Director & CEO
Adam is one of Australia’s most experienced practitioners in sales transformation and sales performance improvement.
A highly respected leader specialising in building businesses and building value he offers clients the smarts and insights accrued over a 20-year career focussed on delivering organisational growth.
Adam has successfully designed and implemented high-impact and high-RoI projects for clients spanning diverse organisations, sectors, industries and markets operating in globally and in Australasia, North and South America, the UK and Europe.
Completed projects include: devising and executing growth strategies, sales effectiveness programs and operational framework innovations.
He delivers growth by creating high value to drive demand for complex solutions, as well as providing advisory services on revenue generation strategy to many public and private organisations.
His focus is on delivering and implementing ‘win and grow’ strategies in these crucial areas:
- sales infrastructure, capability and enablement, including technology deployment
- revenue growth program design, including sales strategy design and implementation
- strategic and key account program design, including CRM program integration and implementation
- complex, major opportunity pitch and bid management
- strategic efficiencies from process re-design and improvement
- business opportunity and needs analysis
Adam has been working with JMA’s team and clients since 2014 and was appointed CEO in 2019.
In his previous roles as the MD of global sales performance specialist TRED International and at Huthwaite, Adam designed and executed numerous BD, account management and sales effectiveness transformation projects for leading organisations in the professional services, IT&C, financial services, technology, and industrial sectors.
Adam's blog posts
Just when sales seemed to be more attuned to changes in customer sentiment, shifts in demand, and the needs of different buying methods, along came the COVID-19 pandemic. As we covered in Parts I and II the ensuing uncertainty has seen customers accelerate their shift to digital engagement, leaving sellers with more channels to cover […]
In Part 1 of this series we looked at the three types of buying motivation with a focus on ‘Fear Buying’ and what this means for sellers. In Part II, we’ll look at the steps buying organisations are starting to employ around decision making and also some key purchasing trends. Lessons learned from businesses who […]
While the steps in B2B buying ‘process’ have remained relatively unchanged in the past two decades; the motivations, sophistication and behaviour of buyers has certainly evolved. In 2020 the buying process ‘norm’ sees sellers contending with more influential procurement functions, multiple approval layers, buying ‘boards’, an increase in formal requests for tender, and probably the […]