Revenue Interview: Adam Lowy

The Interview

Kluster's Take

Josephine spoke with Adam Lowy, an Ex-Magnite Sales Veteran. He explains his fascinating approach to growth and metrics.

Adam encourages his team to be entrepreneurial. He wants them to think for themselves and be in charge of their business. He wants them to look at how they can work within their business to grow today and tomorrow. Adam doesn’t micromanage, he gives people the freedom to continue to grow their business. However, if he notices a slack or shortfall, he swoops in and becomes more hands on. A key aspect is that Adam wants his team to take a consultation-driven approach.

Adam thinks long-term with his clients to build a long-term business. Although he stresses that short-term is important because of quarter to quarter numbers. This is a consideration as well. When you build a long-term relationship, you build trust and understand needs. It’s important that your solution fits in with their aspirations. 

He explains that sales is metric-based, you’ve got a number and a certain amount of product that you need to sell. Other types of roles in business might not necessarily have a number to it. A big metric for Adam is if you’re breaking through to a client, that’s been a lot of trouble over the years.