From SMB to Enterprise Giants: How Motive Did it - Adam Block, CRO @ Motive

In this episode of the Elite Selling Podcast, Adam Block, CRO of Mortive, discusses the critical aspects of scaling sales teams, the characteristics of effective sellers, and the importance of building a supportive sales culture. He emphasizes the RAD framework (Resilience, Accountability, Discipline) as key traits for sellers, and shares insights on navigating the transition from mid-market to enterprise sales. Adam also highlights the significance of genuine relationships and the mindset required for success in sales.

Takeaways

• Scaling teams is essential for growing enterprise value.
• Hiring motivated individuals is crucial for success.
• The RAD framework (Resilience, Accountability, Discipline) defines effective sellers.
• Sales culture should support both revenue producers and their well-being.
• Transitioning to enterprise sales requires careful planning and execution.
• Accountability is key in sales; sellers must own their outcomes.
• Building a strong pipeline is vital for sales success.
• Genuine relationships with customers lead to better sales outcomes.
• Sales enablement plays a critical role in supporting sellers.
• A positive mindset and discipline are essential for elite sellers.