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

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4.4 • 637 Ratings

🗓️ 8 September 2023

⏱️ 54 minutes

🔗️ Recording | iTunes | RSS

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Summary

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?

Transcript

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0:00.0	So there's only three reasons why an organization will make a purchase. They're in trouble right now.
0:06.2	They see trouble coming or an individual or group wants to be made a hero and get ahead of something.
0:12.1	I mean, what an incredible start there. I don't think it has ever been a more important time for sales teams to
0:16.7	understand what it takes to unlock revenue in tech companies today and unlock the buying of software.
0:22.9	This is 20 Sales, the monthly show, where we sit down with the best sales leaders in the world
0:26.9	to reveal their tips, tactics and strategies. When it comes to starting and scaling sales teams,
0:32.5	and today I'm so thrilled to be joined by Doug Adamek, Sierra at Brex, where he leads the company's
0:37.4	revenue and gross strategy. Prior to Brex, Doug Adamek, CRO at Brex, where he leads the company's revenue and
0:38.1	growth strategy. Prior to Brex, Doug was chief revenue officer at SAP concur, and during his
0:43.5	16-year tenure, he oversaw an organisation of 600 employees and was responsible for all
0:49.4	aspects of revenue, generating go-to-market strategies and departments. But before we dive into the show today, outreach is the only AI-powered sales execution platform
0:59.4	that unlock seller productivity to help sales teams efficiently create and close more pipeline.
1:05.0	From prospecting to deal management to forecasting, their platform leverages automation and
1:10.5	artificial intelligence to help
1:12.2	revenue leaders increase efficiency and effectiveness of all go-to-market activities and
1:17.4	personnel across the revenue cycle, and outreach is the only company to offer sales engagement,
1:23.0	revenue intelligence and revenue operations functionalities in one unified platform.
1:28.2	But don't just take my word for it.
1:29.6	There are 6,000 companies, including Zoom, Siemens, Octa, DocuSign, and many more,
1:35.6	who depend on outreach to power their revenue organizations.
1:38.9	To learn more, check them out at outreach.io.
1:41.7	And then speaking of incredible products, I have to discuss Zoom Info. I had Henry
	...

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