters more than ever. 

- A heartfelt & human social presence invites conversation
- Infusing trust into every phase of the selling process matters
- Creating authentic relationships matter
- Relationship funnels fuel sales funnels
- A personal value framework matters
- Recharging and reactivating relationships matters

I envision a sales world where authenticity, integrity and trust are brought to the forefront.

With a servant mindset, you can expect me to bring my heart, my spirit, extreme focus, and dedication; all supported by a deep understanding of what a day in the life of a sales professional is like.

I do this because I care. I do this because it makes a difference. I do this because I give a rip about the sales profession.

Are you ready to refuel, restore and reboot your sales results?

Remember... Soft skills drive hard dollars.

My commitment is to help your sales team grow sales revenue the right way. Always here to serve. 805.907.5947

Larry Levine

Buckle up for this one... This will ruffle some feathers. 

Salespeople aren’t losing deals because they can’t solve problems.

They’re losing deals because they’re trained to chase problems instead of lead conversations.

Most sales training teaches find a problem, diagnose pain, throw more salt on an issue and then pitch how all of a sudden you can solve all of this.

All you've done is turned yourself into a reactive sales rep, plain and simple.

People don’t need another problem-solver, they need someone who can help them see their business differently, provide them clarity and guide them.

High-trust sales professionals don’t start with problem and issue centric speak.

They start business conversations around what people are thinking about, as they introduce new ideas and fresh perspectives by talking about vision, strategy and future impact.

This requires business acumen, business perspective, courage, and conviction.

If you’re only trained to respond to problems, you’ll always be late to the conversation and trapped in comparison mode.

If you’re coached to elevate thinking, you shape the conversation before a solution is ever discussed.

If all you do is fix what’s broken, you’ll always be compared on price.

If you help people think differently, you become irreplaceable.

Are you brave enough to help them think differently?

Your choice. 

#sellingfromtheheart

In a world of empty suits, I’m leading a movement of authenticity, integrity, and trust inside the sales profession

Discomfort is often the doorway back to growth.

If you’re a sales leader or a seasoned salesperson, here’s the gut-check question you can’t afford to avoid... What would happen emotionally, financially, and culturally, if you lost your largest account tomorrow?

If that question makes you massively uncomfortable, good. 

#sellingfromtheheart #sellinginaposttrustworld

"With care and protection, with safe havens in the ocean, there is still a good chance that we can turn things around." Sylvia Earle Trust is the ocea

Open article: Before They Walk Away... The Heart-Centered Discipline That Protects Your Biggest Accounts. by Larry Levine • 10 min read

Before They Walk Away... The Heart-Centered Discipline That Protects Your Biggest Accounts.

This weeks message is about stagnation.

Stagnant salespeople choose comfort over growth, asking predictable questions that mirror clients instead of challenging them.

Comfortable conversations feel good, but they don’t build trust or create meaningful change.

When salespeople stop growing, they become forgettable and their value to clients quietly fades.

Don't become stagnant.

#sellingfromtheheart #sellinginaposttrustworld

To serve a client is a duty, a calling; it's to witness their growth and evolve alongside them.

When you stop being curious about your clients changing world, you've already begun the process of losing them.

Sales professionals who protect and grow their largest accounts understand one foundational truth...

Past performance does not guarantee future loyalty.

Your competitors know this as well. They’re calling on your clients, they’re listening to them, they’re asking them better questions, and most of all, they’re offering fresh perspectives.

If all you’re offering is comfort and continuity, then don’t be surprised when your client chooses curiosity over complacency.

Complacency says... We’ve always done it this way.

A heart-centered approach says... How can I better serve you?

Loyalty is not a debt your clients owe you for past work; it's a gift they give you because of your presence and integrity.

#sellingfromtheheart #sellinginaposttrustworld

What a treat to continue the wonderful conversations with my friend Jeff Cross, Media Director for ISSA-The Association for Cleaning & Facility Solutions on the Straight Talk industry podcast.

In service industries like commercial cleaning, building strong customer relationships means more than just fulfilling contract terms. It’s about forming genuine connections, gaining trust, and providing real value to clients. 

Don't get caught in the friend zone.

Watch the entire conversation here - https://lnkd.in/eTBr5VDv

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The Battle

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Larry Levine

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Larry Levine's LinkedIn Performance

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