In sales, perfecting your process can be the key to making more sales. But how do you find the right process? When do you know that you’ve hit on a process that works, and what do you need to do to customize it or improve on it for your situation?

Today’s guest is Scott Leese. Scott is the Senior Vice President of Sales at Qualia, a settlement platform for real estate professionals. Scott has also written a book about the sales process. Scott has an interesting background even before he got into sales, and this helps inform his success in the field and interest in process. Listen to the episode to hear Scott describe his history and talk about how he settled on a sales process, why he believes in the importance of delegating, and how to handle stress and pressure in a sales leadership role.

Episode Highlights:

• Scott’s background and how he got into sales
• How Scott settled on a process that worked for him
• Why it’s important to educate a prospect on the problem before selling them on a solution
• Why Scott thinks it’s important to get good at delegating
• How to handle pressure and stress when you’re in a sales leadership role
• Scott’s upcoming conference in Costa Rica
• The top challenges that startups face
• Scott’s thoughts on outsourcing the startup phase of a company or part of the sales funnel
• The Addiction Model Framework

Resources:

Scott Leese

Qualia

Addicted to the Process

The 2018 Surf and Sales Summit