Build a Digital Network: The Key to Sales Success, With Scott Leese

Wes Schaeffer | September 4, 2024

The need for an omnichannel approach in prospecting

00:00 Surfing and Sales

02:07 Unicorns and Exits

09:29 Creativity in Sales

14:13 Sales Leadership Challenges

21:12 Resistance to Trying New Sales Techniques

23:05 The Comfort of the Familiar

25:01 The Persistence of Cold Calling

27:55 The Fear of Moving Away from the Familiar

30:31 Surf and Sales: Combining Learning with a Vacation

37:12 Taking Risks and Embracing Failure

Fractional CRO + GTM Advisor | 12 🦄s | 11 exits | 6x Sales Leader | 4x Founder | 3x Author | Helping founders and revenue leaders win.
The game has changed.
The boiler room does not work today.
People don't talk on the phone like they used to.
His teenagers will never make or answer calls.
Cold email was great initially but has been exploited and killed.
We're hitting unsubscribe and running filters on our inboxes.
Even LinkedIn is noisier than ever.
Leverage networks, referrals, and direct mail.

What the heck can I do to stand out?”

Dale Dupree has a lot of creative ideas, such as mailing a box of empty donuts.
Use voice notes on LinkedIn. Zig when the world zags.
Encourage your people to branch out.
Give your people the room to be creative, and don't hammer them for failures.
One is the most dangerous thing...
- Mail out empty donut boxes
- Cold call
- Hold events
- Comment on LinkedIn
- Send video messages
The phone still works in real estate but is useless in trying to reach Fortune 500 executives.
Most in sales management positions are mired in fear.
- They fall back on what they know.
- They're afraid of failing and missing their numbers.
Ask yourself, "What's really at risk here?"
Many sales leaders have no social network.
Why are we so comfortable with the devil that we know?
Surf & Sales:
- A micro-conference
- 20 people
- Work on business
- Work on surfing
- Done this for seven years
Shrink your delta between idea and action: get after it as fast as possible.
He was on vacation in Costa Rica with a friend and was bagging on him because he had to travel to boring places. His buddy said, "Why don't you build an event in a cool place?"
He plunked down $25k within months to make it happen.
He has lost the ability to fear.
He's had nine major surgeries, got hooked on opioids, and had four life-saving surgeries.
Your superpower is the fear of consequences.
90% of attendees have never surfed.