Scott Leese 6x Leader + Founder + 3x Author - Seller Realities + Go To Work
Our Guest: Scott Leese is a six-time Sales Leader and a two-time best-selling Amazon author in the category of sales. He maintains active communities like GTM United and is also focusing on helping companies build revenue-driving motions across the organization.
Episode Topics:
- Scott's view on shifting away from traditional VP career paths and expectations.
- What are the qualities to look for in someone who is a first-time VP of Sales?
- Scott’s advice for someone who is considering transitioning into an account executive (AE) role + Director/VP Sales level.
- The type of leaders or CEOs that Scott gets along with.
- Overall framework of the evolution of Sales from Go-To-Market to Go-To-Network.
- What type of seller performs best?
- Scott on the sales productivity of Go-To-Network approach versus cold outbound strategy.
- Scott's take on Sapphire Non-AE GTM Bloat - 90% of GTM spend is non-AE, down from 70% in 2018.
- Strategies or approaches that are currently successful in the broader environment.
- Scott elaborates his Linkedin post on self-inflicted errors: “Most deals die from predictable self-inflicted errors. Avoidable problems turn into cyclical failures caused by a lack of focus on reverse engineering root causes.”
Resources:
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Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software.
Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack.
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