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

Struggling to scale sales beyond your top 10% reps? You’re not alone — most B2B tech enterprises face the same challenge.

I help companies build GTM systems that enable every sales rep to achieve target performance consistently.

With 10+ years at the intersection of enterprise sales, GTM leadership, and digital portfolio management, I’ve seen what works — and what breaks — when it comes to scaling revenue. From closing some of Siemens’ largest enterprise deals to launching 3 global tech platforms at GE and Siemens, my journey has been about turning complexity into repeatable, scalable growth.

Many believe success in enterprise sales is all about products and customer relationships.
The real game-changer is building a repeatable system that aligns R&D, marketing, and sales around customer outcomes.

My journey:

2015–2018: Enterprise Sales at GE — launched the world’s first Industrial IoT platform, Predix.

2019–2021: Enterprise Sales at Siemens — helped bring Siemens’ first IIoT platform, Mindsphere, to market.

2021–2023: Global Presales, Siemens — launched Siemens’ first PropTech IoT platform, Building X.

2023–Today: Global Head of Presales, Siemens — leading high-value enterprise deals, delivering ~€50M revenue annually.

2025: Co-founded Value Accelerator — the value-selling platform for tech companies to unlock predictable revenue.

Since then, I’ve trained tens of enterprise sellers, supported startups and global enterprises building their scalable GTM systems, and authored the Value Accelerator blueprint— a free GTM playbook now used by B2B sales leaders to drive predictable growth.

📌 Explore the Value Accelerator blueprint — available in my Featured section.

📌 Book your free GTM assessment — link also in my Featured section.

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