Scott Leese 6x Leader + Founder + 3x Author - Seller Realities + Go To Work

Episode notes

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.