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?
