YouSaid · the spoken record

Doug Adamic

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56
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2023-09-08
most recent
2023-09-08
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1
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podcast

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  1. “One of the things that I don't think organizations embrace fully is the fact that you obviously have a marketing department. And on the surface, you think, hey, marketing department is responsible for pipeline. And to a degree, that's correct. However, everyone's responsibility is demand creation. I have three major objectives that I tie my entire go-to-market distribution team to. One is advanced demand creation. Two is the profitable conversion of that pipeline. And then three is the protection and growth of our customer base. So when I say pipeline is our heir, I say that everybody has to contribute to building demand. And if you don't, then we're going to run out of demand to be able to meet the growth goals that we have. So everything begins with everybody pitching in to create pipeline and demand. And that is why I say that this is a”

    2023-09-08 · The Twenty Minute VC · 20Sales: Why Everyone is Responsible for Demand Generation, How to do Great Sales Discovery, How to Reduce Sales Cycles and Create Urgency and Deal Reviews; Good and Bad Reasons to Lose a Deal with Doug Adamic, CRO @ Brex · IDENTIFIED FROM THE TRANSCRIPT · source

  2. “Yeah, so one of the departments that we have is an enablement department. And what we try to do is break down the sales methodology into specific steps. And then 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 whether or not our solution is a unique way of being able to solve the business problem. So when I break sales calls down, I break it down into how much are we listening, what kind of discovery questions are we asking? Are we gaining access to unique information that others wouldn't be able to get to because we are so thoughtful in our preparation and doing that? Then what do you do with that information in order to change the buying criteria?”

    2023-09-08 · The Twenty Minute VC · 20Sales: Why Everyone is Responsible for Demand Generation, How to do Great Sales Discovery, How to Reduce Sales Cycles and Create Urgency and Deal Reviews; Good and Bad Reasons to Lose a Deal with Doug Adamic, CRO @ Brex · IDENTIFIED FROM THE TRANSCRIPT · source

  3. “To do that, and when you pull it all together, then you really find the fact that you are truly trying to help somebody and improve their lives and create these relationships and then lean in on it. And that's what's the best part of it”

    2023-09-08 · The Twenty Minute VC · 20Sales: Why Everyone is Responsible for Demand Generation, How to do Great Sales Discovery, How to Reduce Sales Cycles and Create Urgency and Deal Reviews; Good and Bad Reasons to Lose a Deal with Doug Adamic, CRO @ Brex · IDENTIFIED FROM THE TRANSCRIPT · source

  4. “Funny because I've been asked this before. My feeling is that I am really interested in how other people perform their work, how businesses operate. I am really, really purposeful and passionate about whether or not my involvement in their lives can improve their job or improve their business by being able to drive outcomes they otherwise would not have been able to do. So when I'm listening, I'm actually super interested to see whether or not the individual, the group, the department, the company is experiencing something where I believe I can lean in and be able to help. And to do that, you actually have to be really in the moment. You have to be super mindful. You have to get rid of all of your preconceived notions and you just have to be centered. And when you do that, you actually connect extraordinarily with people from all different walks of life and all different levels and all different whatever to be able.”

    2023-09-08 · The Twenty Minute VC · 20Sales: Why Everyone is Responsible for Demand Generation, How to do Great Sales Discovery, How to Reduce Sales Cycles and Create Urgency and Deal Reviews; Good and Bad Reasons to Lose a Deal with Doug Adamic, CRO @ Brex · IDENTIFIED FROM THE TRANSCRIPT · source

  5. “I didn't get into sales coming out of college. I was actually in finance and accounting, and I worked in a finance and accounting organization coming out. And then one of my buddies said, hey, you know what? I think you'd be awesome in sales. Why don't you talk to a recruiter? So I spoke with a recruiter in my very first sales job without a company called Cintos. I don't sure if you've heard of them before, but they rent uniforms and they do programs like that. And it was an incredible journey. They had an incredible training program. And the second I got into that organization met the people and started to understand what sales was all about, I fell in love immediately. I think you need to have an entrepreneurial spirit 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 how rewarding it can be. So I definitely think it's something that can be learned over time.”

    2023-09-08 · The Twenty Minute VC · 20Sales: Why Everyone is Responsible for Demand Generation, How to do Great Sales Discovery, How to Reduce Sales Cycles and Create Urgency and Deal Reviews; Good and Bad Reasons to Lose a Deal with Doug Adamic, CRO @ Brex · IDENTIFIED FROM THE TRANSCRIPT · source

  6. “So there's only three reasons why an organization will make a purchase. They are in trouble right now. They see trouble coming. Or an individual or group wants to be made a hero and get ahead of something”

    2023-09-08 · The Twenty Minute VC · 20Sales: Why Everyone is Responsible for Demand Generation, How to do Great Sales Discovery, How to Reduce Sales Cycles and Create Urgency and Deal Reviews; Good and Bad Reasons to Lose a Deal with Doug Adamic, CRO @ Brex · IDENTIFIED FROM THE TRANSCRIPT · source