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

Develop consistent partner commercials and business model strategies to help partners scale quickly, flexibly, and sustainably.

Partner Commercials and Business Models Director

Lead value engineering engagements supporting executives at Fortune 500 companies with their digital transformation roadmaps

Industry Value Advisor 

Emerson

Worked with the LATAM executive team, supporting the sales president in all strategic planning activities for the region

Strategic Planner

Kueski

Kueski is an online lender for the Mexican Middle Class. The Fintech platform uses big data and advanced analytics to approve and deliver loans within minutes

Led a consulting engagement with the product team to assess international expansion opportunities. I delivered the project to the company’s president and CEO

Strategy Intern

Intel Corporation

I Worked with the Consumer VR strategy team to identify key opportunities for Intel to grow VR within the next three years.

I studied the VR business to learn about use cases, growth trends, and adoption challenges. My recommendations included solutions to increase consumer awareness, promote VR/AR content development, and facilitate industry collaboration to accelerate VR/AR growth.

Management Consulting Practicum, Virtual Reality 

Emerson 

Collaborated across areas to shape a strategic initiative and presented recommendations to the sales president and executive team

Business Development Intern

GRUMA

It is the largest corn flour and tortilla manufacturer in the world. It's brand names include Mission Foods, Maseca, and Guerrero.

I transformed the sales process for +100 sales reps by defining and executing a new sales strategy, including optimizing the prospecting processes, changing the commission scheme, strengthening communication and collaboration among the team. 

The team doubled sales increased revenue by 100% and improved EBITDA by +20%

National Sales Channel Manager – Business Development

Schlumberger

Led drilling fluids execution program and supported 24/7 oil & gas operators while living at the rig. Collaborated with rig managers by running drilling fluids software, and presenting chemical treatment recommendations to optimize well construction

Field Engineer  Program

Supported the development of new technologies by working with the European Engineering Production Technology team

New Process Technologies Internship

Digital value advisor with 14+ years of professional experience working with executives across multiple countries. Chemical Engineer with an MBA from Cornell University. 

Experiences across value-driven selling, strategic planning, engineering, sales, business case development, financial analysis, value realization planning, and business model design, among others.

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The Battle

Brent Adamson

Rafael Saldana

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