Monday Sales Kickoff: Seeing yourself as a leader can inspire confidence and integrity. This episode highlights the significance of lifting those around you and bringing insight into both your professional and personal life. You'll learn how being a respected sales leader can lead to referrals and unexpected opportunities, elevating your sales effectiveness to new heights.

Listen in as Mark discusses the critical importance of understanding customer needs to create urgency in the sales process. Drawing from a personal experience with erosion issues at home, Mark emphasizes the necessity for salespeople to ask the right questions to uncover a customer's true motivations and needs.

SaaS sales authority Scott Leese joins us offering his valuable expertise on how "old-school" sales tactics can breathe new life into modern sales strategies. Scott shares how the overuse of traditional tactics like cold calling and email outreach has led to their declining effectiveness. Instead, he argues for a return to more personalized, relationship-focused approaches, such as engaging through proactive referral networks and in-person meetings.

Let’s explore the future of tech sales in a world increasingly influenced by AI. Scott and Mark discuss the challenges and opportunities this presents, particularly in complex, enterprise-level sales where human interaction remains critical. Finally, delve into the potential of AI to eventually replace human salespeople and the skills needed to thrive in this shifting landscape.

👤 About the Guest

Scott Leese is the CEO and Founder of Surf and Sales, as well as Scott Leese Consulting.

Monday Sales Kickoff: Mark breaks down how focusing on the right metrics—not just outcomes—can reignite your momentum for the second half of the year. It’s time to shift the mindset, reassess your activities, and set achievable goals rooted in consistency and meaningful client conversations.

Mark dives into strategies for staying focused in a fast-paced world, sharing personal insights on building habits that stick, and highlighting the power of small, intentional actions. Learn how to use time blocking to prioritize what matters most, and how your CRM system can become a powerful tool for tracking performance and driving results.