Episode #21 I welcome Scott Leese, CEO & Founder Scott Leese Consulting to the Podcast! Scott has spent his entire professional career building and scaling early-stage startups and has a proven track record of lifting organizations to new heights with limited resources allocated to the task at hand. * SVP Sales at Qualia, we went from zero paying customers and revenue to capturing ~15% market share in 3 years. We grew from around 25 employees to over 200. We built the first settlement system in the title industry to take advantage of modern technology and became a unicorn. * SVP Sales at OutboundEngine, I was lucky to work with fantastic teams in Austin and Scottsdale. In 2015, we were ranked #136 on the Inc. 5000 Fastest Growing Companies, and we moved up to #95 on the 2016 list. Grew revenue by over 650% during tenure * VP Sales at Main Street Hub, built sales offices in Austin, SF, NYC and LA and was responsible for every aspect of the sales organization. Grew the team from 2 to 200, and we were named to the Inc. 5000 Fastest Growing Companies list in 2014 and 2015. Main Street Hub was acquired in 2018 by GoDaddy for $175 million. Scott Leese Consulting was founded in 2016 with a focus on companies scaling from $0 - $25m ARR. He works with both domestic and international companies on sales strategy, playbook creation, rev ops processes, recruiting, coaching/training, and more. He teaches founders and leaders how to build scalable and successful sales orgs.Scott’s written two Amazon #1 best-selling books: "Addicted to the Process" [2017], and "More Than a Number" [2021]. He also co-authored "From Rep to Manager" [2021] w/ Ryan Walker. He’s spent the better part of the last decade building communities that provide people with a safe space to learn, grow, and develop their skills (GTM United, Surf and Sales, and Thursday Night Sales). Podcast Segments * Origin Story * Sales Impact Story * Top & Bottom Sales story * Mount Rushmore of Sales Leaders * MJ vs Lebron debate * Sales Consultant (Working for yourself) vs Sales Rep Working for a Company * Advice for a Rookie sales rep * Tech Booster: (Sales tool besides you couldn’t live without/ or your favorite new tool you have discovered) * On-the-clock sales plug Scott Leese Consutling, Surf and Sales, GTM United Key Takeaways: * Scott’s "learned, earned, and burned" framework suggests three criteria for evaluating whether to stay in a role or seek new opportunities: * Learned: Have you reached a point where you have nothing left to learn and no one else to teach you in your current role? * Earned: Have you consistently maximized your compensation plan, indicating mastery in your position? * Burned: Have you experienced mistreatment, being passed over, or feeling unsafe in the workplace? * If you meet all three criteria, it is recommended to consider moving on from your current role. If you meet two criteria, actively seeking new opportunities is advised. If you meet one criterion, a passive job search might be suitable. If you don't meet any of the criteria, it may be best to stay and focus on your current position. * Monetize your time and the skills you already have! You can just say to somebody, hey, happy to have a chat, Josh. My calendar is booked for like months out for anybody who's not a paying client. I don't know if you're open to that kind of thing or not, but if you are, let me know. Make sure to follow Scott on LI and checkout the Sales Events/ Resources * Register for Surf and Sales here * GTM United * Thursday Night Sales Please make sure to Subscribe, Comment, Share, and Review! * Connect with me on Linkedin or visit the website for more Podcast + Sales Resources * Join Sales Community Pavillion Here * Register NOW for this summer’s Young Health Leader Summit. Make sure to use code: “TEAMJOSH” for discounted registration. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit digitalhealthlockerroom.substack.com
