Our Guest: Scott Leese is a six-time Sales Leader and a two-time best-selling Amazon author in the category of sales. He maintains active communities like GTM United and is also focusing on helping companies build revenue-driving motions across the organization. 

Episode Topics:

• Scott's view on shifting away from traditional VP career paths and expectations.
• What are the qualities to look for in someone who is a first-time VP of Sales?
• Scott’s advice for someone who is considering transitioning into an account executive (AE) role + Director/VP Sales level.
• The type of leaders or CEOs that Scott gets along with.
• Overall framework of the evolution of Sales from Go-To-Market to Go-To-Network.
• What type of seller performs best?
• Scott on the sales productivity of Go-To-Network approach versus cold outbound strategy.
• Scott's take on Sapphire Non-AE GTM Bloat - 90% of GTM spend is non-AE, down from 70% in 2018.
• Strategies or approaches that are currently successful in the broader environment.
• Scott elaborates his Linkedin post on self-inflicted errors: “Most deals die from predictable self-inflicted errors. Avoidable problems turn into cyclical failures caused by a lack of focus on reverse engineering root causes.”

Resources:

https://www.surfandsales.com/ 

https://twitter.com/SaaSletter/status/1700517476017246334?s=20 

https://www.linkedin.com/posts/scottleese_you-dont-get-good-at-anything-by-giving-activity-6990657671431405568-lVpl?utm_source=share&utm_medium=member_desktop

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Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software.

Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack.

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Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software.

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