The Sales Development Podcast

Episode 48: Scott Leese

In this episode, David interviews Scott Leese, author of the book, Addicted to the Process. Scott is one of the top sales leaders in the country and has built and scaled sales teams at numerous multi-million dollar companies. He’s one of AA-ISP’s TOP 25 Most Influential Inside Sales Professionals in 2017. Tune in as Scott tells us his story on how he got into sales, what his new book is about, and how you can discover your prospects’ pain points.

3 Key Points:

  1. There is no reason you can’t succeed — it’s only yourself that’s holding you back.
  2. Ask the right questions.
  3. If your process is proven to work, stick with it.

Time Stamped Show Notes:

  • 00:00 – Subscribe to our show on YouTube and review us on iTunes
  • 00:40 – DiscoverORG – The world’s leading prospect intelligence platform
  • 00:55 – David introduces Scott to the show
  • 01:24 – Scott is the author of the book, Addicted to the Process
  • 02:30 – Scott studied psychology with a minor in religious studies
    • 02:58 – He never studied business or sales
    • 03:09 – After graduate school at age 23, he had numerous serious illnesses
    • 03:32 – He got hooked on pain medication and had to recover from that on top of the healing process
    • 03:52 – He went into sales completely strategically
  • 06:00 – In his mind, the way to business is into sales
    • 06:39 – “You can really use sales to empower yourself and change your life in a really meaningful way”
    • 07:34 – Scott’s job is to make people better, not better sales people
  • 09:16 – Building the mindset to succeed
    • 09:37 – Scott’s experiences made him close to fearless
    • 10:17 – When he started in sales, Scott told himself, “There’s NO reason you can’t do this”
    • 11:03 – Having the GROWTH Mindset is important
  • 12:54 – The Growth Mindset CAN be taught
    • 13:06 – Make a decision
    • 14:32 – Be mentally tough and believe you deserve success
  • 15:46 – There are so many good opportunities out there
    • 16:00 – Scott talks about his first sales job at Reply
    • 17:43 – After 9 months of being a sales rep, Scott moved up as a sales manager
    • 18:10 – Just because something doesn’t go your way, that doesn’t mean it’s not the place you’re meant to be in
  • 18:19 – DiscoverORG – The world’s leading prospect intelligence platform
  • 18:37 – Ego can drive a lot of bad decisions
  • 19:54 – Everybody’s process is different
    • 20:04 – For Scott, sales is like an addiction
    • 21:42 – Help someone understand WHY they NEED to FIX their problem ASAP
    • 22:00 – Scott’s Process = Pain → Value → Urgency → Solution
    • 22:48 – Ask the right kinds of questions
    • 23:52 – The key is to get your prospects admit they have a problem
  • 26:10 – Scott shares about Qualia
    • 28:16 – Building credibility with outbound messaging
  • 30:00 – Part of the process is TRUSTING every step
  • 31:24 – if you find something that works, STICK with it
  • 35:02 – Scott talks about his plan to have a sales surfer mastermind in Costa Rica
  • 39:56 – Connect with Scott on LinkedIn
  • 40:44 – Subscribe to our show on YouTube and review us on iTunes
  • 41:01 – Contact us to discuss your sales development needs


Resources Mentioned: