The Future of B2B Sales w/ Scott Leese

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Scott Leese.

Scott graduated from Dominican University of California in 1999 and then went on to earn his Master’s from Arizona State University in 2002. From there Scott launched his career in sales, quickly growing into VP of Sales roles at LeapFish, Democrasoft, and Main Street Hub.

Scott then became the SVP of Sales at Outbound Engine and Qualia, prior to going out on his own and founding Scott Leese Consulting, where he’s helped founders and sales leaders scale their sales efforts for the past 8 years.

Scott is also the author of 3 books; Addicted to the Process, From Rep to Manager, and More Than a Number (all Available on Amazon), and he’s the Founder of Thursday Night Sales and the widely acclaimed Surf & Sales Summit.

He’s done it all, he’s a long-time friend, and we’ve hosted a handful of events together, but this is the first time having him on my podcast so I’m excited to dive in and get his thoughts on all that’s changing in B2B Sales, and of course, it’s Halloween so we’re doing it in style.

Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This stuff really helps to grow the audience.

Without further adieu, Harry, I mean Scott, thanks for joining me and welcome to the show.

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TOPICS:

00:00:00 Intro

00:02:43 Outbound Sales is Broken

00:06:14 Growth-at-all-Cost

00:10:43 AI in Sales

00:17:23 Sales Quota Attainment

00:30:15 VP Sales Average Tenure

00:38:19 Go-to-Network

00:46:11 Surf & Sales

QUESTIONS:

1. What’s broken with B2B outbound and how did we get here?

2. What’s happening to the Growth-at-all-Cost model?

3. What’s your take on AI in sales over the next 5-10 years?