The Demand Efficiency Podcast

Podcast

Audio

Demand Generation

Growth

Scott Leese on the importance of getting sales ops right in B2B SaaS before hyperscale

In this episode, Elias Rubel interviews Scott Leese of Scott Leese Consulting, LLC. A company founded with a focus on companies scaling from $0 - $25m ARR. Scott work with both domestic and international companies on sales strategy, process, people, pitch, and more. Listen to this episode to learn more on building and scaling a sales team.

Episode Outline

[04:39] Having the mindset of hustling and outworking everybody

[06:16] The purpose of writing his new book

[10:10] How investing in sales operations help scale the company

[12:04] Thoughts on recruiting and training people

[14:34] The bias and mistakes founders usually make

[16:35] How to communicate to your prospects in a way that is relevant to their needs

[19:22] The regret of not having a sales mentor or business mentor


Scott's Inspirations

Mike Lindstrom

Richard Harris

John Barrows

Kevin Dorsey


Connect with Scott

scottleeseconsulting.com

LinkedIn

Twitter

podcast

Surf and Sales

Scott Leese blog

Episode outline

[00:40] How Michael went from 200K to 6M in ARR at Namely

[03:26] The most challenging aspect of Michael’s first 6 months at Namely

[04:55] The most important actions to take in developing a pricing strategy

[07:54] The moment when Namely’s revenue motion and ICP fell into place

[09:30] What Michael learned from the impressive board he worked with at Namely

[11:24] Preconceptions Michael had and what he learned after experience

[15:14] What got Michael excited about working with Orculus

[16:58] Michael’s professional goals for the next 12 months

[19:00] How Michael unplugs and recharges


Michael’s Inspirations

Scott Scherr

Mitchell Dauerman

Mark Roberge

Carl Eschenbach


Connect with Michael

LinkedIn

Twitter

Ready to drive efficient demand?

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