How to NOT Execute Your Strategy (Episode 37): Brent Adamson
Brent Adamson is a legendary author and executive advisor (ever heard of The Challenger Sale or The Challenger Customer?). His perspective has been baked into countless business strategies globally – and he has been personally involved in getting many of those strategies kicked off and executed. In this episode, Brent unpacks a truth most leaders avoid: True leadership isn’t about having the perfect plan. It’s about who we become when the plan shatters.
This conversation gets real about fear, decision-making, and how confidence separates great leaders from the rest.
You’ll hear stories, personal lessons, and a fresh take on what it really means to lead through uncertainty. Buckle up – it’s a wild ride…
- Find the audio version on your favorite platform or go directly via RSS.com
- Watch this episode on Youtube
Three key concepts:
- Strategy isn’t about controlling outcomes – it’s about how we respond when reality changes. No plan survives first contact with reality. Success isn’t about executing a perfect plan; it’s about staying calm, neutral, and decisive when things don’t go as expected. Leaders must center themselves and make clear-headed decisions from a place of calm, not stress.
- The most dangerous leadership flaw is fear-based decision-making. Fear – fear of failure, rejection, or risk – hijacks good judgment. Whether in business, politics, or personal life, fear leads to shortsighted decisions, defensiveness, and zero-sum thinking. Leaders who cannot regulate their fear will inevitably undermine their strategies and damage the very systems they’re trying to grow.
- Great leadership (and sales) isn’t about making others believe in us – it’s about helping others believe in themselves. The future of leadership and business is about fostering confidence in others. Shifting from “how people feel about us” to “how people feel about themselves” creates trust, commitment, and resilience – and ironically, drives better business outcomes too.
BONUS – Leader guide: Use the following questions for (a) self-reflection as a leader and/or (b) a great discussion with your team.
1) Listen to the full episode before this discussion.
2) Brent and Tim talked a lot about the impact of fear on decision-making. What do you think about this topic as a key to great leadership?
3) In 10 words or less, define fear. Share your answers.
4) Fear can show up in many ways. What are the obvious – and not-so-obvious – signs that fear has hijacked someone’s brain?
5) Brent and Tim talked about the power of calming down before responding or making a decision. What do you do that helps you “get neutral” before tackling a challenge? Share your answers.
6) Using a scale of 1-10 (10 being perfect), how would you rate your ability to keep fear from hijacking your decisions? What would it take to increase your score by 1 or 2 points? What leadership advice does this generate?
7) Option: Take time right now to define exactly what following that advice looks like (the outcome(s), metrics, and requirements).
If you enjoyed this episode, please share it with at least one person. And leave me a review on whatever platform you engaged this podcast. Your feedback is invaluable to me.
Holomua. Onward and upward.
All the best ~ Tim
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