Adrian Davis for ARPEDIO Sales Academy

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6 Attributes of a Key Account Manager

by Adrian Davis for ARPEDIO Sales Academy | (Jul 1, 2018) |

Decades ago, psychotherapist Thom Hartmann proposed two mental models that described how people go about their work:

A) The hunter mindset, based on nomadic societies, suffered from a short attention span but had hyper focus for short bursts of time.

B) The farmer, based on agrarian societies, was patient and worked steadily with the understanding that he would enjoy the fruit of his labor in the future.

3 Steps to Becoming More Important to Your Customers

by Adrian Davis for ARPEDIO Sales Academy | (Jul 1, 2018) |

In order to grow, you need customers – but not just any customers. You need customers that will value what you sell. Unfortunately, if you’re like most sales people, you have no idea of the value that you sell. Why is this?

The Fatal Flaw in your Sales Process

by Adrian Davis for ARPEDIO Sales Academy | (Jun 8, 2018) |

Most sales leaders strive to document and refine their sales process in order to provide direction to their sales team.  Once this is done, the documented process becomes a problem.

Salespeople, who are usually mavericks by nature, tend to push back on and pay lip service to adoption. Furthermore, the process never seems quite right, and most importantly, prospects don’t cooperate. This is because when we think of a sales process, we tend to think linearly. This is reflected in most sales funnels. As a deal progresses from one stage to the next, why is there an automatic assumption that the probability for success goes up? If three different companies are strenuously pursuing the same opportunity and all three move it to proposal stage, does it make sense for all three to report that the probability for success has just increased? It’s a zero sum game and only one, if any, will win the deal! That means when the deal goes to proposal stage, the probability for success just went down significantly for at least two of the three.

Stop Discounting with These 5 Tips

by Adrian Davis for ARPEDIO Sales Academy | (Jan 6, 2015) |

What does your pricing say about you?

3 Steps to Superior Sales Performance

by Adrian Davis for ARPEDIO Sales Academy | (Nov 19, 2014) |

As a sales leader, are your efforts really making a difference? A 2011 study from the Aberdeen Group revealed that most salespeople are not meeting company expectations. They found that: 

3 Reasons Why Your Sales Enablement Efforts Will Fail

by Adrian Davis for ARPEDIO Sales Academy | (Oct 28, 2014) |

Sales leaders are driving significant change in how their sales people go to market. Much of this change is labeled “Sales Enablement." The focus is on automating the sales process and equipping salespeople with the right tools at the right time. In other words, developing a sales playbook. There are three significant problems with this approach:

1. Premature Automation

Automation only works well when the processes being automated are well understood. According to Roger Martin of the Rotman School of Business, knowledge comes into an organization through a knowledge funnel that has three stages.

  • Initially, it’s a mystery and we have more questions than answers. 
  • Eventually, we begin to figure things out and we develop rules of thumb. We don’t fully understand it, but experts develop sufficient experience that enables them to apply good judgment.
  • Over time, we have so much experience that we can now create algorithms to address every eventuality. It is only at this stage that we are ready to automate. Automation attempts prior to this stage will result in disaster because we are bound to encounter something we haven’t anticipated, and therefore, the automation is not prepared to deal with.

In the world of complex sales, we are not ready for automation. While closing a complex deal may no longer be a mystery, we require experts with experience who can apply good judgment. Our prospects and customers are human and do not fit into neat boxes. Conversations and interactions with humans at the level of true engagement cannot be automated. Much of the sales automation on the market today, at best, discounts the intelligence and judgment of salespeople, and at worst, overrides it.

Why A Key Account Manager Will Outperform a Traditional Salesperson

by Adrian Davis for ARPEDIO Sales Academy | (Jun 12, 2014) | Key Account Management

A few decades ago, the role of the salesperson was viewed as superior to the role of an account manager. The salesperson was viewed as “the hunter” and the account manager as “the farmer”. Hunting was the more intense and demanding role. Farming was seen as a low key endeavour, which primarily focused on reactively keeping clients satisfied. Organizations applied great care to finding hunters. Farmers roles were often filled with people who had great customer service skills.

How the world has changed!

Today, the most aggressive hunter is viewed by buyers with suspicion. Even the most professional hunters find it increasingly difficult to hit home runs when they get their chance at bat. Singles and doubles are the order of the day. Why? One reason is trust takes time. Buyers often dabble with new suppliers until they have proven that they are reliable and consistent. Another reason is buyers operate with far more complexity than they did a few decades ago. Solutions must be properly integrated in their environments to work. Moreover, potential suppliers need to understand the complexity of these environments and the interests of multiple stakeholders before they can cultivate sufficient demand for a solution.

Managing Change: How To Ensure You Get Change That Sticks

by Adrian Davis for ARPEDIO Sales Academy | (May 8, 2014) | Sales Management, Change Management, Sales Motivation

Every organization can benefit from bringing an outsider into their corporation to speak to their team. The problem is most organizations that engage speakers only experience a temporary benefit.