Sales pros come from all walks of life. In this episode, you'll find our how an ex-Linguistics professor became an influential thought leader, making a permanent impact on our industry.

Luigi is joined by Brent Adamson, researcher, academic, author of The Challenger Sale and The Challenger Customer, and Global Head of Research and Communities at Ecosystems.

They explore why how you sell is the differentiator that matters most, sense making and its growing importance, what's more important to your customer than information, and aspiring in your career to have a material impact on people's quality of life.

🔗 LINKS

Connect with Brent on LinkedIn or at the Ecosystems website (where you'll also find the customer value community). Brent's books are The Challenger Sale, and The Challenger Customer.

You'll find Cialdini's book Influence here.

Connect with Luigi on LinkedIn.

**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.

#188: Why You Need Both Data and Empathy In B2B Sales 38:21 Share

How to Sell Podcast: Make How You Sell, Why You Win

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#188: Why You Need Both Data and Empathy In B2B Sales