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Ep. 180 - Your SaaS Buyer Doesn’t Need Convincing—They Need Confidence

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Manage episode 517051683 series 2943493
Content provided by Ken Lempit. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Ken Lempit or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

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Guest: Brent Adamson, Co-Author of The Framemaking Sale & Co-Founder of A to B Insight

SaaS sales teams obsess over beating competitors—but the real battle isn’t across the table. It’s in the buyer’s mind.

In this episode, Brent Adamsonco-author of The Challenger Sale and The Challenger Customer and Co-Founder of A to B Insightjoins host Ken Lempit to reveal why most SaaS deals are lost to no decision at all, and how his new book, The Framemaking Sale, helps buyers build the confidence to act.

Brent explains how the sales playbook has evolved from “teach them what to think” to “help them trust themselves”—and why the future of B2B growth depends on changing how we sell, not what we sell.

Key insights from this episode:

  • Why no decision—not competitors—is killing SaaS deals
  • How to turn buyer anxiety into deal confidence
  • Why “trusted advisor” means helping customers trust themselves
  • How marketing and sales can guide smarter, faster SaaS buying
  • The mindset shift every B2B sales leader needs now

If you’re a B2B SaaS CRO, CMO, or founder looking to increase close rates, reenergize your go-to-market, and win against the status quo, this conversation will change how you think about selling.

---
Not Getting Enough Demos?

Your messaging could be turning buyers away before you even get a chance to pitch.

🔗 Get a Free Messaging & Conversion Review

We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations.

And the best part?

💡 It’s completely free.

No commitments, no pressure—just actionable advice to help you book more demos.

Your next demo is just a click away—claim your free review now.

  continue reading

181 episodes

Artwork
iconShare
 
Manage episode 517051683 series 2943493
Content provided by Ken Lempit. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Ken Lempit or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Send us a text

Guest: Brent Adamson, Co-Author of The Framemaking Sale & Co-Founder of A to B Insight

SaaS sales teams obsess over beating competitors—but the real battle isn’t across the table. It’s in the buyer’s mind.

In this episode, Brent Adamsonco-author of The Challenger Sale and The Challenger Customer and Co-Founder of A to B Insightjoins host Ken Lempit to reveal why most SaaS deals are lost to no decision at all, and how his new book, The Framemaking Sale, helps buyers build the confidence to act.

Brent explains how the sales playbook has evolved from “teach them what to think” to “help them trust themselves”—and why the future of B2B growth depends on changing how we sell, not what we sell.

Key insights from this episode:

  • Why no decision—not competitors—is killing SaaS deals
  • How to turn buyer anxiety into deal confidence
  • Why “trusted advisor” means helping customers trust themselves
  • How marketing and sales can guide smarter, faster SaaS buying
  • The mindset shift every B2B sales leader needs now

If you’re a B2B SaaS CRO, CMO, or founder looking to increase close rates, reenergize your go-to-market, and win against the status quo, this conversation will change how you think about selling.

---
Not Getting Enough Demos?

Your messaging could be turning buyers away before you even get a chance to pitch.

🔗 Get a Free Messaging & Conversion Review

We’ll analyze your website and content through the eyes of your buyers to uncover what’s stopping them from booking a demo. Then, we’ll give you a personalized report with practical recommendations to help you turn more visitors into sales conversations.

And the best part?

💡 It’s completely free.

No commitments, no pressure—just actionable advice to help you book more demos.

Your next demo is just a click away—claim your free review now.

  continue reading

181 episodes

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