Brent is well known for his passion for “productive disruption.” Brent is a sought-after speaker and facilitator, with more than 20 years of experience as a professional researcher, teacher and trainer. Brent facilitates a wide range of executive-level discussions around the world for Fortune 500/Global 1000 executives in sales, marketing, and customer service, including global sales meetings, keynote presentations, board-level presentations, and hands-on best practice workshops. In his nearly 10 years at CEB, Brent has been privileged to work with some of the greatest thought leaders in B2B sales and marketing.
Brent serves as chief story teller for CEB, broadly spanning subjects from customer loyalty to sales rep performance to organizational productivity. He believes sharing information through stories and anecdotes gets people to pull an idea or opinion apart, look at it with a new lens and put it back together in a better way. In short, stories drive action.
One of Brent’s most exciting stories is about why the classic relationship building approach to sales is over when it comes to complex business-to-business sales. As managing director and co-author of the The Challenger Sale: Taking Control of the Customer Conversation, Brent and his CEB colleague Matt Dixon argue that only one type of sales profile, the Challenger, delivers consistently high performance results. In addition, Brent is a frequent contributor on sales topics on Harvard Business Review’s blog and CEB’s sales blog as well as being published in Bloomberg Businessweek and Selling Power.
A native of Omaha, Neb., Brent joined CEB from the University of Michigan’s Ross School of Business where he received his M.B.A. 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 M.B.A., Brent holds a B.A. with distinction in Political Science from the University of Michigan along with an M.A. 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 and two daughters.