In the latest episode of the Enterprise Sales Development Podcast, we were privileged to have Scott Leese as our guest, a seasoned sales consultant known for his expertise in networking and relationship-building within the sales industry. Scott emphasized the undeniable power of personal connections, networks, and the strategic importance of a "go to network" approach. He shared that in today's dynamic sales landscape, having a robust network can be the key to unlocking unprecedented opportunities and ensuring one's presence in influential decision-making circles.
The discussion revolved around the art of networking, with Scott providing insights into how professionals can effectively build and leverage their connections. He stressed the significance of immersing oneself in communities where key buying decisions are made, ensuring that sales professionals are not just observers but active participants in these pivotal discussions. While the episode touched on the potential impact of AI and technological innovations, the central theme remained clear: in the world of sales, genuine relationships and trust built through networking often hold more sway than any other factor.
WHAT YOU’LL LEARN
Importance of networking in sales
Potential Impact of AI in Sales
Benefits of networking
QUOTES
“I don't see how cold calling is gonna work. Long term. People don't use e-mail the same way they used to. So I don't see how cold emailing prospects is gonna work long term” - Scott Leese [2:55]
“The best way to stand out is to prove your authenticity and sincerity as a human being.” - Scott Leese [14:49]
“Just track network growth as a KPI.” - Scott Leese [21:35]
“Networks take time to build. So you better start building it today.” - Scott Leese [33:01]
TIMESTAMPS
[0:00] - Meet Scott Leese
[5:21] - AI Sales Scripts
[8:15] - Impact of AI on Sales Jobs
[14:14] - Importance of Personal Connections
[17:05] - Go-to-Network Strategy
[21:58] - Referral and Affiliate Fee System
[24:20] - Trust in Referrals
[25:54] - Benefits of Network-Based Sales
[27:33] - Importance of Networking
[36:40] - Connect with Scott
CONNECT
Scott's LinkedIn
CIENCE on LinkedIn
CIENCE on Facebook
CIENCE on Twitter
CIENCE on Instagram
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The Power of Networking in Sales: A Conversation with Scott Leese | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
