I'm intrigued by the blend of sales and marketing in business, and that's one of the reasons I had Scott on the show. He's also just an all-around great person.

Scott Leese is sales consultant and strategic advisor to startups around the world. He's got deep experience building and scaling sales orgs at SaaS companies. Scott founded Scott Leese Consulting in 2016 with a focus on companies scaling from $0 - $25m ARR. He also wrote a book - Addicted to the Process (2017) - that’s rated 4.7/5 stars on Amazon. Oh, and he's co-founder of Thursday Night Sales (with Amy Volas, I had her on the show as well).

Here's what we hit on:

Where you’ve scaled startups, what does marketing look like? (HINT: brand and community) What does the partnership with sales look like?

What does sales mean to you? What does marketing mean to you?

Why can’t marketing take customers through the entire buyer journey, especially now that we’ve gone remote and more digital?

How’d you grow your LinkedIn followers? (Scott has 70k+ now) (HINT: it took years);

How do you monetize your audience?

What are the big problems you're seeing that your customers have, on repeat? What's your advice? (HINT: you don't need big brands on your website for social proof);

What kind of sales leader (or team) do you need for Seed/Series A (earlier stage) vs. Series B+? (HINT: don't hire the VP of Spreadsheets);

What’s your methodology for scaling startups from $0-25M? Walk me through your process;

How has an apparent failure set you up for later success?

You can reach Scott on LinkedIn: www.linkedin.com/in/scottleese/

Find out more about Scott Leese Consulting: scottleeseconsulting.com/

Check out TNS: www.thursdaynightsales.com/

Get the book Addicted to the Process: www.amazon.com/Addicted-Process-Transactional-Confidence-Consistency-ebook/dp/B071SB4FZN

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You can find Anna on LinkedIn: www.linkedin.com/in/annafurmanov or visit this website: www.furmanovmarketing.com

Thanks for listening!