The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

Build a Digital Network: The Key to Sales Success, With Scott Leese

·46 min·4 clips

Scott Leese, with 12 unicorns and 11 exits, reveals how his near-death experiences removed his ability to fear in sales.

Wes Schaeffer hosts Scott Leese on episode 672 of The Sales Podcast. Scott is introduced as a fractional CRO and GTM advisor with a track record of 12 unicorns and 11 exits. The episode begins with casual banter about surfing and Scott's life in Austin. Scott explains that traditional sales channels like cold calling and email are declining due to low response rates. He advocates for creative, human-centric approaches such as sending personalized gifts or leveraging network referrals. Scott discusses the omni-channel prospecting strategy, where salespeople should try multiple tactics simultaneously and focus on what works. He identifies fear as a major barrier for sales leaders, who often stick to outdated methods. Scott introduces Surf and Sales, a micro-conference in Costa Rica that combines sales education with surfing lessons. He describes how he launched the event by risking $25,000, motivated by his near-death experiences from nine surgeries. Scott explains that these health struggles removed his fear of failure, enabling bold business moves. The episode concludes with Wes promoting his Inner Circle coaching program and encouraging listeners to invest in themselves.

As heard by us

Scott Leese argues for testing prospecting channels, following the data, and keeping sales activity consistent.

Sales success is framed as a channel-mix discipline, with Scott Leese pushing against any pipeline built on cold calls, donut boxes, events, or one favorite tactic.

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Why you'd press play

You want your sales pipeline to survive the week after the empty donut box goes out.

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