{"id":57201,"date":"2025-09-03T07:07:39","date_gmt":"2025-09-03T14:07:39","guid":{"rendered":"https:\/\/www.clearvoice.com\/?p=57201"},"modified":"2025-09-03T08:24:04","modified_gmt":"2025-09-03T15:24:04","slug":"cv-mic-scott-leese-founder-sales-consulting","status":"publish","type":"post","link":"https:\/\/www.clearvoice.com\/resources\/cv-mic-scott-leese-founder-sales-consulting\/","title":{"rendered":"CV MIC: Scott Leese, Founder of Scott Leese Consulting"},"content":{"rendered":"<p data-start=\"438\" data-end=\"749\">When you\u2019ve built and scaled sales teams for two decades, with multiple nine-figure exits along the way, you see patterns. You know the mistakes that slow teams down, the shifts that create momentum, and the structural decisions that separate thriving revenue organizations from those constantly scrambling.<\/p>\n<p data-start=\"751\" data-end=\"1042\">Scott Leese has spent his career helping companies \u2014 especially early-stage startups \u2014 go from zero to $100M with strategies rooted in focus, process, and alignment. In this CV MIC conversation, he shared how sales and marketing leaders can work together toward one unified revenue motion.<\/p>\n<p><iframe title=\"Steps to Build Sales Momentum Fast: CV MIC with Scott Leese\" width=\"800\" height=\"450\" src=\"https:\/\/www.youtube.com\/embed\/48Jw1tJupDE?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<h2 data-start=\"1049\" data-end=\"1093\">Narrow Your ICP; Then Narrow It Again<\/h2>\n<p data-start=\"1094\" data-end=\"1219\">One of Scott\u2019s first moves when consulting with an early-stage company is to zoom in on their ideal customer profile (ICP).<\/p>\n<p data-start=\"1221\" data-end=\"1449\">Most startups cast the net far too wide. They list multiple industries, target companies of vastly different sizes, and assume the same sales motion can work for a small local firm and a Fortune 500 enterprise. It rarely does.<\/p>\n<p data-start=\"1451\" data-end=\"1802\">In Scott\u2019s view, the broader your ICP, the harder it is to build momentum. Larger accounts often require long, complex sales cycles that can stall early growth. Smaller, easier-to-reach accounts give you a chance to refine your pitch, test your messaging, and generate wins quickly. Those early deals become the foundation for moving upmarket later.<\/p>\n<p data-start=\"1804\" data-end=\"2012\">His advice: start where you can win fast and often, even if it\u2019s not your dream client. The practice you get closing those \u201csmaller\u201d deals builds the muscle you\u2019ll need for bigger, more complex opportunities.<\/p>\n<p data-start=\"1804\" data-end=\"2012\"><img fetchpriority=\"high\" decoding=\"async\" class=\"aligncenter size-full wp-image-57260\" src=\"https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_document.jpg\" alt=\"Scott pushes teams to document everything\" width=\"820\" height=\"460\" srcset=\"https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_document.jpg 820w, https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_document-300x168.jpg 300w, https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_document-768x431.jpg 768w\" sizes=\"(max-width: 820px) 100vw, 820px\" \/><\/p>\n<h2 data-start=\"2019\" data-end=\"2069\">Document Everything&#8230; Because You\u2019ll Need It<\/h2>\n<p data-start=\"2070\" data-end=\"2291\">In the early days, it\u2019s common for processes to live in someone\u2019s head or in a scattered collection of notes. But when nothing is documented, onboarding slows, mistakes repeat, and no one can clearly see what\u2019s working.<\/p>\n<p data-start=\"2293\" data-end=\"2337\">Scott pushes teams to document everything:<\/p>\n<ul>\n<li data-start=\"2340\" data-end=\"2394\">Which channels are bringing in quality conversations<\/li>\n<li data-start=\"2397\" data-end=\"2450\">Messaging that resonates (and messaging that flops)<\/li>\n<li data-start=\"2453\" data-end=\"2493\">Sales processes from outreach to close<\/li>\n<li data-start=\"2496\" data-end=\"2538\">Pricing structures and discount policies<\/li>\n<li data-start=\"2541\" data-end=\"2560\">Win\/loss insights<\/li>\n<\/ul>\n<p data-start=\"2562\" data-end=\"2805\">The goal isn\u2019t to create a rigid playbook that never changes \u2014 it\u2019s to create a foundation that can evolve. Clear documentation allows new hires to ramp quickly, helps teams spot trends, and makes it easier to scale without losing consistency.<\/p>\n<h2 data-start=\"2812\" data-end=\"2846\">Hire for the Stage You\u2019re In<\/h2>\n<p data-start=\"2847\" data-end=\"3136\">Many early-stage founders assume a \u201cbig name\u201d hire will be a silver bullet. Scott\u2019s seen the opposite. Bringing in someone who\u2019s only worked at a large, well-known brand \u2014 with abundant inbound leads and a recognized name to open doors \u2014 often backfires in a scrappy startup environment.<\/p>\n<p data-start=\"3138\" data-end=\"3430\">Early hires need a different skill set: resilience, comfort with ambiguity, and the ability to build from scratch without a fully formed infrastructure. These are the people who can thrive without the safety net of a well-established brand and still find <a href=\"https:\/\/www.clearvoice.com\/resources\/advanced-sales-funnel-copywriting\/\">creative ways to generate pipeline<\/a>.<\/p>\n<p data-start=\"3432\" data-end=\"3596\">Stage-appropriate hiring means looking for candidates who have already operated in the kind of environment you\u2019re in now, not the one you hope to be in five years.<\/p>\n<p data-start=\"3432\" data-end=\"3596\"><img decoding=\"async\" class=\"aligncenter size-full wp-image-57259\" src=\"https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_align.jpg\" alt=\"Scott\u2019s philosophy on sales-marketing alignment is simple: one shared goal tied directly to revenue.\" width=\"820\" height=\"460\" srcset=\"https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_align.jpg 820w, https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_align-300x168.jpg 300w, https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_align-768x431.jpg 768w\" sizes=\"(max-width: 820px) 100vw, 820px\" \/><\/p>\n<h2 data-start=\"3603\" data-end=\"3661\">Align on One Goal (and Drop the Attribution Battles)<\/h2>\n<p data-start=\"3662\" data-end=\"3764\">Scott\u2019s philosophy on sales-marketing alignment is simple: one shared goal tied directly to revenue.<\/p>\n<p data-start=\"3766\" data-end=\"3974\">When each department is measured on separate metrics \u2014 marketing on MQLs or <a href=\"https:\/\/www.clearvoice.com\/resources\/what-is-a-sales-qualified-lead\/\">SQLs<\/a>, sales on closed deals \u2014 the result is often finger-pointing over attribution. That internal friction wastes time and energy.<\/p>\n<p data-start=\"3976\" data-end=\"4191\">By giving both teams a shared revenue target, everyone\u2019s incentives align. One quarter, marketing might generate most of the momentum; the next, sales might carry the load. What matters is the win, not who \u201cscored.\u201d<\/p>\n<h2 data-start=\"4198\" data-end=\"4247\">Speak the Same Language at the Right Time<\/h2>\n<p data-start=\"4248\" data-end=\"4573\">Marketing and sales use different styles of communication. Marketing content is often designed to inspire or educate, while sales outreach is more direct and action-oriented. Problems arise when those styles are used in the wrong contexts, or when both teams aren\u2019t aligned on which pain points actually drive conversions.<\/p>\n<p data-start=\"4575\" data-end=\"4906\">Scott encourages regular meetings between sales and marketing leaders to compare field feedback and adjust messaging. If sales is consistently closing deals based on one pain point, marketing needs to amplify it in campaigns. If marketing sees an emerging theme in the market, sales should know how to work it into conversations.<\/p>\n<p data-start=\"4908\" data-end=\"5032\">When both teams are speaking to the same priorities in the right style for the channel, the buyer experience feels seamless.<\/p>\n<p data-start=\"4908\" data-end=\"5032\"><img decoding=\"async\" class=\"aligncenter size-full wp-image-57258\" src=\"https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_AI.jpg\" alt=\"Scott points to AI coaching platforms as a way to solve two common complaints: sales reps don\u2019t get enough coaching, and sales managers don\u2019t have enough time to provide it.\" width=\"820\" height=\"460\" srcset=\"https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_AI.jpg 820w, https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_AI-300x168.jpg 300w, https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_AI-768x431.jpg 768w\" sizes=\"(max-width: 820px) 100vw, 820px\" \/><\/p>\n<h2 data-start=\"5039\" data-end=\"5079\">Use AI for Insight, Not Autopilot<\/h2>\n<p data-start=\"5080\" data-end=\"5325\">AI tools can be invaluable for research, call analysis, and coaching. Scott points to AI coaching platforms as a way to solve two common complaints: sales reps don\u2019t get enough coaching, and sales managers don\u2019t have enough time to provide it.<\/p>\n<p data-start=\"5327\" data-end=\"5641\">But there\u2019s a caution: over-reliance on AI leads to surface-level execution without true understanding. AI can give you a starting point, whether it\u2019s summarizing a prospect\u2019s LinkedIn activity or <a href=\"https:\/\/www.clearvoice.com\/resources\/crafting-sales-emails-that-deliver-3-key-frameworks\/\">drafting an email outline<\/a>, but you still need to apply human judgment, context, and creativity before hitting send.<\/p>\n<h2 data-start=\"5648\" data-end=\"5694\">Stand Out with Unscalable, Human Touches<\/h2>\n<p data-start=\"5695\" data-end=\"5951\">In a world where automation is everywhere, genuine human gestures cut through the noise. Scott shared examples of creative outreach \u2014 like sending two business partners tickets to a Cubs-White Sox game so they\u2019d have uninterrupted time to discuss a deal.<\/p>\n<p data-start=\"5953\" data-end=\"6262\">These moments are memorable because they\u2019re tailored, thoughtful, and impossible to mass-produce. Within the boundaries of your industry\u2019s compliance rules, a mix of personalized gifts, direct mail, and face-to-face meetings can turn cold leads into warm conversations faster than another generic email blast.<\/p>\n<p data-start=\"5953\" data-end=\"6262\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-57262\" src=\"https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_networking.jpg\" alt=\"Scott calls it the \u201cgo-to-network\u201d motion: using personal connections to open doors faster, at lower cost, and with higher trust.\" width=\"820\" height=\"460\" srcset=\"https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_networking.jpg 820w, https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_networking-300x168.jpg 300w, https:\/\/www.clearvoice.com\/wp-content\/uploads\/2025\/08\/CV-MIC-Scott-Leese_networking-768x431.jpg 768w\" sizes=\"(max-width: 820px) 100vw, 820px\" \/><\/p>\n<h2 data-start=\"6269\" data-end=\"6312\">Build Your Network Like It\u2019s Pipeline<\/h2>\n<p data-start=\"6313\" data-end=\"6444\">Scott calls it the \u201cgo-to-network\u201d motion: using personal connections to open doors faster, at lower cost, and with higher trust.<\/p>\n<p data-start=\"6446\" data-end=\"6687\">A strong personal network doesn\u2019t just make prospecting easier \u2014 it also gives salespeople a competitive edge in the job market. Given two equally qualified candidates, the one with a larger, engaged network will almost always get the nod.<\/p>\n<p data-start=\"6689\" data-end=\"6931\">For reps hesitant to post content, Scott suggests starting with connection requests. Add 15-20 relevant contacts a day. Over time, conversations will spark, comments will follow, and creating original posts will feel like a natural next step.<\/p>\n<h2 data-start=\"6938\" data-end=\"6959\">The Bottom Line<\/h2>\n<p data-start=\"6960\" data-end=\"7231\">Scott\u2019s parting advice is straightforward:<br data-start=\"7002\" data-end=\"7005\" \/>Stay creative in your outreach, keep communication lines open between teams, and never stop learning. The sales and marketing landscape is evolving faster than ever, and the organizations that adapt together will win together.<\/p>\n<p data-start=\"6960\" data-end=\"7231\">Connect with Scott via <a href=\"https:\/\/scottleeseconsulting.com\/\">Scott Leese Consulting<\/a> or give him a follow on <a href=\"https:\/\/www.linkedin.com\/in\/scottleese\">LinkedIn<\/a>.<\/p>\n<p data-start=\"6960\" data-end=\"7231\">Want to connect your marketing and sales teams around one revenue motion? <a href=\"https:\/\/www.clearvoice.com\/content-strategy-session\/\">Connect with a ClearVoice content strategist<\/a> about building messaging, content, and workflows that actually drive revenue.<\/p>\n<p data-start=\"6960\" data-end=\"7231\"><strong>Catch More CV MIC Conversations<\/strong><\/p>\n<p data-start=\"7275\" data-end=\"7349\">If you found Scott\u2019s insights valuable, don\u2019t miss these other episodes:<\/p>\n<ul>\n<li data-start=\"7403\" data-end=\"7459\"><a href=\"https:\/\/www.clearvoice.com\/resources\/cv-mic-annette-matzen-seo-zenni\/\">Annette Matzen \u2013 Senior SEO Manager, Zenni Optical<\/a><\/li>\n<li data-start=\"7462\" data-end=\"7526\"><a href=\"https:\/\/www.clearvoice.com\/resources\/cv-mic-anthony-morell-merchant-risk-council\/\">Anthony Morrell \u2013 Senior Manager of Digital Marketing, MRC<\/a><\/li>\n<li data-start=\"7529\" data-end=\"7597\"><a href=\"https:\/\/www.clearvoice.com\/resources\/cv-mic-jeff-malloy-enterprise-sales-presmart-solutions\/\">Jeff Malloy \u2013 Director of Enterprise Sales, PreSmart Solutions<\/a><\/li>\n<li data-start=\"7529\" data-end=\"7597\"><a href=\"https:\/\/www.clearvoice.com\/resources\/cv-mic-melissa-zehner-organic-gtm\/\">Melissa Zehner \u2013 Founder of Organic GTM<\/a><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>When you\u2019ve built and scaled sales teams for two decades, with multiple nine-figure exits along the way, you see patterns. You know the mistakes that slow teams down, the shifts that create momentum, and the structural decisions that separate thriving revenue organizations from those constantly scrambling. Scott Leese has spent his career helping companies \u2014 [&hellip;]<\/p>\n","protected":false},"author":216,"featured_media":57261,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","footnotes":""},"categories":[165,129],"tags":[139,138,143,316],"ppma_author":[303],"class_list":["post-57201","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-featured","category-video","tag-content-creation","tag-content-marketing-strategy","tag-content-operations","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.7 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>CV MIC: Scott Leese, Founder of Scott Leese Consulting | ClearVoice<\/title>\n<meta name=\"description\" content=\"Learn how sales and marketing can align for faster growth. 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