Libsyn Directory

The Modern CRO Guide to Building Resilient Sales Organizations with Adam Block | Ep. #306

Release Date: 09/24/2025

Sales Leaders Must Get in the Trenches with Their Reps | Ep. #311 with John Allen

The Modern Selling Podcast

Sales leadership isn't just about hitting numbers—it's about creating a strategic framework that transforms your entire organization into a revenue-generating machine. When you shift from viewing sales as a transactional function to positioning it as the strategic heartbeat of your company, everything changes. In this conversation with John Allen, CRO of G&A Partners, we explore how to build a consultative selling culture that puts customer outcomes first. John shares his journey from operations to sales leadership, revealing how his operational background became his secret weapon in...

The Transparent Sales Leader Who Shares Every Salary and Secret with Enrique Alvarez | Ep. #310

The Modern Selling Podcast

Are you struggling to retain top sales talent because your team members can't find meaning in their work? The secret isn't just about hitting revenue targets—it's about building a purpose-driven organization that attracts exceptional people and creates lasting value. In this episode, I sit down with Enrique Alvarez, co-founder and managing director of Vector Global Logistics, to explore how purpose and profit can coexist in high-performance sales organizations. Enrique shares his unique approach to building a global sales team that operates on three core pillars,...

Marketing Magic That Turns Startups into Billion Dollar Acquisitions with Dan Lowden | Ep. #309

The Modern Selling Podcast

As a sales leader, have you ever felt disconnected from your marketing team? You're not alone. In fact, up to 50% of Chief Sales Officers believe they're going it alone when it comes to driving revenue. But it doesn't have to be this way. In this episode of the Modern Selling Podcast, I sit...

Building a Powerhouse Sales Team with Data and Heart with Megan Prince | Ep. #308

The Modern Selling Podcast

Building a successful sales organization from the ground up is no small feat. It requires strategic planning, data-driven decision-making, and a focus on cultivating the right mindset within your team. In this episode, I sit down with Megan Prince, Chief Revenue Officer of Zeni, to explore how she led her company to 10x their ARR in just a few years through a powerful outbound sales strategy. The Power of Outbound Sales Learn why Megan believes that a strong outbound motion is crucial for controlling your destiny and driving consistent growth. She reveals how 65% of Zeni's...

Mastering the First Domino to Land Flagship Clients Faster with Tim Castle | Ep. #307

The Modern Selling Podcast

In the fast-paced world of sales, gaining a competitive edge is crucial. But what if the key to success lies not in aggressive tactics, but in building trust and creating value? In this episode, I sit down with Tim Castle, CEO of the Negotiator's Edge and author of "The First Domino," to explore the art of negotiation and its impact on sales success. The Power of Trust Building Discover why trust is the ultimate competitive advantage in today's market. Learn how to demonstrate empathy, transparency, and reliability to forge stronger connections with prospects and...

The Modern CRO Guide to Building Resilient Sales Organizations with Adam Block | Ep. #306

The Modern Selling Podcast

In today's rapidly evolving business landscape, scaling enterprise sales teams presents unique challenges and opportunities. As the Chief Revenue Officer of Motive, Adam Block brings a wealth of experience in building high-performance sales organizations. In this episode, we explore effective strategies for scaling enterprise sales teams in the AI era. Scaling Enterprise Sales: Key Insights · Building a robust playbook for enterprise...

Reimagining Go To Market with AI Powered Workflows with Adrian Rosenkranz | Ep. #305

The Modern Selling Podcast

In today's rapidly evolving sales landscape, the integration of product-led growth (PLG) and sales-led growth (SLG) strategies has become a crucial differentiator for successful companies. As the Chief Revenue Officer of Webflow, Adrian Rosenkranz shares invaluable insights on effectively blending these two approaches to create a unified go-to-market engine. This episode explores how Webflow has successfully combined PLG and SLG motions, leveraging artificial intelligence (AI) to enhance customer experiences, streamline sales processes, and drive revenue growth. Adrian provides a unique...

Mastering the Art of Helping Customers Through Sales with Mario Martinez Jr. | Ep. #304

The Modern Selling Podcast

Are you making critical mistakes in your sales cadence that could be costing you valuable opportunities? In this insightful episode, with Mario Martinez Jr., founder and CEO of Vengreso, he uncovers the most common errors salespeople make when reaching out to potential clients. With over 27 years of experience in sales and marketing, Mario shares his journey from retail to becoming a leader in digital sales prospecting. He reveals how a simple approach to helping customers at a camera store laid the foundation for his successful career in sales. Key Takeaways: The two biggest...

Automating Prospecting: How AI Boosts Sales Performance | Ep. 303 with Mario Martinez Jr.

The Modern Selling Podcast

Have you ever wondered why your sales team's performance doesn't match their enthusiasm for training? I found myself in this exact predicament, puzzling over a 97% customer satisfaction rate for our program, yet only 15% of participants were implementing what we taught. This disconnect led to a fascinating journey of discovery and innovation in the world of sales technology. Key Insights: The unexpected pivot from service to software, driven by market demands and investor feedback How we leveraged our sales training expertise to create AI-powered writing and engagement tools The...

Modern Buyer Journey Demands New Lead Generation Approaches with Zach Jones | Ep. 302

The Modern Selling Podcast

In today's rapidly evolving sales landscape, lead generation remains a top priority for Chief Revenue Officers and sales leaders. But with the rise of AI, changing buyer behaviors, and an overwhelming array of tools and technologies, how can sales teams effectively navigate this complex terrain? In this episode of the Modern Selling Podcast, I sit down with Zach Jones, Chief Revenue Officer at TechnologyAdvice, to explore the cutting-edge strategies and tools that are reshaping the lead generation game. With over a decade of experience in scaling sales teams and driving revenue growth,...

More Episodes

Scaling Enterprise Sales: Key Insights

· Building a robust playbook for enterprise sales success

· Implementing effective hiring and onboarding processes

· Leveraging AI and technology to enhance sales efficiency

· Developing a strong sales culture and team dynamics

The Power of People in Scaling Sales

One of the core themes Adam emphasizes is the importance of hiring and developing top talent. He outlines:

A comprehensive interview process, including panel interviews
Assessing candidates' resilience, accountability, and discipline
Creating a "farm system" for developing sales talent internally

Develop Clear Playbooks

Adam outlined three crucial elements of effective sales playbooks:

Product knowledge - Understanding what you sell and how it impacts customers
Clear expectations - Outlining exactly what's expected in each role
Unified approach - A consistent philosophy for engaging prospects

Boosting Seller Efficiency and Pipeline Growth

Adam provides practical strategies for improving sales performance, including:

· Focusing on pre-hello activities to secure initial conversations

· Utilizing AI for account research, territory planning, and meeting assessments

· Balancing technology with human touch in the sales process

The Role of AI in Modern Sales

While AI is transforming many aspects of sales, Adam cautions against over-reliance:

· AI tools for enhancing productivity and insights

· The continued importance of human connection in sales

· Balancing AI automation with personalized outreach

This episode offers a comprehensive look at scaling enterprise sales teams, blending time-tested strategies with cutting-edge AI applications. Whether you're a sales leader looking to grow your team or a sales professional aiming to enhance your skills, you'll find actionable insights to elevate your sales game.

Key Moments

00:00:00 - Effective Sales Strategies for Market Contact

00:00:42 - Introduction to Adam Block and Motive

00:04:32 - Adam Block's Guilty Pleasure: 80s Music

00:07:19 - Scaling Enterprise Sales Organizations

00:15:36 - Finding and Assessing Top Sales Talent

00:20:58 - Panel Interview Process for Sales Candidates

00:32:46 - Boosting Seller Efficiency and AI Integration

00:47:50 - Closing Thoughts and Career Opportunities at Motive

About Adam Block

Adam oversees Motive’s global Revenue and Go-To-Market functions, including sales, business development, strategy, operations, sales engineering, and partnerships. Prior to Motive, he served as Vice President over the Public Sector, Healthcare, Manufacturing, High Tech, and Life Sciences teams at Medallia, the leading enterprise experience platform. During his tenure, Medallia went public and was later acquired for $6.4B. Before Medallia, Adam was Vice President, Sales and Marketing for TenMast software (now MRI software) and previously served as Partner and Vice President of Sales at Zeta Marketing, an internet marketing startup. Adam earned his Bachelor of Business Administration (BBA) in Finance and Management from the University of Kentucky.