

Episode 42: Heroes, Villains, and the Power of Story in Account Management
Jun 20, 2025
Adrian Davis, President and CEO of Whetstone Inc. and author, discusses how account managers can transform their role from sellers to guides in their clients' stories. He emphasizes the power of storytelling, urging managers to identify clients' deeper aspirations and underlying threats beyond mere competitors. Davis explores the challenges of the status quo and the importance of asking insightful questions to uncover true urgency. His insights provide a framework for improving client relationships and deeper engagement through strategic narrative.
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Episode notes
Storytelling Drives Sales Success
- Adrian Davis shares how storytelling helped him succeed in sales during an economic downturn.
- He used stories to connect emotionally, leading to hitting 300% of his quota despite complexity.
Focus on Strategic Aspirations
- Focus on understanding your customer's strategic aspirations, not just their needs.
- Aspire to identify stakeholders whose failure is not an option and who control resources.
Individuals Drive Customer Progress
- Customers are emotionally driven by their individual aspirations behind organizational goals.
- Individual stakeholders, not committees, drive progress and hold emotional investment.