Adam Alfano, EVP of Global SMB and Emerging Products at Salesforce, joins Kyle Norton to share what it takes to lead through change at scale. Over 17 years at Salesforce, Adam has navigated market cycles, evolving go-to-market models, and now the rise of AI—while building and inspiring high-performing teams.

He explains how to stay relevant as a leader, scale culture across thousands, and embrace mindset as a competitive advantage. Kyle and Adam also dig into Salesforce’s AgentForce strategy, how AI is transforming sales execution, and why adaptability is the most underrated leadership skill.

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Key chapters:

(00:00) - Introduction to Revenue Leadership Podcast

(00:54) - Guest Introduction: Adam Alfano from Salesforce

(02:45) - Career Lessons and Leadership Insights

(03:43) - Leading Through Change and Reinvention

(05:39) - The Importance of a Balanced Mindset

(08:05) - Scaling Mindset and Mental Fitness

(12:27) - Creating a Positive Team Culture

(16:18) - Competitive Stamina in SMB Sales

(17:42) - Scaling Corporate Athlete Mindset

(19:42) - Engaging with the Field and Team Feedback

(23:22) - Building Trust and Psychological Safety

(26:43) - Inspiring and Motivating Teams

(29:57) - Balancing Company and Team Culture

(33:21) - Evolving Company Culture Over Time

(40:02) - Reinventing Yourself in a Changing Market

(44:38) - Embracing an Evolutionary Mindset

(46:48) - The Importance of Experimentation and Learning

(48:38) - Shifting Perspectives on Sales Processes

(50:53) - Calculated Risks and Career Growth

(52:44) - Intentional Career Planning

(56:03) - Integrating AI into Sales Strategies

(01:00:38) - Driving Engagement with AI Tools

(01:04:37) - The Future of Sales with AI

(01:08:55) - Navigating Change and Fear in AI Adoption

(01:13:57) - The Role of Leadership in Market Adaptation

(01:17:39) - Lessons in Leadership and Team Dynamics