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

Matt Heinz

Helping B2B companies drive predictable growth through revenue responsible marketing

More than 20 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes.  Career has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty.

Held various positions at companies such as Microsoft, Weber Shandwick, Boeing, The Seattle Mariners, Market Leader and Verdiem. In 2007, began Heinz Marketing to help clients focus their business on market and customer opportunities, then execute a plan to scale revenue and customer growth.

Specialties: Marketing, sales, demand generation, social media, public relations, brand management, business development, strategic management, customer experience, strategy

Founder/President, Heinz Marketing - Host Sales Pipeline Radio

Sales Pipeline Radio features the brightest minds in B2B sales & marketing, sharing their secrets to driving greater volume, velocity and conversion of sales pipelines in any industry. We cover the entire pipeline – demand generation, lead management, sales effectiveness, technology and more – all focused on helping you find, manage and win more business. Join me in this fast-paced, power-packed regular program every Thursday at 11:30 a.m. Pacific.  It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities heading into and throughout the year. We’ll publish similar highlights here for upcoming episodes.  You can listen to full recordings of past shows at SalesPipelineRadio.com and subscribe on iTunes.

I understand why some CMO communities require that members be active in-seat. Here's why I think that's short-sighted.

Every Wednesday, after sending the weekly update to CMO Coffee Talk members, I get a handful of undeliverables from CMOs who have moved on without telling us. And I've talked a couple members recently who were afraid to let me know they had recently left for fear that they would no longer qualify for the group.

But that's not life works, nor is it how career arcs work! And I'd argue that a supportive peer community is needed even more for those facing time, anxiety and/or uncertainty between gigs.

My general rule for CMO Coffee Talk is this - if you qualified to be in the group to begin with, you're in for life if you want to be (as long as you follow the no pitching, keep it classy rules of course). In part because I think we learn a ton from "I was a CMO and now I'm doing XX" experience shares and perspectives.

A community isn't for the job. It's for the person in that job. When jobs inevitably come and go, the human is the constant. 

That's who community is for.

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Brent Adamson

Matt Heinz

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taplio

The Battle

Brent Adamson

Matt Heinz

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Matt Heinz's LinkedIn Performance

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