Scott Leese - Addicted to the Process: How to Close Transactional Sales With Confidence and Consistency

Testimonials

Scotts personal story is even more inspiring than his sales success and methodology. Finally, a leader that can break it down in the most challenging yet effective ways in this book. As a sales trainer, coach and speaker the past 18 years, I am eager to help make the sales word Process one that deserves a capital P. A MUST read for ANY sales professional!

Mike Lindstrom

Professional Speaker and Author of Whats Your Story? Discover the Man Behind Your Dad

www.mikelindstrom.com

If you are brand spanking new to sales or want to get into sales then this book will be your bible. Scott lays out his process for how to be successful in transactional selling in plain English. No theory just guidance.

Trish Bertuzzi

Author of The Sales Development Playbook, CEO of The Bridge Group, Inc.

Leese has managed to accomplish, in less than 100 pages, a complete playbook for how to excel like the best at transactional sales, from rep to VP. In this pithy treatise, Scott has boiled down his years of training and the essentials of how hes lead sales teams from failures to outsize successes into a short, digestible guidebook. Scott helped our company turn around our sales model and culture, and under his guidance, we embarked on a turnaround and growth path that led to over 200% in performance gains on a per rep basis in our inside sales team! His sage advice is now available to anyone wise enough to read this book, and the best part of it is that Scotts wisdom runs the gamut, so whether youre a rep just starting your journey, a sales manager looking to take his team to the next level, or a director or VP trying to push your organization even further, this book is for you!

Matt Doka

CRO at FiveStars

There are over 13,000 books on sales on Amazon. What makes this one different? The fact that Scott is a practitioner, not a theorist. He has had a long career as a technology sales leader (rather than just as a trainer or consultant), and an even longer one in the trenches. You can rest assured that everything Scott talks about in his book has been field-tested and refined by him personally hundreds of times.

Chris Orlob

Senior Director, Product Marketing at Gong.io

Addicted to the Process

Scott Leese

Scott Leese Consulting, LLC

Published by Scott Leese Consulting, LLC

Copyright 2017 by Scott Leese

All rights reserved.

No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law. For permission requests, write to the publisher, addressed Attention: Permissions Coordinator, at the address below.

Scott Leese Consulting, LLC

PO Box 90954, Austin, TX 78709-0954

E-mail:

Limit of Liability/Disclaimer of Warranty:

While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.

Publishing and editorial team:Author Bridge Media,
www.AuthorBridgeMedia.com

Project Manager and Editorial Director: Helen Chang

Editor: Katherine MacKenett

Publishing Manager: Laurie Aranda

Library of Congress Control Number: 2017901291

ISBN: 978-0-9984054-0-7 -- paperback

978-0-9984054-1-4 -- ebook

Ordering Information:

Quantity sales. Special discounts are available on quantity purchases by corporations, associations, and others. For details, contact the publisher at the address above.

Printed in the United States of America

Dedication

To my children, Brayden and Calebwho are already better salesmen than I am.

To my wife, Janetfor being the example of toughness I have always needed.

To my parents, Angela and Wallaceyour support, discipline, and love have made me who I am.

To my grandmother, Ninathe strongest person Ive ever met and will ever know.

To my brother, Taylorthe smartest kid I know, always one-upping me and pushing me on.

To my friends and loved onesyour encouragement, successes, and guidance made this book possible.

And to those who have struggled, suffered, endured, and overcome, I dedicate this book to you. You inspire the rest of us every day. My hope is that these pages motivate you to share your story as well.

Contents

Acknowledgments

As with most accomplishments, this book would not have happened without the support and encouragement of many people in my life. I would like to thank the following individuals who played a role in helping me develop this book by challenging me to hone my own Process. You remind me that we all have challenges and struggles; its how we deal with them consistently that makes us who we are.

Thank you to Kay Kohen, a teacher who made a true impact on me as a person. You helped me develop an interest in psychology and showed me that understanding people is a way to understand yourself. Thank you also to all my coaches growing up (especially my Dad), who helped me better understand the true driver of success: overcoming obstacles, setbacks, and failures.

Thank you to all of my former teammates who encouraged me to train harder and more often, to step up and lead, and to celebrate my successes and learn from my setbacks: the members of my former soccer and tennis teams, my surf crew, my oldest and best friends, and former colleagues and collaborators. Im lucky to say some of my best friends today are folks I have known nearly half my life or longer. You continue to push me to be better, even today.

Im grateful to my family, friends, and mentors, including Taylor Leese, Mike Lindstrom, Richard Harris, Jonathan Dawe, and Lena Shaw. You were great sounding boards as I worked to make connections between sales, leadership, growth, and, finally, writing.

Thank you to my most loyal colleagues and business partners, including Scott Partlow, Claire Morris, Paige Drews, Daniel Molas, Matt Hernandez, and countless others without whom none of my successes would have happened.

To everyone who told me I couldnt or wouldnt do it, thank you for your part in encouraging me to share my story and to try to make a difference in the lives of some people who needed it.

I am grateful to those who stood by me and refused to let me quit, and who still refuse to let me give up even now. My mom, Angela Leese, for her unwavering love and faith in the healing process. My Dad, Wallace Leese, for having the wisdom and conviction to know when to push and when to encourage rest. To Garrett and Brian Gray, whose friendship saved my life during my illness. To Amber Eandi-Marinescu, for a lifetime of friendship and support. To Casey Gillispie and Taylor Smith, for struggling with me and helping me find a way to laugh and smile through it all.

Thank you to my wife, Janet, who plays the roles of wife, mother, therapist, doctor, and teacher in my life. Without your sacrifices, none of this would have ever been possible. To my sons, Brayden and Caleb: you inspire me to be better, and you make me proud every day.