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Adrian Davis

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President, Whetstone Inc.

50 points

Feb. 5, 2012

Adrian Davis and 18 other people answered this question at this roundtable

Top Technology Marketers to Watch in 2012 [1/31 @ 1 pm]

Does the B2B distinction matter any more?

Interesting question. I had to think about it for a minute. Chris, I agree with you. In fact, I would say the B2B distinction matters more than ever! In order to avoid commoditization, one's products or services must have strategic value. As Chris says, B2B ... more

April 6, 2011

Adrian Davis and 27 other people answered this question

What's the best thing to do with a top-producing salesperson who refuses to follow process?

Without more details, I have to agree with Joanne. I'm a big proponent of sales process, however, organizations need to strike a balance between implementing best practices and stamping out entrepreneurship.
Roger Martin's book, The Knowledge Funnel, outlines how knowledge moves from Mystery to Heuristics ... more

Sales Management

Talent Management

April 6, 2011

Adrian Davis and 8 other people answered this question

What are the top 3 questions to ask before purchasing a CRM solution?

1. Are we clear on our business strategy? (CRM is about business not technology. Too many companies think they can implement CRM without first being crystal clear on the company's strategy.)
2. Are we clear how our CRM will enable our business strategy?
3. Do we understand ... more

Customer Service

Nov. 8, 2010

Adrian Davis and 9 other people answered this question

My sales reps are in a slump, what do I do?

Gary,
I agree that the specific reasons for your slump need to be analyzed before figuring out what you can do to address the slump. I think this is insightful advice. If immediate results are required, however, I would advise you to get your reps out ... more

General Management

Sales Management

Sales Representatives

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