GoodFit CRO Adam Kay on why he stopped trying to clone himself as a sales leader, how AI is reshaping sales processes and the two reasons most companies get their ICP wrong.
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…
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