Adrian Davis's Page
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What kind of purchase do your customers make when they buy your services? Is it a grudge purchase or a lust purchase?
Finding Pain
If your sales people are like most, they have been trained to look for pain when pursuing sales opportunities. I d...
Profile Information
- Position & Company
- President & CEO, Whetstone Inc.
- My Blog:
- http://www.whetstoneinc.ca/blog
- My Web Site:
- http://adriandavis.ca
- My Bio:
- For the past 20 years, Adrian has been devoted to understanding and applying the principles of successful business. He has consistently dominated the sales charts and received numerous awards for sales excellence. He has had dramatic impacts on both the top and bottom line for such prestigious companies as KPMG, ONYX Software, FreeBalance, PeopleSoft (formerly Vantive), and Portal Software.
In his last role as a Strategic Account Executive, he launched the Toronto branch of Portal Software. He grew the branch from one to 30 employees within a two-year period, and exceeded his annual sales quota by 300%. This was during the technology slump of 2000-2001, when many of his counterparts were unable to achieve even 50% of their quota. It was this dramatic divergence in performance, during economic downturns that lead Adrian to realize the value of his personal discipline and process-driven approach to sales. After a brief stint as a personal sales coach, he realized his methods needed to be adopted at the CEO level and implemented company-wide.
In 2002, in an effort to become a more strategic resource for CEOs, Adrian became a certified Competitive Intelligence Professional (CIP). In the same year, Adrian founded Whetstone Inc., a management consulting firm, devoted to helping business-to-business organizations tap unrealized profit potential, forge deeper connections with their customers and unlock the power of their purpose and passion.
Unlike traditional sales consultants or trainers, Adrian does not treat sales as a separate department, but rather as a unifying corporate culture or way of life. His strength lies in aligning corporate strategy with customer facing strategies to increase profitability.
Adrian is frequently called upon to speak to senior management teams and sales groups on the subjects of corporate strategy, competitive advantage and sales excellence.
- Leads & Connections I Can Share:
- I have a strong network of C-level executives.
- Opportunities & Leads I'd Like to Receive:
- I would like to connect with chief executives and business owners of professional services or software firms.
Adrian Davis's Blog
Do Your Buyers Buy From Grudge or Lust?
What kind of purchase do your customers make when they buy your services? Is it a grudge purchase or a lust purchase?
Finding Pain
If your sales people are like most, they have been trained to look for pain when pursuing sales opportunities. I don’t disagree. Finding pain is a critical piece in the sales process. It’s critical, but it’s insufficient. Of course, the better job your people do of uncovering pain, the better their chances of closing the business. However, their chances are improve… Continue
Finding Pain
If your sales people are like most, they have been trained to look for pain when pursuing sales opportunities. I don’t disagree. Finding pain is a critical piece in the sales process. It’s critical, but it’s insufficient. Of course, the better job your people do of uncovering pain, the better their chances of closing the business. However, their chances are improve… Continue
Posted on April 10, 2009 at 2:24pm —
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