🏄‍♂️ Scott Leese

Co-Founder

6x Sales Leader - 4x Founder - 3x Author - Sales Consultant + Advisor - Diversified Entrepreneur

I help founders and revenue leaders scale better, and have the results to prove it. Having worked with 12 unicorns and being part of 15 exits has given me a variety of experience across segments and verticals.

Since going full time on my own, I've worked with 160+ companies from all around the world on GTM strategy and process and automation; sales playbook creation and messaging, revops processes and operational rigor, executive sales recruiting, ae coaching/training, cs expansion revenue, channel partnerships and more. 

Additionally, I coach VPs/CROs/Fractional sales leaders; run a small VC firm called Milos Ventures, and run a micro conference and podcast that provide people with a safe space to learn, grow, and develop their skills called The Surf & Sales Summit.

I've written two Amazon #1 best-selling books: "Addicted to the Process" [2017], and "More Than a Number" [2021]. I also co-authored "From Rep to Manager" [2021] w/ Ryan Walker. 

In my last operating role as the SVP Sales at Qualia, we went from zero paying customers to Unicorn status in just 3 years. I built the sales motion and team from scratch, as we built the first settlement system in the title industry to take advantage of modern technology.

I have spent my entire professional career building and scaling early stage startups, and have a proven track record of lifting organizations to new heights with limited resources allocated to the task at hand.

If this sounds like something useful to you, here are 3 things you can do right now:

- Follow me on LinkedIn - hit the "Follow" button and click the "bell" to get notified when I post
- Subscribe to my newsletter - link is in my profile under projects
- Book a call today if you are looking for the right coach or advisor

CEO & Founder

Scott Leese Consulting, LLC was founded with a concentration on strategic efficiency of your sales teams. Armed with years of industry experience - and a proven track record of success - we focus on a scalable approach to sales strategies, processes, people, and infrastructure.

We help you build revenue-driving motions across the org from strategy to powerful messaging with coaching to process, training, data strategy, recruiting and more.

Starting stuff is cool and all, but have you ever just QUIT stuff?

6 things to QUIT right now:

1.  Fearing change
2. Living in the past
3. Putting yourself down
4. Trying to please everyone
5. Overthinking/over analyzing
6. Comparing yourself to others without context

🏄🏼‍♂️ Scott Leese

True wealth is having complete control over your time and peace. 

Being able to move slowly and nourish your soul without the pressure of a deadline is a privilege money can’t always buy. 

Living well is far more impressive than looking rich.

All coaching is, is taking a person where they can't take themselves.

This is the best email response I've ever gotten from a candidate I passed on. Kudos to this person - I absolutely plan to be a resource to them moving forward. 

"Scott, Thanks for the quick response and decision. This may sound strange but I want to thank you for declining me as an employee on your team. You have a group of exceptional talent from CS-->Sales-->Product. I knew this and despite that, did not feel like I was well enough prepared. My entire sales career I have easily skated by and been one of the top reps at each organization. It was my fault for taking that for granted. Not receiving the nod from you was a wake up call to me . I know that I would certainly be a top contributor at [Company] and I also recognize that it is 100% my fault for not being able to adequately prove that to you last week. That mistake will not be made again and seeing other excellent reps reminded me that I need to constantly fine tune or someone will pass me... I read your book and I am going to reread it. Thanks for the generosity in regards to that. My hope is that you won't mind us staying in touch as I greatly respect you as a leader. Best, [NAME] PS. Is there any additional feedback you would see valuable to throw my way about our interaction or in general?"

And you know what...y'all know this person. Happy guessing.

Your most powerful tool in any verbal communication is your voice. Yet when was the last time your sales leader worked with on:

Pitch Tone Timbre Register Vocal color Pace Tempo Rhythm Meter Beat Timing Inflection Emphasis Stress Accentuation Prosody (big umbrella term that includes intonation, rhythm, stress) Articulation Enunciation Diction Pronunciation Projection Volume Resonance Carry Vocal weight Breath control Breath support Phrasing Sustain Modulation Expressiveness Coloration Dynamics Musicality Warmth Gravitas Pausing Pacing Punctuation (spoken punctuation) Framing

I wonder...who is the best teacher and coach of this you know?

After working with over 160 companies and generating $9 million in revenue, outbound was never the strategy.

Reputation and credibility drive revenue growth.

Enrique Kalb

★ Compliance, IT Support, Cybersecurity ★ Stop the worry and get the Continuous Threat Check. ★ Business-focused IT ★ LinkedIn Cyber Ninja ★

Cybersecurity sales leader with 13+ years driving growth across enterprise, federal, and regulated commercial markets.

I’ve spent my career across cybersecurity, compliance, managed IT, managed security, and co-managed IT, supporting teams in the DoD, Intelligence Community, and regulated industries like healthcare, legal, manufacturing, financial services, and construction.

I’ve built and scaled revenue engines inside growth-stage startups while also closing complex enterprise and regulated-market deals across cybersecurity, compliance, and managed services.

What I’m known for is building and scaling sales teams, putting real GTM structure in place, and helping buyers make confident decisions through complex security and compliance requirements without unnecessary friction. I do my best work when deals are messy, stakeholders are senior, and trust actually matters.

Day to day, I’m working with executives, technical teams, and channel partners to move deals forward, reduce risk, and drive sustainable growth with clear communication and practical execution.

I run complex enterprise sales cycles using MEDDPICC and Sandler to qualify, forecast, and close predictable revenue across cybersecurity and SaaS platforms

Bilingual in English and Spanish.

If you’re building or scaling enterprise cybersecurity sales in regulated environments, let’s connect.

Director of Cybersecurity Sales

Continuous Networks, LLC is a locally owned IT company specializing in making IT Personal.
Continuous was started in 1997 as a web hosting company, providing organizations with Windows and Unix cloud hosting. Continuous became increasingly aware of the need for small businesses to offload their internal IT applications from in-house data closets to data centers with redundant power and networks and built their first datacenter in 2004. With the increasing reliance on hosted technologies now called the "cloud", Continuous expanded its services to include personal IT consulting, hardware procurement and provisioning, and MSP services built upon our advanced cloud technologies and expertise. For over 15 years, Continuous has helped companies expand past their IT closet with Cloud technologies, such as daily backups and high availability. Continuous has 20 employees and 24/7 monitoring.

Continuous manages over 1,000 servers, representing 1,000 companies across 100 countries worldwide.

This is why hackers remain single :-)
Luke Matthews  the MEME team

Cybersecurity Sales Leader | Enterprise, Federal & Regulated Markets | Eliminating Downtime & Compliance Gaps, Reducing Cyber Risk

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Most password policies were written for a world that doesn’t exist anymore.

Your password is expiring so people do what they always do. 

Go ahead add a number, heck go ahead and swap a symbol, maybe bump the version from 1 to 2, and move on.  

That doesn’t stop threat actors it just trains users to hate security and look for any workarounds.

If someone is using a long passphrase they can remember, isn’t reusing it anywhere else, and keeps it private, forcing a change every 60 to 90 days doesn’t make things safer. It just looks good in a policy document.

What actually really helps in 2026 is:

- Use a long passphrase you can remember
- Don’t reuse passwords across systems
 -Turn on MFA everywhere you can
 -Use a password manager and stop trying to be a human spreadsheet LOL

Passwords should change when there’s only a reason and that is if: 

-It's after a suspected breach
-It's after clicking something weird or when a password was shared or exposed.

Just keep in mind that security has to work with how people actually behave.

If the controls only succeed with annoying users, they’ll be ignored and that’s when the real risk starts.

OMG ChatGPT was hacked!!!

No ChatGPT wasn’t fully hacked, and nobody dumped all its data on the dark web.  I have seen alot of posts about this today.   Let me paint the picture. 

What researchers showed is that you can trick an AI agent that’s connected to other systems into doing stupid things with sensitive data known to it. 

This is basically, social engineering an AI that has access to your tools and email, or apps. 

If for example the agent can see it, there’s probably a way to abuse it.

If you plug AI into email, CRM, or internal systems, you created a new path for data to walk out the door if it’s not locked down.

Most defenses today are still reactive you patch one technique, attackers find another.

AI isn’t magic it isn’t evil not yet. It’s just powerful and without guardrails, it’ll help the wrong person just as easily as the right one.

Open article: ChatGPT falls to new data-pilfering attack as a vicious cycle in AI continues by arstechnica.com

Female hand holding smartphone showing an evil with devil horn on her AI chatbot conversation app in the city. Illustrating the ideas around the risks and dangers of Artificial Intelligence (AI).

ChatGPT falls to new data-pilfering attack as a vicious cycle in AI continues

Incognito mode doesn't equal invisibility bros and gals.
Stop pretending it is.
You’re not anonymous. 

You’re just not saving your browser history. That’s it.
Your boss can still see what you’re doing on company Wi-Fi 😉 

Here’s what Incognito mode actually does....

Doesn’t save your history
Doesn’t keep cookies or data
Useful for testing and logging into multiple accounts.

Here’s what it really doesn’t do....

Hide your activity from your employer so if you are being naughty, they will find you.
Stop your ISP from seeing what sites you visit
Block websites from tracking you by IP 
Prevent malware, phishing, or weird browser extensions

Incognito is great if you’re buying a gift or using a shared computer.
It’s not a security tool. 
If your team thinks otherwise that’s a huge problem.

Incognito mode is good for keeping things clean on your device not for hiding your activity from the outside world.

Security starts with education :-)

How companies handle the aftermath of a cybersecurity breach. Luke Matthews

Companies don’t do enough after a breach.

We got hacked by a simple phishing email. You trusted us with your data for years, but here’s an identity monitoring service if you opt in.

NO!!! 

If your info was stolen, take control immediately don’t wait.

——Change your passwords and start with the breached account. Also, reused passwords make sure you change them too.

——Enable MFA as even if malicious hackers have your password, multi factor authentication can stop them.

——Alert your bank let them watch for suspicious activity.

Check your credit reports. Free once a year from the major bureaus don’t let fraud slip by unnoticed.

Your data is your responsibility. 

Companies failed don’t let that failure become yours so act fast protect yourself, and don’t wait for them to help!

Maybe this is an unpopular take but I have to say it, but I’m seeing a lot of SDRs calling themselves GTM and it doesn’t really make sense.

GTM isn’t a job title I just look at it as responsibility.

Go to market is figuring out who you’re selling to, why they should care, how you price it and how you message it, and how sales actually run. 

That work happens before anyone starts dialing.

SDRs do real work and anyone who’s done it knows it’s not for the faint of heart.

Prospecting, the calling, emailing, booking real conversations. But that’s running a motion, not building it.

Its not the same thing as writing the playbook.

I understand why it happens here I go. 

SDR doesn’t sound too sexy. GTM does and lot of startups blur the lines and suddenly everything revenue related gets labeled GTM.

But here’s the real issue.

If you disappear and the system still runs, you’re not GTM. 
If you disappear and the system breaks, you probably are.

I have no shade to SDRs that role is brutal and necessary I have done it.

But GTM is about ownership and leverage, not activity.

I said what I said.

Go ahead pay $1,000,000 and you’ll get your data back. Let me tell you there is no guarantee. A ransom is just wishful thinking with a huge price tag IMO.

If you pay once, don’t be surprised if you’re targeted again. Unless the real issue gets fixed, you’ve just shown you’re willing to write a check. I don’t see it every time, but double extortion is very real. Threat actors threaten to contact the MSP’s clients directly and extort them too. 

I have watched owners swear they’ll never pay, then change their mind fast when that threat lands and this is why security can’t just be a bunch of tools you stack together like people think.

After an incident, what really matters the most is what happens next and who’s handling the response, forensics, producing the reports? and providing environment is actually clean?

The cleanup and documentation always take the longest, and that’s usually where many clients decide whether they stay or walk. Good security gives you breathing room when things go wrong and it buys time while insurance drags on for months and months and it keeps the client relationship intact.

Security isn’t about how impressive your setup looks on paper but about how well you handle the worst day.

You might be compromised and not even know it 

Most people think they’d definitely know if their computer was hacked.
I used to think that too.

When mine was compromised, I was just at home on my laptop.
No big warning.
No ransom screen.

Just some annoying pop ups.
A couple weird browser redirects.
Things running slower than normal.

I almost brushed it off. I think most people would have. 

We’re so used to tech being SO glitchy that we don’t stop to question it anymore.
We just assume it’s well one of those things.

That’s exactly what cyber attackers rely on.

Here’s what I didn’t fully appreciate until it happened to me that…

Most cyberattacks aren’t loud.
They don’t announce themselves.

They sit quietly, watch and collect.

Once I realized that I shut everything down.

What I did next probably was overkill, but I wasn’t taking chances):

—Killed the Wi-Fi
—Ran more than one security scan
—Changed every password from a clean machine
—Wiped and reinstalled the OS
—Turned on MFA everywhere I could. This step is always missed. 

This isn’t about being paranoid.
It’s about not being naive.

If you ever get that feeling like something’s not right trust it.

PS: This things happens to very technical people too and maybe especially to them.

taplio

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Enrique Kalb

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taplio

The Battle

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Enrique Kalb

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