Doug Adamic
16 statements across 1 episodes · 4 bullish · 0 bearish · 1 people on the record · first statement Sep 8, 2023 by Doug Adamic · across every show →
On the record as a speaker too: Doug Adamic's record, appearances and statements → this page counts the times other people say the name.
Everything said about Doug Adamic, oldest first
Sep 8, 2023
Adamic: Evaluate sales calls in bite-sized steps rather than totality
“When we're looking at a sales call, it's very difficult to look at it in Totality. We break it up into bite-sized steps and then be able to critique whether or not we are doing the things to get access to unique information that we can be able to determine whe…”
Sep 8, 2023 neutral
Adamic: Sales Playbook Changes Should Never Be Introduced Mid-Quarter
“I don't introduce anything in the middle of a quarter. I'll only introduce something at the beginning of a quarter. There are certain things that are too disruptive to introduce in a quarterly basis, so we'll take those half year or full year.”
Sep 8, 2023
Brex created a department specifically to catalog sales playbook feedback
“One of the departments that we built actually catalogs those things, and then when they build up to a specific level of residue, we figure out when is the right time to be able to augment the playbook and then be able to re-enable the teams and introduce that …”
Sep 8, 2023
Adamic: Biggest sales training challenge is stopping reps from pitching features
“If you don't understand how to change the buying criteria to lead to your product rather than leading with your product, then I think that's the biggest challenge, at least that I have in building and training a sales force is to refrain from being excited to …”
Sep 8, 2023
Adamic: Balance Industry Experts With Domain Newcomers to Build Top Sales Teams
“When you can balance some experience with the right type of person, with someone who has segment experience, but no, not industry experience, that's when you get your best, most innovative and sort of interesting sales campaigns and structure and distribution …”
Sep 8, 2023 positive
Adamic: Sales playbooks allow reps to sustain earnings as quotas increase
“If I do my job correctly and you lean in on the playbook, And you follow the rules that have been set up. Technically, you should be able to get more done in a day to be able to make more frequent trips to the bank to make bigger deposits because that's why yo…”
Sep 8, 2023
Adamic: Focus on daily execution inputs rather than quota metrics to drive sales
“So in, in my family, we have a saying, it's not the score. It's not the box score that the thing that you focus on. It's all the little things that the box score doesn't have, because if you do those little things, the box score takes care of itself. Every sin…”
Sep 8, 2023
Sep 8, 2023
Adamic: Demand creation is the responsibility of all go-to-market teams
“Everyone's responsibility is demand creation. So I have three major objectives that I tie My entire go-to-market distribution team too. One is advanced demand creation. Two is the profitable conversion of that pipeline. And then three is the protection and gro…”
Sep 8, 2023 positive
Adamic: SAP Concur Operated With Under 1x Pipeline Coverage
“Everyone talks about like, you need that five X pipeline, you need that seven X pipeline in order to make your goals. Not necessarily. When I left Concur and where I'm trying to drive Brexit, we had less than one X pipeline going into a quarter because we knew…”
Sep 8, 2023
Adamic: Prospects Unable to Detail Past Implementations Are Not Economic Buyers
“Asking that individual the last time they, for instance, implemented something similar to Brex, and then just listen. And if they don't have a precise or concise answer, or can't point back to something that they did, then you probably are not talking to the b…”
Sep 8, 2023 positive
Adamic: Loving sales is learned over time through understanding customer outcomes
“I think you need to be, have an entrepreneurial spirit in general to go into sales. But I think once you understand what sales is all about, improving a customer's business by driving specific outcomes, You recognize how complex it is, how intricate it is, and…”
Sep 8, 2023
Adamic: Skipping sales playbook steps inevitably harms customer partnerships
“If you skip a step or you skip checklist items, it's going to reveal itself at the end. And it's not that you're trying to convince a company or trying to You know, trick a company. This is honestly the fact that if you miss a step down the way, then that part…”
Sep 8, 2023
Sep 8, 2023 positive
Sep 8, 2023
Adamic: High-performing sales campaigns require constructive tension with prospects
“You have to be okay with constructive tension in a sales campaign, and if you don't have constructive tension in a sales campaign, then you're probably not introducing something that's pushing the boundaries of the thinking of the group you're talking to.”