In this episode, Scott Leese joins George Coudounaris and Adem Manderovic to unpack why the Predictable Revenue model is collapsing — and how to rebuild outbound around networks, trust, and real timing.
We break down how the SDR ➝ AE split eroded skills and alignment, how “meetings booked” became the wrong KPI, and what today’s best sellers are doing differently: validating markets, leveraging relationships, and comping on actual revenue.
Scott shares what he’s seeing across 160+ companies and 12 unicorns, from collapsing cold-call pickup rates to the rebirth of in-person plays. We tie it back to CRO School’s Closed Circuit Selling™ — a system that gets sales, marketing, and product working in sync again.
Tune in and learn:
• • Why outbound is breaking — and what replaces it
• • How to comp on held meetings or revenue, not vanity KPIs
• • How to validate and catalogue your market for smarter timing
• • The new edge: AI + network + unscalable plays
If you’re a small-team B2B marketer or sales leader sick of empty pipelines and spam tactics, this episode gives you the modern framework to fix it.
🔗 Links + CTAs:
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Timestamps / Episode Structure:
00:00 — The Volume Game Is Dead
01:00 — Why Scott Leese Ditched Outdated Playbooks
02:20 — “Hobbyists with Pitch Decks”
04:40 — Funding ≠ Success
07:18 — Founders Must Sell First
10:50 — What Great Sellers Do Differently
13:40 — Validate the Market Before You Sell
16:04 — How Predictable Revenue Broke Sales
19:40 — Lost Coaching & Skill Decay
23:58 — AI + Network + Unscalable Grit
26:50 — Fix Your Sales Technical Debt
29:21 — Stop Paying for Meetings Booked
32:00 — The MQL Hamster Wheel
35:00 — Rebuilding Sales–Marketing Handoffs
41:10 — Cold Calls Are Dying
45:10 — Referral Math That Opens Doors
46:20 — In-Person Plays That Win
49:20 — Deepfakes & IRL Trust
55:10 — Scott’s 3 Bets for the Future
👥 Like the revenue architecture discussed in this one??
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