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

Gartner

Lead a high-powered team of  Advisor & Analyst experts who build and provide actionable guidance and advice to sales executives and their teams.

Vice President, Team Manager, CSO Strategy Expert Team 

I have moved within our practice to lead the global advisory team which consults with Heads of Customer Service and their leadership teams to understand and address their most pressing challenges and opportunities.

Our team of Advisors leverage Gartner's indispensable insights, advice and tools to help our clients in making smarter, more informed decisions on their most critical functional priorities.

Gartner’s Customer Service Practice has an unrivalled combination of expert-led, practitioner-sourced and data-driven research steering clients toward the right decisions on the issues that matter most.

Sitting on the Sales and Service Practice Management group, I support the business in executing our critical strategies to scale and grow the the Research and Advisory function within our practice.

Vice President, Team Manager, Advisory

I lead a global advisory team which consults with Heads of Sales and their leadership teams to understand and address their most pressing challenges and opportunities for growth. 

Our team of Advisors leverage Gartner's indispensable insights, advice and tools to help our clients in making smarter, more informed decisions on their most critical functional priorities.

Gartner’s Sales Practice has an unrivalled combination of expert-led, practitioner-sourced and data-driven research steering clients toward the right decisions on the issues that matter most.

Sitting on the Sales and Service Practice Management group, I support the business in executing our critical strategies to scale and grow the the Research and Advisory function within our practice.

Gartner brings an unrivalled combination of expert-led, practitioner-sourced and data-driven research to guide clients toward the right decisions on the issues that matter most. We’re trusted as an objective resource and critical partner by more than 12,000 organisations in more than 100 countries — across all major functions, in every industry and enterprise size.

My job at Gartner is to oversee the Advisory Services team for the Sales and Service Practice in EMEA. Our team of Advisors leverage Gartner's indispensable insights, advice and tools to help our clients in making smarter, more informed decisions on their most critical functional priorities. 

Gartner’s Sales & Service Practice has an unrivalled combination of expert-led, practitioner-sourced and data-driven research steering clients toward the right decisions on the issues that matter most.

I also support the Sales and Service Practice Leadership in executing our critical strategies to scale and grow the the Research and Advisory function within our practice.

Senior Director, Team Manager, Advisory Services 

Our team of Advisors leverage Gartner's indispensable insights, advice and tools to help our clients in making smarter, more informed decisions on their most critical functional priorities. 

Gartner’s Sales & Service Practice has an unrivalled combination of expert-led, practitioner-sourced and data-driven research steering clients toward the right decisions on the issues that matter most. I also support the Sales and Service Practice Leadership in executing our critical strategies to scale and grow the the Research and Advisory function within our practice.

Director, Team Manager - Advisory Services 

CEB, now Gartner

Senior member of the CEB Sales Leadership Council Advisory Services Team, responsible for the products growth and service delivery in the EMEA region. 
To achieve that there are a number of responsibilities I have: 
- Manage and develop the EMEA Advisory Service Team
- Provide advice, thought partnership grounded in quantitative analysis and demonstrated best practice to serve and grow a membership of sales, sales excellence, sales operations executives at more than 100 organisations. 
- Experience in building and delivering Executive and Front line Education sessions - both live and virtual 
- Experience in facilitating face to face and virtual workshops among senior leaders

Senior Executive Advisor, Advisory Services

I led CEB's Sales Leadership Council product in EMEA - specifically working with large multinational organisations. In this role, I was advising cross-industry Senior Sales Executive's & Sales organisations within EMEA on the insights derived from CEB Sales quantitative and best-practice research into critical decision areas including: driving sales rep productivity, optimising sales process, coaching and talent development, tool design and adoption, customer loyalty, key account management, indirect sales, telesales and customer service

Executive Advisor, Advisory Services

CEB enables superior business outcomes by delivering authoritative data and tools, best practice research, and peer insight to Senior Executive's from the Fortune 500 & FTSE 100. 

I work advising cross-industry Senior Sales Executive's & Sales organisations within EMEA on the insights derived from CEB Sales quantitative and best-practice research into critical decision areas including: driving sales rep productivity, optimizing sales process, coaching and talent development, tool design and adoption, customer loyalty, key account management, indirect sales, telesales and customer service.

Senior Specialist Advisor

Specialist Advisor

Associate within the Sales, Marketing and Communications practice of CEB

Responsible for supporting growth of our client base within the UK and Europe across a variety of functions including Sales, Marketing and Customer Service.

Senior Business Development Associate

Associate

My job at Gartner is to oversee the Advisory Services team for the Sales and Service Practice in EMEA. Our team of Advisors leverage Gartner's indispensable insights, advice and tools to help our clients in making smarter, more informed decisions on their most critical functional priorities. 

Gartner’s Sales & Service Practice has an unrivalled combination of expert-led, practitioner-sourced and data-driven research steering clients toward the right decisions on the issues that matter most.

I also support the Sales and Service Practice Leadership in executing our critical strategies to scale and grow the the Research and Advisory function within our practice.

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