Superhuman Selling

I’m so excited for our conversation today because I know I personally am going to learn a ton about building and leading a powerful sales team. Our guest today is one of the best in the industry in this field. While his specialty is helping companies scale from $0 - $25 million annual recurring revenue (yes please), I want you to listen in regardless of where you fall on the scale. If you’re an individual sales contributor or a sales leader, which I know a lot of our listeners are, this conversation will be hugely impactful for you too.  Scott Leese is one of the top startup sales leaders in the country. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of Scott Leese Consulting, Surf & Sales, and Thursday Night Sales. Based in Austin, Texas, Scott is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales, 3-time author, and a highly sought-after consultant, advisor, leader, and sales trainer. In this interview, Scott shares his innate ability to build strong and diverse teams. He doesn’t sugar-coat the tough stuff but emphasizes the importance of hiring teams of people who are different from yourself. We also discuss the topic of systemizing and creating documented processes for everything, which really hits home for me as that is something I am working on myself!   Show Notes: [3:34] - Scott shares the inspiration behind Surf and Sale. [5:39] - So much of what Scott does helps people think deeper about what they can do. [6:41] - You don’t have to be an extrovert to be great at recruiting and team builder. [7:45] - Scott knew in the beginning that he didn’t want to hire people who were just like him. [8:53] - Diversity showed up on his team as “a band of misfits” but by hiring people who think differently from him, the team got the results. [10:40] - In the beginning, it was very organic, but over time Scott developed systems to find the right people. [11:50] - If you are not intentional, it could all fall apart. [13:08] - Scott likes to hire based on “can do” rather than “has done”. [15:30] - How does Scott build such a loyal “army” of people on his team? [16:51] - Scott doesn’t see this as a talent, but rather a priority. [19:15] - He responds to all messages personally no matter the platform. [20:47] - People will pick up on your sincerity, especially when you focus on the people over the numbers. [23:01] - Scott describes how he handles issues his team members might have and how he actively communicates with transparency. [25:49] - There has to be a process in place. The biggest mistake companies make is to not have documented processes in place. [27:53] - Now, Scott helps people build sales playbooks and executing strategies. [29:18] - The importance of systemizing everything in the business hits home with Elyse as she is experiencing some new exciting changes. [31:55] - Scott shares how he executed a process alongside team members. [33:27] - Everyone’s inherent team building strategies will be different. The sales landscape is changing. [34:40] - Now, people want flexibility. [35:47] - Scott believes that AI will create an even different sales landscape that will replace human sales interactions. [37:24] - AI does quite a lot already. [39:51] - Scott shares the most influential woman in his life and what he learned from her.   Connect with Scott: Scott Leese Consulting Website
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Writing sales copy, for many entrepreneurs, is the most difficult and dreaded task for developing a brand and online presence. If you want to uplevel your brand and learn how to create website copy and positioning that sells you as the best in your industry, then today’s interview is for you. I simply adore today’s guest, Kris Jones, and I know you will, too. Kris is one of the brightest minds I’ve ever met in branding and copywriting and her expertise shines through this interview. Kris is a StoryBrand guide and Founder of Red Door Designs. She was mentored by StoryBrand founder Donald Miller himself and with over 20 years of experience and clients like Nike under her belt, Kris has been able to achieve incredible transformations for her clients including increased revenue by 300%, record-breaking lead calls and clients booked, scaling from $30k months to $300k months, and charging 6 times more for the same service. We all want that, right?! Kris is extremely passionate about helping self-employed women get website copy that sells so they can double their revenue and focus on what they do best. And be sure to listen to the end, because Kris has some great resources that will help you get started.   Show Notes: [2:50] - Welcome to the show, Kris! [3:45] - Originally Kris majored in Education in college but realized she wasn’t passionate about it. She shares her background. [4:58] - All of a sudden, Kris realized she had been doing all of these things and the moment she knew this was “her thing”. [6:30] - Design is important, but it isn’t enough. You have to lean on the right words. [7:33] - Effective messaging is the most important thing and is the most difficult. [9:09] - Copywriters create copy in a silo and it doesn’t always feel like your voice. [10:24] - With Kris’s process, it takes a lot less time to write a sales copy and feels like your own voice. [11:57] - Honor the challenge of storytelling. There is a recipe for every story. [12:56] - The StoryBrand approach narrows down the simple recipe. [13:51] - Your call to action is important because it establishes you as the guide in the story. [15:11] - The mistake Kris sees 99% of the time is that the business owner establishes themselves as the hero. The customer needs to be the hero and you are the guide. [17:13] - What problems do your clients come to you with? [18:38] - People don’t buy from the best. They buy from the people who they connect with the most. [20:04] - Repelling the wrong people is another benefit of the right copy on your website. [22:16] - When following up, don’t lead with features. Lead with results to show them what is possible. [23:47] - Photography is a way to repel the wrong people and attract the right ones. [24:50] - Kris shares why there is so much resistance to writing this way. [26:32] - Starting with the hero with a problem engages everyone. [28:05] - Features are important, but creating the connection is a priority. [30:14] - An outlined detailed plan is important but it has to be simple. [33:01] - The StoryBrand strategy makes it apparent for customers to see themselves with the happy ending. [34:23] - Invest in yourself. You can’t figure this out on your own. [36:34] - Kris describes what she is offering that will definitely be a helpful program for She Sells listeners. [37:59] - There is an excellent free resource on Kris’s website that will help you communicate your work and repurpose your copy.   Connect with Kris: Red Door Designs Website Clarity with Kris   Links and Resources: Instagram  |  LinkedIn  |  YouTube She Sells with Elyse Archer Home Page