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. I teach 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

Key Takeaways:

1. 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

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Host: Josh Pappas Director of Sales Tendo