Addicted to the Process

Be sure to check out SalesTuners.com to see our entire backlog of podcasts! You can also subscribe on iTunes, Google Play, or Stitcher.

Scott Leese is the Senior Vice President of Sales at Qualia, with over a decade of sales leadership experience. At home in early-stage startups, he has a track record of building and scaling numerous multi-million dollar teams. A startup veteran from the SF Bay Area and a Top 25 Inside Sales Leader by AA-ISP, Scott shares his insights in his book, Addicted to the Process.

Scott used his health struggles battling addiction and overcoming life-saving surgeries as a catalyst to his career. He understood the way to grow sales is by uncovering the prospect's problem and getting them to admit it.

Regardless of whether it’s an outbound or inbound lead, the process is the same: find pain, build value, stress urgency, and discuss solutions. For Scott, it all starts with running an efficient discovery process. From making sure you’re talking to the right prospects to uncovering why the problem needs to be solved.

One way Scott has been successful is by staying clear on his mission and surrounding himself with people who raise him up. In his words, not everybody can move up with you, so you need to re-evaluate the people you're spending time with continually.

Takeaways

1. Stick With What Works: Once you find a system that works, stick with it. As obvious as it may sound, too often we want to tinker with things out of boredom. Your goal should be to strip everything down to the smallest set of choices you can possibly have and then run those plays consistently.
2. Lean Into Objections: The buyer knows every objection they’re going to come up with before they ever decided to talk to you. And unfortunately, they’re not just going to go away. That said, don’t shy away from them. Lean directly into them and have the conversations about known challenges as early in the process as possible. This will accelerate the good deals and get you out of the bad deals.
3. Strip Out Complexity: Regardless of how much your product can do, figure out the top 3-4 pain points your ideal customers face and solve for those. That’s it. Now, you may be thinking that comment should be focused on your internal product team, but it’s not. When you talk about all the features you can provide, all you do is confuse people including yourself. Focusing on a smaller subset of real value help you create the right conversation and position accordingly.

Leese's Book Recommendations

• The 48 Laws Of Power by Robert Greene

What People Are Saying:

• "I highly recommend this podcast to anyone working in sales, whether they are just starting their career, or looking for new cutting-edge tactics to improve their sales process..."

If you find value in this episode, would you consider leaving a review?

Sponsors

• Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.

Until next time, I'm Jim Brown… let’s make it rain!

I've led two companies from $1 million to more than $10 million, and one from $1 million to bankruptcy. Today, I work with entrepreneurs who don’t realize they are the VP of Sales as well as individual salespeople to 10X their revenue using a proven, step-by-step, sales methodology.