Scott Leese Consulting

72 top sales books (full list: https://buff.ly/3ZUJAOZ) To make you a better salesperson. ? Snap Selling – Jill Konrath ? Addicted to the Process – ??♂? Scott Leese ? Attraction Selling – Justin Michael ? ? Heart and Sell – Shari Levitin ? Buyer First – Carole Mahoney ? Follow Up and Close the Sale – Jeff Shore ? Radical Candor – Kim Scott ? The Power of Value Selling – Julie Thomas ? High-Profit Prospecting – Mark Hunter ? The Lost Art of Closing – Anthony Iannarino ? The Modern Seller – Amy Franko ? MEDDICC – Andy Whyte ? Pick Up the Damn Phone! – Joanne Black ? Selling from the Heart – Larry Levine ? Fanatical Prospecting – Jeb Blount ? Whale Hunting – Tom Searcy ? Look Me in the Eye – Julie Hansen ? Inspire Your Buyer – Bruce Scheer, MBA ?? ? The Work Before the Work – Paul M. Caffrey ? The Qualified Sales Leader – John McMahon ? Think Like Your Customer – Bill Stinnett ? Figure Sales Secrets – Marcus Chan ? The Sales Upgrade – Hans J. Van Order II ? Sales Pitch – April Dunford ? Succeed Without Selling – Diane Helbig ? Sell Different! – Lee Salz ? The Sales Bible – Jeffrey Gitomer ? The Sales Skills Book – Gerald Zankl ? Start with No – Jim Camp ? Endless Referrals – Bob Burg ? Pitch Anything – Oren Klaff ? What Great Salespeople Do – Mike Bosworth and Ben Zoldan ? COMBO Prospecting – Tony J. Hughes ? The New Model of Selling – Jerry Acuff ? The Introvert’s Edge – Matthew Pollard ? Always Be Qualifying - Darius Lahoutifard ? The 7 Secrets to Selling More by Selling Less – ?????????? ???????????? ?? If you want the full list and the high res PDF of the graphic: Subscribe to: https://buff.ly/3ZUJAOZ You'll get this graphic of the books sent to you + 15 sales cheat sheets for free. P.S. Did I forget anything that is a must-read?

I spent a decade and a half chasing the 7 figure dream working for others and never made it. It took me less than a year to pivot and do it on my own. As we wrap up 2024 and look ahead to 2025, it's time to reflect on the past year and make a plan to hit our big goals. Let's start with some reflection questions: - How close did I get to my revenue goal this year? - What tough decision did I make that paid off in the long run? - How did I celebrate my wins along the way? - What held me back? Now onto 2025 planning questions: - What do I need to do differently this year: New offerings? Raise prices? - What mindset shifts do I need to make to believe I can accomplish this goal? - Do I need to overhaul my sales process? - What does success look like and how will I celebrate hitting my goals? After a decade and a half of corporate grind, I knew I had to make a change. With a mix of determination and naivety, I struck out on my own. The early days were a constant battle, but I was fueled by a newfound sense of purpose. Over the next 5 years, I learned crucial lessons: 1) Delegate relentlessly to focus on high-impact tasks. 2) Diversify revenue streams to weather any storms. 3) Unapologetically be yourself. 4) Celebrate small wins. Bit by bit, I built something I'm proud of. Time to plan to do it again. cc Jeanne Marie Wilke

They laughed when I decided to lead with a people-first mentality. They laughed when I said I'd build a unicorn in a dusty forgotten sector of the market. But then I started scaling companies and the results shut them up quickly. In fact, I wonder where those people are now? In my rearview mirror… Now I've worked with 12 unicorns. Here's what they taught me about sustainable growth: ??. ?????????? ???? ?????????????? ???????? ???????????????? ?? Unicorns don't chase trends.? ?? They obsess over customer pain points. ??. ?????????? ?? ???????????????? ?????????? ???????????? ?? Revenue is oxygen. Without it, your startup suffocates. ?? You grow revenue by 650% in 3 years not because of the best people, but because everyone is capable of being the best.? ?? How? By creating a repeatable, scalable sales process. ??. ?????????????? ???????? ???????????????? ?????? ?????????????????? ?? Getting named Best Places to Work every year? Coincidence? Nope. ?? Happy employees = Happy customers = rapid growth. ??. ?????????? ?????? ?????????? ?? Overnight success is a myth. Unicorns are built through consistent, daily effort. ?? At Reply! Inc., I won Employee of the Year. Not because I was the smartest. But because I outworked everyone, and outscored everyone. ?? If you hate the process, you will hate the game. ??. ???????????? ???? ???????????????? ?? The tech landscape changes fast. What worked yesterday might not work tomorrow. ?? That's why I've spent decades learning and teaching and continue to try new things. ?? Continuous learning = Continuous growth Building a unicorn isn't easy. But it's not magic either. P.S. If you're building the next unicorn and need help scaling, let's chat. My DMs are open!

If you haven’t heard of ??♂? Scott Leese’s ?????????????????? ?????????? ???? ??????????????, you need to. It’s one thing to talk AT your prospect, but it’s another to understand how to resonate with them on a deeper level. One thing most top-performing reps have in common is empathy and the ability to build trust-based relationships with prospects. Take a look at what Scott has to say about the analogy between nurturing a prospect and the recovery process ?? To sell to a prospect, you need to help them: ???Recognize they have a problem. ???Understand the impact it has on them. ???Realize the urgency to address the problem. ???Identify the options to solve it. Simple, but effective! Whenever I hear a framework like this, I realize how tightly related sales and human psychology is ?? Full episode here: https://lnkd.in/gDByQzuN #Pod #Sales #AI #AddictionSelling

Yesterday I got to chat with the 12x?? ??♂? Scott Leese about navigating this season of comp negotiation and job switching. Then I compiled everything he’s said or written on the topic. The result? A 5-step guide to help sales leaders leverage this moment to maximize your next role and paycheck. Whether you’re thinking about making a move or want to know your worth, this guide covers it all – from setting clear goals to building a pipeline of offers and negotiating like a pro. Go forth and "collect paper": https://lnkd.in/eXAjHxvd

Giving away the EXACT Sales Success Blueprint for FREE today that helped: -Me take 11 successful unicorn exits -Sales leaders and VPs to reach their targets faster -Amplify team’s performance by streamlining processes This playbook is based on my 20+ years of working with sales teams and is packed with insights to: ??Build a lead generation machine ??Qualify prospects like a pro ??Master objection handling ??Optimize every step of the sales cycle Want to get it for FREE? Comment "Blueprint" and I’ll send it over in your DMs.

You have 30 days to justify your existence as a new VP of Sales [so we're told]. Here is a short list of things that should be on your to-do-list: ICP definition Buyer personas Competitive analysis Pricing sheet Opportunity Stages Core business fields Elevator Pitch Inbound call script Outbound call script Demo script Objection handling and rebuttals Content Library Setup Secondary Domain with IT Prospecting Copy & Sequences: initial outreach Prospecting Copy & Sequences: inbound sequence Prospecting Copy & Sequences: nurture cadence Enrichment Demo set process Closing Process Closed deal handoff to CS team SOTU Dashboards SaaS Tool Review Lead Routing process: Standard + ABM Build new pipeline Reel in existing pipeline Grow revenue Increase conversion rates Overwhelmed yet? This is probably only about half of the list. The question becomes where do you focus your attention first? I know where most founders and VPs skew and mess this up in the spirit of "making a quick impact", and I know how important spending the time to learn and build a foundation on basic principles is to set you up for long term success. Don't let yourself get so fixated on the shiny coin in front of you that you neglect to prepare for the long journey ahead.

Revolutionizing sales has to go beyond software and involve a holistic approach. If we don’t do this, AI is going to eat our lunch. In my journey as a sales leader, I've witnessed firsthand how challenging it can be to scale a sales team while maintaining consistent revenue growth. Despite learning from mistakes, many organizations struggle with building reliable, scalable sales teams that can truly perform. Enter Sellfire - a game-changer in the sales scaling and enablement space. What sets Sellfire apart isn’t just the technology; it’s their proven, comprehensive solution that combines platform, process, and hands-on coaching—laser-focused on helping high-velocity sales teams scale their headcount while also increasing revenue per rep, per day. This is the world I was born into, grew up and cut my teeth in, and have so much love for. My background in transactional, process-driven sales helped me realize that lack of coaching is often the silent killer of sales organizations. Simply handing over a tool and saying "good luck" isn't enough. Without the right culture and support, even the best tools fail. Sellfire combines cutting-edge technology with an intense focus on people and processes. They don’t just provide software; they offer hands-on coaching and training that transforms sales organizations from top to bottom, creating a culture of continuous improvement. Imagine your sales team knowing exactly what to say to your prospects, how to say it, and when—closing deals in the quickest timeline possible. That’s exactly what Sellfire will help your team do. Having worked closely with founder Matt Stuart during our time at Main Street Hub [sold to GoDaddy], I’ve seen firsthand the transformative impact of this approach. I’m excited to be an investor in Sellfire and believe they’re truly redefining what’s possible in sales enablement. If you're looking to elevate your sales performance and create a culture of continuous improvement, I highly recommend checking out Sellfire. They're redefining what's possible in sales enablement, one success at a time.

We all remember March 2020. Lockdowns, layoffs, it was a scary time. One community that popped up which I was a part of, and had a huge impact on me, was Thursday Night Sales. ??♂? Scott Leese specifically doled out incredible advice for those of us earlier in our sales career/ Three key things stuck out to me during that time: 1 - "Decrease the delta between idea and action". One of Scott's famous quotes, and so true - just do it, then iterate. Time spent meticulously planning prior to launch is time wasted. 2 - Pick carefully how and when you shoot your shot, though. While anyone/everyone can start a side hustle or get into consulting, it doesn't mean it's best to do it immediately. You can get "stuck" with repetitive, low-level engagements if you only have low-level skills. My takeaway here was to spend more years honing my skills so they would be more valuable if/when I make that leap. 3 - Network is not valuable, but community is. If you called someone from your network, they might not pick up. But building a community of engaged folks around you - like Scott's little sales club I joined - can move mountains. There are a lot of influences on my decision to get back into sales and perform at a high level while doing it, but Scott Leese was one of the primary mentors who gave me the confidence that I could do it - and I could do it my way. Without him, I'm probably not back selling again at Deel, and I probably didn't write my new book (IGST). Wild to think about, but really appreciate Scott for it! #sales

I've worked with hundreds if not thousands of founders, leaders, and front line workers in the last few years who all ask me this question: Can anybody be good at content creation - is it a skill or a gift? Cant wait to get killed here by everybody who thinks you should post content from day one of your career... queue hate in 4...3...2...1... But hold on...the game has changed a bit, and so has my take. For me it all comes down to results and experience, talking about what you've done or what you're going through. When I see content from somebody that catches my attention, I immediately check out the profile if I don't know them to see who they are and what they've done. True - honest - interesting content will always stand out.