Scaling Revenue Teams & Rebuilding Sales Processes - Adam Kay’s Playbook for AI-era Sales

Adam Kay has built his career joining early-stage, founder-led businesses, most recently as CRO at GoodFit - the intelligence layer behind modern go-to-market. In this episode, Adam shares the biggest lessons that now shape everything from hiring to how he builds sales processes from scratch and how AI has become both a validator and a leveller. No matter if you’re an aspiring CRO, have recently stepped into the role or are currently navigating the ever-changing scope of the role, Adam candidly shares his biggest lessons, mistakes and shifts in the industry he’s witnessed over the last 20 years. 📚 Episode Chapters 02:30 - Lessons from scaling sales teams 05:30 - Building sales processes 09:00 - Mapping the buyer’s journey 16:20 - Frameworks and customisation in sales methodology 18:00- Misalignment between sales & buyer behaviour 31:30 - Nailing your ICP & common pitfalls 🎧 Continue listening… Make sure you listen to Harrison Rose on repeatable GTM and scaling beyond Founder-Led Sales Enjoyed today's episode of Making The Grade? If you took something valuable from the episode, we'd love for you to... ✔️ Leave us a rating and review on your favourite podcast platform. ✔️ Share your ideas or guest suggestions with us at [email protected] ✔️ Stay in the loop with the latest from Making The Grade and ScaleWise by following us on LinkedIn or YouTube. See you again next week!