Adamic: Skipping sales playbook steps inevitably harms customer partnerships
Doug Adamic · Doug Adamic: Why Discounting is BS; How to Reduce Sales Cycles and Create Urgency | E1058 · 20VC with Harry Stebbings · Sep 8, 2023 · at 34:06
Doug Adamic is the Chief Revenue Officer at Brex. He explains why sales representatives must adhere strictly to every step in a sales playbook.
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“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 partnership isn't going to be that promise that we're going to be able to deliver.”
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