Doug Adamic

“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 …”

“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…”

“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.”

“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 …”

“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…”

“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 …”

“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.”

“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.”

“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.”

“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…”

“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.”

“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…”

“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…”

“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…”

“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…”

“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…”