Assertion Not checkable as stated
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…”
Insight
Adamic: Economic downturns are the best time to sell spend management software
“I think that those are the best times to create demand. When you are focused on being able to drive value in regards to investments a company makes in giving employees money to spend on their behalf, the tighter the times are, the more they need to pay attenti…”
Assertion Not checkable as stated
Adamic: B2B Buyer Conversion Now Requires 16 to 20 Touchpoints
“Maybe five, seven years ago, you used to touch an individual four times or five times, but, or they would convert into wanting to learn more about your business. Now we're up to like, 16 or 20 times to be able to do that.”
Insight
Adamic: Companies Buy Software For Only Three Specific Reasons
“There's only three reasons why An organization will make a purchase. They're in trouble right now, they see trouble coming, or an individual or group wants to be made a hero and get ahead of something.”
Insight
Adamic: Good Salespeople Are Never Surprised By Losing a Deal
“If you are running a proper deal, you shouldn't be surprised, and if at the end of a campaign, insert whatever it was that surprised you, that is a bad reason to lose a deal, because if you're good at your profession, You should never be surprised as to why yo…”
Insight
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…”
Insight
Adamic: Disruptive Sales Requires Shifting Customer Buying Criteria to Your Product
“How to be able to describe something that's different where maybe customers did not understand the business challenge or business pain that they had was probably the biggest takeaway, like changing the buying criteria to lead to your product.”
Insight
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…”
Insight
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…”
Insight
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…”
Insight
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.”
Insight
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…”
Disclosure
Doug Adamic: Brex does not rely on discounting to close deals
“Brax, for instance, has been able to deliver on that over and over again, So I don't feel as though I need to overly discount in order to be able to add value to an organization or create that compelling event.”
Insight
Adamic: Sales reps must increase sales velocity when quotas rise and territories shrink
“When quotas go up and territories shrink, Have, that's the definition of growth. Then the only way for you to be able to make more money is to go faster.”
Insight
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 …”
Insight
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…”
Prediction Not checkable as stated
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.”
Insight
Adamic: Executive deal sponsorship should be shared across leadership, not just CEOs
“There are always going to be marquee organizations that are going to require a level of attention or connectivity to a company at that level, but if I'm holding myself accountable as a CRO, we will want to have executive sponsorship with all of our marquee org…”
Insight
Adamic: Customer trust is destroyed if sales prioritizes vendor benefit over outcomes
“The second a customer thinks that you are trying to do something that's benefiting you personally or breaks versus actually serving the customer, then all trust is lost.”
Insight
Adamic: Account expansion is a byproduct of executing core customer promises
“Add-ons expansions, purchase of other products or categories of products are a byproduct of doing all of this other stuff really, really well.”
Insight
Adamic: An early 'no' is as good as a late 'yes' in sales
“A no early is as good as a yes later.”
Insight
Adamic: Salespeople must know target customers' financial situations
“To not know what the financial aspect or pattern is of the organization you're selling to is inexcusable.”
Insight
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…”
Insight
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 …”
