In this episode of Prospecting Pros, John and Chris talk with Scott Lease, a sales leader, consultant, and founder of the Surf and Sales Summit. Scott has spent more than two decades building sales teams and helping create multiple unicorns and successful exits. He’s known for stepping into the toughest stage of a company’s journey, taking startups from zero to one hundred, and thriving under the pressure that comes with it.
Scott shares why he’s drawn to early-stage work, what he looks for in hiring, and how grit and life experience matter more than polished resumes. He explains why the best sellers combine strategy with hard work and why they never stop looking for the next challenge.
The conversation also covers pipeline strategies for 2025, including referral networks, content that builds trust, and small in-person events, along with why saying no is sometimes the smartest move.
