20Sales: Why Everyone is Responsible for Demand Generation, How to do Great Sales Discovery, How to Reduce Sales Cycles and Create Urgency and Deal Reviews; Good and Bad Reasons to Lose a Deal with Doug Adamic, CRO @ Brex
Doug Adamic, CRO at Brex, shares his journey from finance to a thriving sales career. He discusses the innate versus learned aspects of sales and emphasizes the importance of listening and discovering customer needs. Doug unveils why everyone in a company should contribute to demand generation and the common pitfalls in sales discovery. He also shares insights on balancing growth with sales performance, the role of executive involvement in closing deals, and strategies for maintaining team morale during tough quarters.
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insights INSIGHT
Buying Motivations
Organizations purchase software for three reasons: current trouble, anticipating future trouble, or seeking heroic advancement.
Sales teams should leverage these motivations for quicker deals.
volunteer_activism ADVICE
Effective Listening
Be genuinely interested in how others work and operate their businesses.
Listen mindfully to identify areas where your involvement can drive positive outcomes.
volunteer_activism ADVICE
Pipeline is Air
Treat pipeline as essential; everyone in the company is responsible for demand creation.
Focus on advancing demand creation, converting that pipeline profitably, and protecting your customer base.
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Doug Adamic is the CRO @ Brex and leads the company's revenue and growth strategy. Prior to Brex, Doug was most recently the Chief Revenue Officer at SAP Concur, a provider of travel spend management solutions and services. During his 16-year tenure oversaw an organization of 600+ employees. He was responsible for all aspects of revenue, generating go-to-market strategies and departments. Prior to SAP Concur, he had a five-year tenure as an Enterprise Sales Manager for Kronos, Inc.
In Today's Episode with Doug Adamic We Discuss:
1. Entry into Sales:
Does Doug believe that love of sales is innate or can be learned? When did he discover his love?
What does Doug know now about sales he wish he had known when he started?
What are 1-2 of his biggest takeaways from leading 600+ people at SAP?
2. Discovery, Pipeline and Qualification:
What are the three core reasons why companies buy software today? How do the best sales teams use those needs to get deals done fast?
What does great sales discovery mean today? Why do you have to make customers feel uncomfortable to understand their true needs?
What are the biggest mistakes sales teams make when asking questions, determining customer pain, willingness to pay etc etc?
Why does Doug believe that everyone in the company is responsible for demand creation?
What are the core pillars to success in qualification? Where do so many go wrong?
3. Getting Deals Done:
Why does Doug disagree that now is the hardest time to be selling? Are companies buying new software today?
What is the secret to opening up organizations that say they are not open for buying new software?
How can sales teams create multiple champions in a prospect? How can they determine who is really a buyer vs who is an influencer in a prospect?
What are the biggest tactics that can be used to reduce sales cycles and create urgency in a sales process?
4. Discounting, Trust and Deal Reviews:
What is a good reason to lose a deal?
What is a bad reason to lose a deal?
How does Doug and Brex conduct deal reviews? What makes a good vs a bad deal review?
What is the fastest way to lose trust either with prospects or with customers?
Why does Doug believe discounting is BS and should not be used?
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