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Partners in Excellence and author of "The Sales Managers Survival Guide", Dave Brock joins the podcast and shares some of the most amazing stories about life, sales, and business growth. And more importantly how they are all intertwined. At the core, it's about finding your purpose and building that into your whole being. You will never full potential otherwise
Take the time to listen to this hugely popular, classic episode packed with sage sales advice. Joining Andy for the roundtable discussion today are Richard Harris, Founder of the Harris Consulting Group, Mark Cox, Founder of In the Funnel Sales Coaching and host of The Selling Well Podcast, and Matt Dixon, Wall Street Journal best selling co author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and his new book, The Jolt Effect. They begin by discussing some of the best ways to offer value to clients, the role of technology in enhancing sales, the challenge of being constantly pitched by vendors and the lack of interest in product details, and they propose a "common sense revolution in sales," where the focus is on improving clients' businesses. They challenge both traditional sales training methods, and current compensation structures, and argue that ROI is more crucial than simply offering a cheaper price. The group turns its focus to the essential skill of asking open-ended questions, which can separate the best sellers from the rest, the significance of listening and truly understanding the client's pain points in their specific context, how to earn the right to ask questions, and being one step ahead and adaptable to shifting buyer behavior.Connect with Richard, Matt, and MarkHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!
There can be a lot of petty infighting and finger pointing among sales teams. Sometimes you're left wondering if management is helping, hurting, leading, or confusing. On today's episode, Andy welcomes his friends Ralph Barsi, VP of Sales at Kahua, Richard Harris, author and Founder of Harris Consulting Group, and Mitchell Kasprzyk, VP of Sales at Compyl. The panel discusses the importance of performance metrics, sales process adherence, the double-edged sword of AI in sales, and Andy's full head of hair. They explore the need for innovation, creative problem-solving, the generational differences in sales coaching and learning, tech to enhance sales strategies and outcomes, and reassessing accountability for leadership and teams.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.
What are the 9 B2B Sales Tips? If you're looking to improve your B2B SaaS sales skills, this episode is a must-listen. On the Payback Time Podcast, Sean's next guest breaks down 9 sales tips aimed at enhancing your contract closures. One tip focuses on stopping discounts for your services, while another explores the impact of artificial intelligence and whether AI will replace salespeople. Richard Harris founder of The Harris Consulting Group, delves into effective B2B sales strategies that truly deliver results. Harris's approach, rooted in both experience and innovative thinking, addresses common pitfalls and provides actionable solutions. Key Timecodes (00:36) - Show intro and background history (01:29) - Deeper into his career journey (03:17) - Understanding his business strategies (07:46) - Deeper into his sales philosophy (07:52) - Deeper into his ROI conversion strategies (14:26) - Commercial break (TYKR mobile app) (15:07) - How to stop over discounting (19:54) - How to bring humanity back into sales (23:02) - Deeper into his tactical approaches (29:57) - How AI can not replace salespeople (33:42) - Guest hot tips (37:03) - A key takeaway from the guest (42:49) - Guest contacts
Most prospects are budget-conscious, but that doesn't mean we should be spending convincing them to solve painful problems. A much more effective way to sell is to show them how much your solution can and make them in their lives and businesses. To learn how we can reframe what we sell as an investment, we sat down with Richard Harris, president of Harris Consulting Group and author of The Seller's Journey. He showed us how salespeople can switch their thinking from cost to benefit and change the way they sell and serve!
EPISODE SUMMARYIn today's rapidly evolving software sales environment, mastering the art of sales is more crucial than ever. This week on "Scale Your SaaS," host Matt Wolach and guest Richard Harris, founder of The Harris Consulting Group and a renowned sales influencer, discuss innovative approaches to selling that can significantly enhance your software sales strategy. Learn how to make your sales process not only effective but also profoundly impactful here.PODCAST-AT-A-GLANCEPodcast: Scale Your SaaS with Matt WolachEpisode: Episode No. 322, “The Seller's Journey - with Richard Harris”Guest: Richard Harris, Founder at The Harris Consulting GroupHost: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and InvestorSponsored by: LeadfeederTOP TIPS FROM THIS EPISODE1. Embracing the Sellers' Journey2. Tactics Over Features3. Demos Shouldn't Be Training Sessions4. The Importance of Mental and Emotional PreparationEPISODE HIGHLIGHTSChanging the Sales ParadigmNegotiating with ProcurementTOP QUOTESRichard Harris[06:25] “I titled the book, 'The Sellers Journey,' because I don't believe that there's a buyer's journey... There's a buyer's experience through the seller's journey."[17:17] "Talk about the pain you solve, not what you do. Nobody cares what you do; they care what pains you solve."Matt Wolach[17:43] "The truth is, tweaking and refining our approach can lead to perfection in how we handle sales processes.”[25:46] "Even the best, the reason that they're the best, is because they work the hardest to continue to improve to continue to be the best."LEARN MORETo learn more about The Harris Consulting Group, visit: https://theharrisconsultinggroup.com/You can also find Richard Harris on LinkedIn: https://www.linkedin.com/in/rharris415/For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/ Get even more tips by following Matt elsewhere: Sales Tips LinkedIn Twitter Instagram
Richard Harris is the Founder of the Harris Consulting Group. He is a 4x Salesforce Sales Leader 5x AAiSP Top Sales Leader. He joins the Sales Players to share insights from his new book, The Seller's Journey. SPONSORS: • Accord (Deal Execution Platform Designed to Enforce Execution Excellence) - https://inaccord.com/?utm_campaign=2024%20Partnerships&utm_source=partner&utm_content=sales-players • Leadfeeder (Turn Page Views into Pipeline) - https://www.leadfeeder.com/?utm_source=podcast&utm_medium=body&utm_campaign=salesplayers SP fans use this link for an extended, 21-day free trial • Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com/?kfl_ln=jesse-woodbury use this link with promo code JWSURFE5 for a 5% discount on your first year EPISODE LINKS: • https://www.linkedin.com/in/rharris415/ • Get Richard's Book, The Seller's Journey: https://www.amazon.com/Sellers-Journey-Guidebook-N-T/dp/1774584069 • Richard's Coaching Bot: https://theharrisconsultinggroup.com/richardgpt/ • Call/Text Richard on his Cell: 415-596-9149 CONNECT WITH JESSE: • Linkedin: https://www.linkedin.com/in/jessewoodbury/ • Twitter: https://twitter.com/jessewoodbury • Website: https://jessewoodbury.com/ CONNECT WITH CHASE: • Linkedin: https://www.linkedin.com/in/chase-barmore • Twitter: https://twitter.com/ChaseBarmore?s=20 • Website: https://chasebarmore.com HELP US GROW SP: • Join Us in the Sales Players Slack Community: https://launchpass.com/saas_sales_players • Subscribe! • Leave a rating, write a review, and share • Check out the above sponsors, it's the best way to support the show PAST GUEST HIGHLIGHTS: Chris Orlob, Ian Koniak, Brandon Fluharty, Scott Leese, Jamal Reimer, Jen Allen-Knuth, Andy Paul, Collin Mitchell, Tim Zielinski, Christian Banach, Rajiv 'RajNATION' Nathan, Belal Batrawy, Christine Rogers, Chris Beall, Patrick Baynes, Jeroen Corthout, Nate Nasralla, Gabe Lullo, Vince Beese, Brandon Bornancin, Girish Redekar, Guillaume Moubeche, Lloyed Lobo, Corey Quinn, Danny Delvecchio, Tom Slocum, Brent Keltner, Todd Busler, Richard Harris © Sales Players LLC
Ready to unlock explosive growth for your business? Join us on the Conquer Local Podcast as we welcome sales veteran Richard Harris!Richard is the founder of The Harris Consulting Group and brings over 20 years of experience, having worked his way up from SDR to VP of Sales. He's helped companies like Zoom, Salesforce, Dusty Robotics, and Human Interest achieve remarkable success.In this episode, Richard will share his golden nuggets of wisdom on:Developing Winning GTM Strategies: Craft a roadmap to market dominance that drives results.The Art of the Question: Learn how to ask the right questions at the right time to build trust and close deals.Sales Enablement: Empower your sales reps to become high-performing revenue generators.Richard is also the co-founder of Surf and Sales, a thriving community for sales professionals, and host of the popular Surf and Sales Podcast. Don't miss this opportunity to gain insights from a sales guru!Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) make up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.
w/ Richard Harris… What experience is your customer looking for? In this episode, Mark and Richard flip the script on the buyer's journey narrative and introduce you to the concept of the seller's journey. Sales and marketing don't just influence the path but construct it, encouraging a focus on the buyer's experience rather than the journey itself. The conversation takes a turn as Mark and Richard also share their perspectives on the relationship between mindset and discipline, persona-driven sales strategies, and even AI. Listen at → 17'33” for Richard's NEAT Principles of Selling. ◩ About the Guest ◩ Richard Harris is the founder of The Harris Consulting Group specializing in full funnel sales training and operational guidance. He's also the author of Owning Your Job Search and The Seller's Journey, and co-founder of the Surf and Sales conference.
I firmly believe that sales is one of the most fulfilling and satisfying careers available, and yet, when speaking with sales people, I often hear them describe their role as Customer Success Manager, Account Director, Customer Experience Manager, amongst other 'titles'. Why don't people simply say "I'm in Sales"? Whether we like it or not, sales is central to every business and every organisation, and whether you carry a sales target or not, everyone is in sales. In today's episode, I enjoy a terrific conversation with Richard Harris, Founder of the Harris Consulting Group, and an exceptional sales leader. We talk about the seller's journey, why the 'buyer's journey' is a fallacy, how to maintain your value despite customers asking for discounts, as well as other sales gold. I hope you get as much out of listening to this episode as I did having the conversation. To connect with Richard, as well as grabbing a copy of his book "The Sellers Journey", which by the way Richard offers a money back guarantee on, please go to: LinkedIn - https://www.linkedin.com/in/rharris415/ Website - https://www.thesellersjourney.co/the-sellers-journey https://www.surfandsales.com/ Richard's mobile number - +1 415 596 9149
Chuck brings his knowledge about all things hiring for sales. We covered timing for Founder Led Sales transitioning to a revenue organization. When to hire, who to hire, and how to hire. And then we flip it to what should candidates do better in the interview process to standout
This week's show is entitled, "The Buyer's Experience is a Lie" and my guest is Richard Harris, Founder of The Harris Consulting Group and author of "The Seller's Journey Your Guidebook to Closing More Deals with N.E.A.T Selling". Tune in to Learn About: How to restore the human element in sales amid the rise of AI. Learn about Richard's N.E.A.T Selling Method Discover strategies for navigating the complex, multi-decision maker environment of B2B sales The importance of accountability in the selling process Watch the video, listen in now and/or read the transcript on the Heinz Marketing blog (search Harris).
Attention all sales professionals! Do you want increased success in sales conversations and negotiations? we'll be sharing the solution so that you can achieve that result. Get ready to level up your sales game! Get ready for a jaw-dropping insight into negotiation tactics and buyer psychology. Uncover the shocking truth behind procurement strategies and the real power dynamics at play. You won't believe what really goes on behind the scenes. Buckle up for an eye-opening conversation with Richard Harris, where the hidden secrets of sales success are revealed. Are you prepared to challenge everything you thought you knew about sales? Get ready to be blown away. Meet our guest: This week's Modern Selling Podcast guest is Richard Harris, a veteran in the world of sales and CEO & founder of The Harris Consulting Group. Listen as he unfolds his journey of embracing the impactful use of "and" in sales conversations. With a childhood rooted in a family immersed in the sales domain, Richard's early exposure to business and ownership in Texaco stock at a tender age laid the groundwork for his eventual foray into the sales arena. His diverse experiences, from working at the Gap to venturing into sales training and go-to-market strategies, provided a rich tapestry of knowledge that shaped his understanding of negotiation and collaboration in sales. Richard's unique perspective on the human element of the sales process and the significance of earning the right to ask questions showcases his deep insight into the art of sales conversations. His engaging storytelling skillfully captures the essence of his journey, resonating with the audience and illuminating the transformative moments that led him to recognize the power of "and" in sales conversations. I do not believe there's anything called a buyer's journey. I think it's a lie and a myth. The only thing the buyer has is an experience. - Richard Harris Richard Harris, brings a wealth of sales expertise with a touch of humor and relatability. With a lifelong passion for sales, Richard's journey from working at the Gap in high school to owning stock in Texaco at the age of six, has shaped his deep understanding of the human side of the sales process. Through his company, he specializes in sales training and go-to-market strategies, emphasizing the importance of earning the right to ask questions and the humanity behind each sales interaction. Richard's approachable and engaging style makes him a trusted advisor for those looking to enhance their negotiation and collaboration skills in the sales landscape. Enhance sales conversations Mario and Richard delve into a fascinating discourse on the strategic use of the words "and" and "but" in sales conversations. Sales conversations often require a delicate approach, utilizing the correct words that can maintain a positive, collaborative tone and foster more intensive customer engagement. By tweaking these small but significant aspects of your conversation techniques, you'll be able to reduce potential friction and bolster the effectiveness and conviviality of your sales dialogues. In this episode, you will be able to: Master the Neat Selling method and close more deals. Enhance your sales conversations with strategic use of "and". Successfully negotiate with procurement teams and win big contracts. Skillfully handle pricing discussions to maximize sales opportunities. Navigate contract negotiations with procurement for mutually beneficial outcomes. The key moments in this episode are: 00:00:08 - Introduction to the Podcast 00:01:24 - Welcome Richard Harris 00:04:12 - Richard Harris's Background 00:08:31 - Writing "The Seller's Journey" 00:12:22 - Navigating Procurement 00:13:45 - The Power of "And" vs "But" 00:17:55 - The Importance of Agreement in Sales Conversations 00:21:05 - Slowing Down for Strategic Thinking 00:23:43 - The Role of Procurement in Negotiations 00:27:19 - Navigating Negotiations with Procurement 00:28:45 - Overcoming Adversarial Negotiations 00:29:43 - Handling Discount Requests 00:32:53 - Importance of Economic Impact 00:34:35 - Leveraging Pricing in Negotiations 00:40:36 - Unbundling Contract and Pricing 00:42:46 - Procurement's Unusual Contract Clause 00:46:17 - Negotiating with Procurement and Legal 00:49:41 - Procurement Tactics and Training 00:51:18 - Personalized Connection Requests and Judging 00:51:57 - Favorite Movie and Final Thoughts Timestamped summary of this episode: 00:00:08 - Introduction to the Podcast Mario Martinez Jr. introduces the podcast and explains that it features sales leaders, practitioners, and influencers to help listeners grow their sales numbers at scale. 00:01:24 - Welcome Richard Harris Mario Martinez Jr. welcomes Richard Harris to the show, discussing that they are in the 7th season with over 250 episodes. They talk about Richard's new book, "The Seller's Journey." 00:04:12 - Richard Harris's Background Richard Harris shares his background, growing up in sales and his work with the Harris Consulting Group. He talks about his approach to sales training, focusing on the humanity of the sales process. 00:08:31 - Writing "The Seller's Journey" Richard Harris discusses the inspiration behind writing "The Seller's Journey," explaining his belief that there's no such thing as a buyer's journey. He emphasizes the importance of the seller's journey and the tactics shared in the book. 00:12:22 - Navigating Procurement Richard Harris delves into the topic of negotiating with procurement, highlighting that procurement is not the enemy and discussing the importance of engaging with them early in the sales cycle to understand their needs and challenges. 00:13:45 - The Power of "And" vs "But" Richard Harris discusses the significance of using "and" instead of "but" in sales conversations. He explains that "and" signifies agreement, while "but" can be perceived as disagreement, turning people off. 00:17:55 - The Importance of Agreement in Sales Conversations Richard emphasizes the importance of showing agreement when speaking with buyers, influencers, and coaches. He explains that using "and" can help reduce confrontation and friction in uncomfortable conversations, ultimately improving the buyer's experience. 00:21:05 - Slowing Down for Strategic Thinking Mario and Richard discuss the impact of intentional changes in thinking processes, such as using "and" instead of "but," to slow down and strategically approach sales conversations. Richard shares how this tactic can help salespeople better connect with buyers and improve their overall experience. 00:23:43 - The Role of Procurement in Negotiations Richard shares his experience negotiating with procurement and provides insights into the role of procurement in sales. He highlights that procurement is not always the enemy and discusses the dynamics of negotiation in larger contracts involving procurement teams. 00:27:19 - Navigating Negotiations with Procurement Richard offers strategies for navigating negotiations with procurement, emphasizing the importance of early engagement and seeking permission from champions to involve procurement sooner. He also addresses the power dynamics and decision-making authority within procurement processes. 00:28:45 - Overcoming Adversarial Negotiations Richard Harris discusses the challenge of negotiations feeling adversarial and shares strategies to shift the conversation to commercial terms, emphasizing the value exchange. 00:29:43 - Handling Discount Requests Richard explains the importance of using the term "commercial terms" and shares a role play scenario to demonstrate handling discount requests effectively by focusing on economic impact. 00:32:53 - Importance of Economic Impact Richard emphasizes the significance of understanding economic impact in negotiations and differentiates it from ROI. He highlights the importance of discovery skills in uncovering economic impact. 00:34:35 - Leveraging Pricing in Negotiations Richard provides insights on leveraging pricing in negotiations by offering additional benefits in exchange for discounts, such as marketing support, case studies, and prepayment of contracts. 00:40:36 - Unbundling Contract and Pricing Richard cautions against the unbundling of contract and pricing in negotiations, emphasizing the importance of including elements such as customer references and logos in contracts to avoid internal conflicts. 00:42:46 - Procurement's Unusual Contract Clause Procurement redlined the contract to include a clause allowing termination for convenience, with a strange twist of prepaying and getting a refund for unused services. 00:46:17 - Negotiating with Procurement and Legal A two-hour negotiation session with procurement and legal resulted in an agreement on a termination for convenience clause. However, they later denied agreeing to it, but a recorded snippet proved otherwise. 00:49:41 - Procurement Tactics and Training Procurement tactics include intentional delays and denial of agreed terms. These tactics are frustrating but can be navigated with evidence and strong negotiation skills. 00:51:18 - Personalized Connection Requests and Judging Richard judge's LinkedIn connection requests and uses them for sales training. Personalizing connection requests is crucial to make a good impression. 00:51:57 - Favorite Movie and Final Thoughts Richard's favorite movie is Shawshank Redemption. The episode concludes with a call to action to rate and review the podcast. Master Neat Selling technique Hone your sales skills with the Neat Selling technique. This method urges sales professionals to delve into the buyer's need, economic impact, their access to authority, and timeline. Elevating your expertise on this technique can propel your sales success by facilitating a deeper understanding of buyer's needs and economic considerations, thereby aligning your product or service to provide maximum value. Ace negotiations with procurement For sales professionals, negotiations with procurement teams can be challenging. In this episode, Mario and Richard share insightful strategies, tactics, and experiences to help you navigate these discussions more confidently and effectively. From framing the conversation to anticipate individual needs, understanding your customer's perspective, and being well-prepared with quick information, these valuable strategies can position you for more successful negotiations with procurement teams. The resources mentioned in this episode are: The book The Seller's Journey by Richard Harris is available on Amazon and other online platforms. It covers tactics for closing deals and is a valuable resource for sales professionals. Connect with Richard Harris on LinkedIn and send a personalized connection request mentioning that you heard him on the modern selling podcast. Download FlyMSG for free to save 20 hours or more in a month and increase productivity. It's a text expander and personal writing assistant. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach a wider audience.
This week we welcome owner and founder Richard Harris of The Harris Consulting Group who specialise in teaching and scaling tech/SAAS sales teams. Richard is also one of only a few very esteemed “Sales Blazers” having been recognised formally by SalesForce. Richard and I talk about why so many managers and teams resist sales training and the psychology behind their reluctance to change so they can become better. We also touch on why there is often the same resistance and reluctance when it comes to sales teams using and adopting CRM. Show Notes: To connect with Richard on LinkedIn where posts both prolifically and intelligently you can do that here: https://www.linkedin.com/in/rharris415/ To find out more about his company and what they do: https://theharrisconsultinggroup.com/ And watch out for his upcoming book which will be released in February 2024 called The Sellers Journey (which I will be putting on pre-order and on my watchlist). +++ Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: www.linkedin.com/in/stjohncraner/ Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide): bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/rural-sales…-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz
Recently, Mark was a guest on Andy Paul's The Win Rate Podcast. Joining Andy for the roundtable discussion today are Richard Harris, Founder of the Harris Consulting Group, Mark Cox, Founder of In the Funnel Sales Coaching and host of The Selling Well Podcast, and Matt Dixon, Wall Street Journal best selling co author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and his new book, The Jolt Effect. They begin by discussing some of the best ways to offer value to clients, the role of technology in enhancing sales, the challenge of being constantly pitched by vendors and the lack of interest in product details, and they propose a "common sense revolution in sales," where the focus is on improving clients' businesses. They challenge both traditional sales training methods, and current compensation structures, and argue that ROI is more crucial than simply offering a cheaper price. The group turns its focus to the essential skill of asking open-ended questions, which can separate the best sellers from the rest, the significance of listening and truly understanding the client's pain points in their specific context, how to earn the right to ask questions, and being one step ahead and adaptable to shifting buyer behavior.Connect with Richard, Matt, and Mark. Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com SPECIAL OFFER for our Listeners! Check out the In The Funnel Sales Academy for B2B salespeople, sales leaders and entrepreneurs and recieve 50% off your first month on any of our subscriptions. Go to https://www.sellingwell.com/podcast and use the promo code: PODCAST Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify
Joining Andy for the roundtable discussion today are Richard Harris, Founder of the Harris Consulting Group, Mark Cox, Founder of In the Funnel Sales Coaching and host of The Selling Well Podcast, and Matt Dixon, Wall Street Journal best selling co author of The Challenger Sale, The Effortless Experience, The Challenger Customer, and his new book, The Jolt Effect. They begin by discussing some of the best ways to offer value to clients, the role of technology in enhancing sales, the challenge of being constantly pitched by vendors and the lack of interest in product details, and they propose a "common sense revolution in sales," where the focus is on improving clients' businesses. They challenge both traditional sales training methods, and current compensation structures, and argue that ROI is more crucial than simply offering a cheaper price. The group turns its focus to the essential skill of asking open-ended questions, which can separate the best sellers from the rest, the significance of listening and truly understanding the client's pain points in their specific context, how to earn the right to ask questions, and being one step ahead and adaptable to shifting buyer behavior.Connect with Richard, Matt, and MarkHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognism
In this week's episode, Howard is once again joined by Richard Harris, renowned sales consultant and founder of the Harris Consulting Group, to delve into the critical topic of when and why businesses should consider hiring a sales consultant. Richard sheds light on the pivotal role a consultant plays in shifting perspectives, validating existing strategies, and guiding sales teams towards improved performance. Discover valuable insights on choosing the right consultant and assessing the impact of their expertise. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Richard Harris (Founder, The Harris Consulting Group) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
In this week's episode, Howard speaks to Richard Harris, Founder of the Harris Consulting Group, to explore the impact of AI on mental health. They discuss the mixed emotions that arise from technological advancements and emphasize the need to balance AI with human interactions in the sales process. Additionally, they highlight the growing disconnect in a technology-driven world and stress the importance of fostering human connection and combating loneliness. Join them as they navigate the transformative effects of AI on mental health and sales, and advocate for preserving the human element in an increasingly automated society. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Richard Harris (Founder, The Harris Consulting Group) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.
The key to founder-led sales is to improve the product/services faster, which is revenue growth. The key to transitioning to from founder-led sales to a salesperson is not letting them sell for 90 days. The key to upselling in founder-led sales, ask for feedback - those conversations lead to more extensive discussions about other problems we might be able to solve for them. Michael Martocci joins us and shares his thoughts and insights on this and more.
Summary/Abstract Richard Harris is the owner and founder of the Harris Consulting Group, as well as the co-founder of Surf and Sales. He is also a five-time AAiSP Top 25 Most Influential Inside Sales Professional two times Salesforce Sales Leader. In the podcast, Jax and Richard discuss the early stages of SaaS startups, and how Richard is able to help them grow. They also talk about the importance of microdoses in the sales process, and how they can help keep top of mind for potential customers. Richard is a sales trainer, startup adviser, and trusted sales professional. He has always wanted to be in management and sales, and he started his company about ten years ago based on a startup he was working for. Richard describes how he teaches sales reps how to earn the right to ask questions, which questions to ask, and when to do it from a sales training perspective. If you're an upcoming Account Executive, this is an episode you don't wanna miss. Key Takeaways: Upfront Contract Sales Methodologies Mental Health Connect with Richard Harrison on LinkedIn https://theharrisconsultinggroup.com/ --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/jtlieu/support
In this episode of the Enterprise Sales Development podcast, we speak with Richard Harris, Founder of The Harris Consulting Group, a customized sales training program that helps sales reps earn the right to ask questions, learn which questions to ask, and when to ask them so they can drive more revenue. Richard shares how reps can optimize sales craft and develop more efficient timing, pace, and tone within the sales cycle. He also discusses the value of merging leadership and technology and how it can break through generational barriers within teams. WHAT YOU'LL LEARN Techtonic changes over the last decade in sales consulting clients The value of merging leadership and technology Run your Lungs: Personalizing your sales deck How to change sales cycles with negotiation and clear communication QUOTES “The challenge that I see is bandwidth. We have made ourselves so efficient that theoretically: Should we even have to do the job anymore? There are too many tools that are being rolled out without teaching people how to be experts at them. So they are only using bits and pieces. Everyone wants the magic pill.” - Richard Harris [04:39] “One of the first things I ask people is if they have done an audit. Do you even know if emails are getting to the recipient? That is something at the top of the funnel I have become more and more insistent upon.” - Richard Harris [21:49] “We have to stop talking about what we do and start talking about the pains that we solve. We have to paint the picture of that pain. People buy in the pain. When it hurts we want to fix it.” - Richard Harris [23:03] “There is a difference between sounding scripted and having a script. The word ‘script' has become this silly and bad word. Go run your lungs, say it out loud, and see what it sounds like. Practice. Practice. Practice.” - Richard Harris [34:14] TIMESTAMPS [00:00] Intro [00:25] This week's guest: Richard Harris [02:39] Changes in sales consulting over the last decade [09:50] Technology and leadership [13:25] The value of team customizations [18:00] Negotiating in different departments [22:30] The training funnel [26:50] Tailoring sales calls and sales demos [31:16] Teaching mindset for reps [38:01] Cheat codes and table stakes [41:06] Leveraging sales tools [44:58] How to connect with Richard RESOURCES Harris Consulting Group CONNECT Richard Harris on LinkedIn Call Richard: 415-596-9149 Richard's Email: richard@rharris415.com CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices
The ultimate founder unicorn. Someone with a sales background and the ability to actually code the product. Eldad from Winn.ai shares amazing insights on combining these two roles together including: How a global pandemic can drive the creation Why does it take 1-2 hrs/ day to update the CRM What you need to get right when moving from beta to scaling the business What tech founders need to understand about moving from founder-led sales Finding the right partner in your first sales hire as a founder Forecasting the first time.
The skills you learn early in your sales career never go away as you grow your career, even when you become a founder. What it means to slow down to speed up Navigating the founder mindset to focus on the "one thing." Two keys to successful leadership. The difference between rejection as a founder and sales. The value of time is driving decisions Chasing time is more valuable than chasing money. Why the sales interview process is still broken
What if you were a founder with an engineering degree and an MBA? Well, Monique Mills is that person. This episode will let you bridge the gap between being a revenue individual and a technical founder. Dealing with a Technical Founder as a Sales LeaderThe origin story from engineering to sales and leadership Connecting the dots be Providing value to someone willing to Everything must have value to someone else, not just you. How does a founder know when to let go? I give people the things I wish I had
ROI is the biggest behind Crypto Understanding how the economic downturn helps your company. The insights economic downturns teach founders. Brute force to first $1m-$2m will not get $100m Finding thought partners with your first customers is the most important thing. Founders must show their early customers they care, not pitch "the baby" How to get your first customer to be a big customer. Enlightened self-interest is greater than humility. Time is more scarce than money.
Did you hear the one about... When you're taught to lie to your customers at your first sales job. When your leadership tells you to lie to your customers The time the mob said meet me outside in my black Cadillac When the customer pulled the baseball bat during the walking-in cold call Why betting on yourself will always get you through the scariest moments.
When does the capacity of technology start hurting the experience? Many tools in the sales stack are built with intent, not purpose. We create tools because the VC market wants to make money. Technology is changing the buyer's behavior but will it stop the spam or keep making it worse? What do we do when the customer is in a constant state of shift? We have to be constantly agile, says Dr. Dover. Scaling culture does not mean replicating the 0 to 10 team member culture. Culture through contagion, not just deployment of strategy. Gen Z wants the opposite of Millennials - so what is it?
As the sales world shifts towards a more revenue focus, it's critical to understand how to effectively measure marketing and sales as with a single alignment. The skillsets needed from marketers and sales needed for 2023 How to create a combined compensation model for sales and marketing All the new revenue titles and what it means How to find out if the new company has What's the number one driver of conversion rates The value of curiosity and problem solvers
After 18 years in corporate sales in big tech, it was time to leap into her starting her own business. Oh, and along the way, she had some of the biggest personal challenges, particularly as a mom. What it means to fail forward Fear of success can be as powerful as fear of failure. Why farming is entrepreneurial The wrong image of postpartum depression Finding the balance as a mom and a career woman. Why culture starts bottom up with front line leadership than top down. The cues that your culture is bad. What founders need to understand about culture going from Seed to A, to B.
Jen started her sales career non-traditionally. She started as an account manager and customer service; then she decided to move into sales. What you should be teaching your new reps first and it's not about the product.The Challenger Methodology does not mean ignoring relationship selling How tonality matter How to value your worth as a keynote speaker You will never be excellent in sales What does the role of evangelizing role really mean
There is only one way to describe this episode. Pure Fire. So much wisdom dropped. What are your 5 Dream Lives7 figures are the NEW 6 figures You cannot make your identity based on your money The 12-Week Year We all need running mates, mentors, and mentees Sometimes we have to embrace the suck
Kurt Wilkin has been doing sales and executive recruiting for a very long time. And he shares what's broken and how to fix it. What's wrong with the recruiting pricing model Retrain your brain on how to leverage the recruiter relationship better Why do most companies not get the recruiter relationship wrong? The blindspots of entrepreneurs when it comes to growing The four questions you should ask about your current team to grow to the next level Does your employee have the experience and skills to get to the next level?
Keith Daw has an amazing story. After spending years working for others, he cut the cord and built his own business. He shares his advice on how to: The mindset founders struggle with. You pay me to tell me what to do, not what you want to do Deciding to bet on yourself and cut the W2 Figuring out your pricing and contracts when starting your consulting business. What about the ROI phrase
Vlad's first job was selling popcorn on his bike. Now he is an enterprise salesperson selling 6 and 7-figure deals with multi-year sales cycles. He shares amazing insights around the growth mindset and how to achieve your dreams. Understanding your customer before you speak with them Your growth in sales will be based more than on your work experience Working on your confidence in sales The key to success starts with repairing the damage from growing up
This episode of the Sales Career Podcast with Kevin Hopp features Richard Harris, Founder of The Harris Consulting Group and Co-Founder of Surf and Sales. Richard shares the ups and downs of his sales career, from finding success as a consultant to getting fired multiple times over the years. He talks about your accountability in getting laid off, as well as its reflection of the company's position at that moment. He also gives advice to his younger self and recommends The 48 Laws of Power to listeners. HIGHLIGHTSA lifelong salesman: Selling Gap clothing and surviving the recessionGetting fired or laid off: Accept your responsibility and growthRichard's advice on how he should have done it QUOTESConsulting was not the plan but it's how it worked out - Richard: "This was back when you couldn't build your own websites easily, built what I call the validation website. Something that validates that I am who I say I am. And then I never looked back. So that's how I got into consulting. It was never a plan."Getting laid off is a reflection of you and your performance - Richard: "I think it's 50-50. I think it is about you as a person and it is about some level of performance. And, believe me, I know people who've gotten laid off who were crushing their number. I've seen all of that."Be open to learning because you don't know everything Richard: "I grew up thinking I knew it all and I think that's part of the Gen X life is that, because we were latchkey kids and we had to go home and figure it out, we think we've figured everything out." Find out more about Richard and connect with him in the links below:LinkedIn: https://www.linkedin.com/in/rharris415/Website: https://www.surfandsales.com/Email: richard@rharris415.comPhone: 415-596-9149 You can find and connect with Kevin in the links below:LinkedIn: https://www.linkedin.com/in/khopp/Website: https://www.hoppconsultinggroup.com/
It's always fun chatting with our good friend John Barrows. This is a recording of the live Bonfire Session we did with him on the topic of ROI is dead, and we answered questions from the crowd as well.
Today's interview is going to be so insightful and helpful, especially for you if you're in B2B sales or you want to build more corporate partnerships. My guest today, Richard Harris, is someone I've come to really respect and admire in the sales world. We were both honored to be recognized as Salesforce Top Sales Influencers this year, and when I came in to the program it was evident that Richard was already a leader in the group, had been in the program before, but helped me feel so welcomed and supported, even though I'm a complete rookie and had no idea what I was doing. As I've gotten to know him better my respect has continued to grow for him. He's a 2X Salesforce sales leader to follow, the founder of the Harris Consulting Group where his clients include Google, Salesforce, Zoom, and he helps put out the annual State of Mental Health in Sales Report too. He is not only incredible in his sales roles, but also cares about the health and wellbeing of all of us in sales and openly shares his own story of overcoming challenges. Show Notes: [2:41] - Welcome to the show, Richard! [4:46] - Richard shares his sales origin story. He always knew he would be in sales. [7:23] - It all started at The Gap for both Richard and Elyse. [8:30] - Although he works with a lot of huge companies, it isn't all about the corporate world for him. [10:17] - It all begins by being a giver. Make deposits over withdrawals. [12:10] - Listen as Richard shares a story of flipping the script to connect with a huge brand. [14:19] - Sometimes it is worth it to take a risk and be “gutsy”. [15:39] - Make the time to say yes more. [17:08] - By having this mindset, you will weed out the clients you don't want. [18:11] - Richard shares the experience of a “blow up” with a large company. [20:18] - He admits that sometimes ego gets in the way. [22:07] - What are the states of ego? [23:34] - 95% of it all is psychology and mindset. [24:34] - A lot of women make themselves small. [25:51] - Oftentimes, we place the prospect on a pedestal. [27:10] - Men in sales have this same issue but as they were growing up, they were taught to cover it up. [28:26] - It's not our job to do business with everyone we talk to. It's our job to do business with people who want to do business with us. [29:34] - “Our most successful customers have done it this way.” [30:43] - Earn the right to ask questions. [32:18] - Richard and Elyse do a role play to demonstrate a respect contract. [34:00] - There's a difference between having a script and sounding scripted. [35:19] - Everyone wants to be treated fairly. It levels the playing field. [37:16] - Share your Respect Contract with Richard. He'll help you solidify it. [38:51] - When you were at peak performance, what was happening? [40:17] - Mental Health is incredibly important. [42:01] - Richard opens up about his mental health and why he continues to see a therapist. [43:31] - There are strategies to increase focus on one thing and to stop focusing on the others. Connect with Richard: Call and Text: 415-596-9149 The Harris Consulting Group Website LinkedIn | Twitter | Facebook Links and Resources: Instagram | LinkedIn | YouTube She Sells with Elyse Archer Home Page
Todd brings a unique perspective to sales leadership and being a founder. Going all the way back to his time as a Sales Engineer, the first GTM hires to VP of Sales, and finally a founder. Seeing the problem vs. taking the leap of faith The first step to becoming a founder What the MVP should look like and how not to overbuild What makes the best first GTM salesperson Optimizing growth for people who want to learn Improving the relationship between the AE and Sales Engineer
Richard has a unique and different background in becoming a sales leader. Going from product to solutions engineering to VP of Sales. Why does a VC have a VP of Sales and Customer Success Coming from product engineering to a sales leaderIs your sales team Wolf of Wall Street or MoneyballIs product management the future of salesWhat founders do not understand what they need in go-to-market strategy, hires, and companiesWhat's the difference between a VP of Sales at $1m, $5m-$10mWhat has this person done vs what have they been a part ofIt's ok to hire the #2 or #3 rep on the sales team
Nick has always loved chasing revenue and waves. He shares his experiences of each Why chase revenueWhat is the value of performance reviewsGetting your first customerHow to find your first customerDo you have an adaptability question Taking something you are good at and apply to something you are bad at
Selling is a spiritual experience. This was just one of the knowledge bombs dropped by our guest Denis Champagne. Denis is one of these folks who have so much wisdom about life, not just life, and a ton about sales including: Winning is about the achievement, not beating the opponentThe discipline to be good Realizing that sales about treasures of the heart It's easier to change plans than not to make them.You can hide the face but not the voice, especially in prospecting.Personal wealth is preceded by personal growth Target, Execution, Account for Activity, Measure, Manage, Success
A reverse episode where we let the guest ask all the questions. Here are just a few. How do you know which sales methodology is the right one for you? How do you choose the right type of mentor? What books are you reading? Painting pictures of pain How do you run a discovery call? How do you determine access to authority?
Richard Harris, Founder of The Harris Consulting Group, brings 20+ years of sales and Saas experience to the table when working with clients. His passion is helping companies close the gap between the old school features and benefits approach to selling and focusing on the customers’ pains while maintaining individual authenticity for the seller. In […] The post Richard Harris With The Harris Consulting Group appeared first on Business RadioX ®.
Richard Harris, Founder of The Harris Consulting Group, brings 20+ years of sales and Saas experience to the table when working with clients. His passion is helping companies close the gap between the old school features and benefits approach to selling and focusing on the customers’ pains while maintaining individual authenticity for the seller. In […]
Mark Smith tells it how it is. A VP of Sales multiple times over, he has dabbled in politics, consulting, advising and investing. So why leave everything behind and take a sabbatical? We sit down with Mark to discuss how his definition of success has evolved over the years, and the lessons he hopes to impart upon the next generation of sellers and leaders.
An impromptu podcast episode. Decided to let the guest interview the host. Tyler asked some awesome questions and the answers will surprise you. 1. How does your newsletter play into your overall strategy? 2. How do you measure yourself when you aren't held accountable to a number as a solo-preneur
A special episode with our friends from Salesforce supporting your team around the topic of mental health. Amazing insights are shared by Niraj Kapur, Lindsey Boggs, Elyese Archer, Richard Harris and Marcus Chan
Feras started in sales and fell in love with revenue operations after carrying a bag for years. He shares amazing insights on Revenue Operations best practices. The value of a sales focus being in RevOps Running rev ops with 20 employees vs 1,000 Understanding the revenue lifecycle Recognizing enterprise risk Tool familiarity cannot be the only hiring criteria The pitfalls of 3rd party full-time contractor Should RevOps have variable compensation What does an advisor even do
A must-listen episode! An interesting episode where the guest asks all the questions. Zac came prepared and asked some of the best questions everyone thinks about. Where do you invest in sales post-Series A to scale? What are the steps and in what order to best define product-market fit? How do we go from nice-to-have to must-have?
Rare is the first head of sales making it past 18 months at a startup. Scotland is in rarified air and shares his experiences with us including: Go to market workspace First 18 months as head of sales at 16 months The priorities of a new head of sales for the first 16 months Build a capacity plan vs forecasting plan Don't overly process in the early stages 3 Types of early-stage revenue operators Recapturing the momentum after a miss Pricing integrity
In this episode of Leads to Growth with the National Association of Sales Professionals, our guest is top sales influencer for 2021 by Salesforce.com, co-founder of Surf and Sales and founder of the Harris Consulting Group, Richard Harris. He shares everything from top sales tech he is using, evolving sales compensation, and insights from his consulting to his personal story, feelings of depression, and the reminder that there is more to life than just work. Join the NASP community today by becoming a Free Member: Click Here
Join host Adam Michalski as he interviews Richard Harris, founder of The Harris Consulting Group. They discuss how The Harris Consulting Group teaches “reps how to earn the right to ask questions, which ones to ask, and when.”Topics Covered:Richard's career journeyWhen the right time is to scale up salesHow to craft a repeatable sales processWhat skill sets to look for in new hiresHow to leverage your community networkPartner with The Harris Consulting Group:Partners & ToolsBlogRichard's TwitterRichard's cell number: (415) 596-9149Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.
In week's episodes, I am doing something I never did. For the first time on The 20% Podcast, this episode features 2 guests, Richard Harris and Mike Hook, as they are fresh off of their Surf and Sales Trip in Costa Rica that is run by Richard and former 20% Podcast guest, Scott Leese. The first half of the episode features Richard Harris, who is the Founder of The Harris Consulting Group, where they help their customers with Full Funnel Sales Training that help their customers increase revenue, improved pipeline volume and velocity, shorter sales cycles, and the list goes on and on. He and Scott Leese also founded Surf and Sales, which is a sales conference held in Costa Rica, and where they focus on Intimacy at scale, and where the in-between moments create equal value to the sessions, and where focus on self-improvement yields to life-changing results. Richard and I discussed: Understanding Process and Patience The Importance of Passion Asking for Help As well as Startups vs. Big Corporations On the second half of the episode, my featured guest is Mike Hook. Mike is currently the VP of Sales at ChildcareCRM, which is a web-based CRM and marketing system specifically for the child care industry. Mike is a true leader, and is not afraid to get his hands dirty to accelerating growth, all while having laser focus on implementing, executing, and having a great time while doing it. We discussed: Selling Cutco Knives How We Can Make Our Customer's Lives Better Asking The Right Questions At The Right Time Developing Mindset Focusing on Fundamentals and Action And So much more! Please enjoy this special episode of The 20% Podcast featuring Richard Harris, and Mike Hook. ______________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line!
In this episode of Doughp's Soberpreneur, our guest Richard Harris, founder of The Harris Consulting Group, describes how he found purpose in sharing his story to help other people in the process of self-reflection and how he has managed to apply it into the sales world. Listen to his story and all the insightful perspectives within this pleasant conversation between Kelsey and Richard. Jump straight into: (02:18) - Richard Harris on his first job and how to process the outcomes of entrepreneurship and sales in a healthy way. (06:46) - Richard's mental health journey and the stigmas around admitting addiction and mental health conditions. (13:40) - The challenges of self-reflection: Solving the underlying traumas in order to stay grounded. (17:26) - Discussing sales management's main flaws and the real value of sharing your story with the world. (21:11) - Working with Uncrushed: Building support mechanisms and developing better leadership skills for salespeople in safe spaces. (37:04) - What is Richard most proud of?: Resilience, breaking the cycle and establishing lively family communication plus his recipe card. (52:04) Raw Truth Game: Rapid fire questions to discover more about Richard Harris. Episode resources Connect with Richard through https://www.linkedin.com/in/rharris415 (LinkedIn) Phone number: (415) 596-9149 https://theharrisconsultinggroup.com/ (The Harris Consulting Group) https://www.uncrushed.org/ (UNCrushed) Thank you for listening to Doughp's Soberpreneur. Follow fearless Kelsey on https://www.instagram.com/kels.moreira/ (Instagram) and please leave a review to help more people find us. Don't forget to check out https://www.doughp.com/ (Doughp's) delicious bakeable and edible cookie dough. Use the code KEEPITREAL to get 10% off! This show is produced by https://www.studiopodsf.com/ (StudioPod) with additional music and editing provided by https://nodalab.com/ (nodalab).
Industry Warhorse's Scott Leese and Richard Harris stopped by to chat with Kevin Gaither, Jamie Carney and Pete Jansons Richard Harris is the founder of The Harris Consulting Group and brings over 20 years of technology and SaaS experience in sales training, operations, and sales leadership into his role as a Sales Consultant. Some of the clients he's helped are Zoom, Google, DoorDash and many more. Scott Leese is the CEO and Founder of Scott Leese Consulting/Surf and Sales/and ThursdayNightSales and as a 6-time sales leader, 3-time founder and 3-time author, Scott has a proven track record of lifting organizations to new heights and is a highly sought after advisor and sales leader. Be a SaasHole Patreon Supporter Have an idea for a topic, or guest? Pete@saasholes.net
Howard Brown is Founder and CEO of ringDNA, and a licensed therapist. Richard Harris is the Founder of the Harris Consulting Group, and Co-founder of "Surf and Sales". Today's episode is the first in a series about mental health and sales. In this conversation, Richard shares his personal sales and mental health story, and we dig into recent survey data on mental health in sales. Learn more about your ad choices. Visit megaphone.fm/adchoices
Founder of The Harris Consulting Group and SalesForce Top Influencer and Podcaster Richard Harris joins this episode to talk about: Asking questions more intimately and deeply. His favorite people to recruit in Sales. Being really good at observation. The lack of Sales training in the previous generation. Coming up with better strategies. The one thing Entrepreneurs need to learn about Sales. Knowing he needed to get out of the South after High school and wanting more diversity as a Jewish kid. Spending part of his Senior year in High school in Israel. The greatest Sales lesson he learned from his parents. Educating kids in the value of money. Being a functioning depressed person and the power of therapy. The best personal advice his Mom gave him. Depression being his Super power. Working with intent and integrity. Connect with Richard on Linkedin and Twitter @rharris415 or richard@rharris415.com Watch this episode on YouTube: https://youtu.be/v8A7Tgz-Yx4
Richard Harris is the Founder of The Harris Consulting Group. They help clients with their Full-Funnel Sales Training and Operational Guidance.Richard Harris is also the author of the book called Owning Your Job Search: Your Step by Step Guide From Application to Salary.You can learn more about Richard Harris and answer the survey on his website at https://theharrisconsultinggroup.com/.If you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. If you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.Join Our Sales Motivational SMS list by texting Hustle at 424-378-6966. Please make sure to rate and review the show on Apple.
On the PreSales Podcast, James Kaikis and Richard Harris connect on the topic "Ideal Persona Profile, The Real ICP". Richard, Founder of The Harris Consulting Group, talks about how Ideal Customer Profiles are typically wrong and we should be changing our thinking in terms of the Ideal Persona Profile. Richard and I also talk about partnering successfully with our sales counterparts.
Harris is the founder of Harris Consulting Group. He is one of the top leaders in Inside sales. He is a keynote speaker and trainer. Harris trains salespeople on Full-Funnel Sales and provides Operational Guidance. He teaches from SDRs with no sales experience to AE's with years of experience under their hood and the Customer Success Reps on how to upsell and cross-sell. Harris helps organizations in streamlining their Sales Operations and Sales Process. He creates, audits them with recommendations that will speak to the unique use case and provide the right feedback and guidance. He was one of the key speakers invited to the US version of the 4th edition of the B2B Binge Event. He helped us, and the ones who attended the event, understand customers at a psychological level. He unraveled the mystery of what goes in the customer’s head when they are looking to buy. Richard sheds light on why buying is an emotional journey. He explains the three ego states of buying. a. The child ego state (The emotional state): I want it. It is this egotistical state where all the decision originates. b. The adult ego state (The rational you): Weighing the decisions to pros vs. cons. It gives the customer a reason to go ahead and make a purchase or book a meeting. c. The Parent Ego State (The critical self): it aids in choosing something morally excellent vs. evil. It helps focus on what is ethically right vs. what is immoral. When a salesperson understands these ego states, it becomes easier for the individual to act like a child, adult, or a parent to a customer based on the mutual understanding of the problem statement. And as the discussion moves ahead and the knowledge between the sales rep and the customer becomes better and better, the ego state also changes. Each of them holds a different role then. This evolution of function has to be very organic. Most of the time, customer act like in a child ego state, but sales rep perceives it as parenting or the parent ego state. Salespeople have focus and listen very closely to understand the ego state your customer is in. Instead of rebelling or acting rebellious while understanding or negotiating a customer, try to understand each other and arrive at a better ego state to appeal to their Child ego state.
In today’s episode of the Knucklehead Podcast, our guest, Richard Harris will share his wisdom about the distinction of sales processes between different business models, why companies need to review their strategies frequently, and what’s his definition of product/market fit and culture fit in business. Getting rid of distractions and clutter from promotion and advertising will help in developing a powerful marketing strategy in a fairly flooded marketplace. Cutting through the noise can make your message stand out and will drive potential clients to remember your message. Richard Harris is the Founder of The Harris Consulting Group. They provide real world examples to help you build a sales training and infrastructure that is based on your business goals, values, products, and ideas. Bringing over 20 years of technology and SaaS experience in sales training, operations and sales leadership into his role as a Sales Consultant, Richard has built, led and consulted with a wide range of organizations including start-ups, mid-size companies, and global organizations. Enjoy! Favorite Quote “I got laid off and I was in shock and hurt and frustrated and angry and all those things. And you should be angry and you should be sad. You should go through those emotional things cause that's just being a human. It could also let you get closer to being a better you, which is what we're all striving for.” - Richard Harris In This Episode 4:57 - The distinction in sales processes between different companies and businesses 7:24 - His interpretation of the catch phrase "Earn the Right" 9:27 - Why companies need to reassess their strategies during this trying season 13:47 - His takeaway during the times he's been laid off and fired 15:04 - The best advice his mother gave him in business 16:12 - How he defines product/market fit 17:58 - His input about culture fit 20:39 - What people should have in mind before reaching out to Richard Connect with Richard Harris LinkedIn Call or Text: (415) 596 9146 Connect with Knucklehead Media Group Website Facebook Knucklehead Media Group is your “push button” for podcasts. We help companies and organizations tell their story using podcasts and best practices for content distribution. Home to some of the top podcasts across multiple categories, captivating coursework on gaining traction with your show, and consulting to those companies BOLD enough to get some wins. We believe your mistakes set the foundation for your success, those stories help customers beat a pathway to your doorstep, and the myths from bringing business online shouldn't hold you back from getting yours. Click here to more episodes of the Knucklehead Podcast
Richard Harris, Founder of The Harris Consulting Group, came on the State of Demand Gen podcast today. We covered: What parallels appear in both the sales and marketing worlds; How measuring the things that don’t matter and don’t map to business results affects the sales org; What questions should a sales leader be asking to understand demand gen better; and Where the CRO role fits in the org chart. For more content, subscribe to State of Demand Gen on Spotify or Apple Podcasts. Tired of just listening? Check out Refine Labs on LinkedIn and YouTube.
Richard Harris (Founder of The Harris Consulting Group and Director of Sales Training for Sales Hacker) joins me today for a conversation about sales training. It’s one of my favorite topics. Because I believe it’s one of the areas in sales where there is the biggest room for improvement. Richard and I talk about how, as the world around us has changed, at least temporarily, if not forever, what impact that will have on how we train sellers. This is important because for many sellers, what they do on a day to day basis has changed, in ways that were unexpected. So how do we enable them to succeed? Plus, so much more. Learn more about your ad choices. Visit megaphone.fm/adchoices
Richard Harris, Founder of The Harris Consulting Group and Director of Sales Training & Consulting Services at Sales Hacker, joins the Bowery Capital Startup Sales Podcast to discuss "Ups and Downs of Building Sales Teams in Smaller Markets."
Richard Harris, Founder of The Harris Consulting Group and Director of Sales Training & Consulting Services at Sales Hacker, joins the Bowery Capital Startup Sales Podcast to discuss "Ups and Downs of Building Sales Teams in Smaller Markets."
Sales is an up and down game of wins and losses, with reps constantly experiencing peaks and valleys. So why is there a stigma around talking about mental health in the industry? Richard Harris, founder of the Harris Consulting Group, understands that no relationship works well when you’re not supposed to talk about your experience. So, he and Jeremey discuss everything from how individuals can clear their head during the day to which Dr. Seuss story is the greatest sales book of all time. Visit SalesLoft.com for show notes and insights from this episode.
Richard Harris of the Harris Consulting Group joins the podcast to share what the great sales leaders do to be successful. First, sales leaders help their company leaders realize they don’t need to know it all. Sales leaders should utilize sales operations teams to manage the important sales data and make sure baseline metrics are tied to revenue. Richard also discusses his work with Uncrushed, and how the group helps sales leaders find better mental health.
Is it time for a change? Are you looking to move your talents to a new employer, but are intimidated by the interview process? Do you have any job interviews lined up in the new year, or are you having difficulty even getting one? Are you adept at the interview process but struggle when it comes to the negotiation stage? In this episode of INSIDE Inside Sales, Darryl speaks with Richard Harris, the sought after and accomplished head of The Harris Consulting Group. Darryl and Richard discuss 5 segments of the job interview process, offering up tips and advice that can help you secure your next posting. They also reveal tips for asking the questions that are important to you, as well as how to leverage recruiters, and optimizing your LinkedIn profile. If you are even thinking about branching out, you really should check out this fantastic episode of INSIDE Inside Sales! Richard Harris brings 20+ years of sales and Saas experience to the table in his work as an advisor and consultant. His focus is on a more relaxed conversational selling style that helps people go from strangers to acquaintances to trusted business allies. The goal of Richard's training is to get people to stop talking about what they do and get them to start talking about the pains they solve. Clients and experiences include Visa, Google, Zoom, PagerDuty, Headspace, and Gainsight. Richard has been named a Top 25 Inside Sales Professional by the American Association of Inside Sales for the last 4 years. As well as a Top 10 Sales Development Leader as voted by Inside Sales and Sales Hacker. Published in Huffington Post, Inc, and most recently NBCNews Richard Harris on Linkedin ___________________________________________ INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for INSIDE Inside Sales.
ALERT: Double-Length Extraordinary Episode hosted by Sales Hacker's Scott Barker! Richard Harris is one of our favorite people to sit down with. Before branching out on his own to start The Harris Consulting Group, Richard spent many years building SDR teams and running sales operations. He's been immersed in sales culture long enough to hold a wealth of knowledge that he's always willing to share. He even began his interview on The Sales Engagement podcast with a great sales tip: what he calls the question behind the question. A method to better understand someone's perspective and intention when they ask you a question. He told us, “whenever someone asks you a question, there's always a picture in their head. Ask them to paint that picture.” So when I asked him how he sees sales engagement changing between sellers and buyers today, he asked me, “when you said that word sales engagement, what picture was going through your head?” Thrown off for a second, I quickly answered, “a handshake.” The result? Richard knew exactly what I meant by sales engagement. I wasn't asking about tech stack, I was trying to get to the human element in sales, and Richard's question got us there. Our conversation on today's episodes is filled with techniques like this one to make you a better communicator and engage your customers more effectively.
Richard Harris of the Harris Consulting Group and Sales Hacker flips the script and interviews me on Make It Happen Mondays. Some of the things, I talk about in this episode are. What my background is, and how I got into sales An example of sales done right. How I get into training with Basho. What the future of training looks like and the psychology of sales and motivation. How I deal with my stress.
In this bonus episode of the Make It Happen Podcast, recorded at Dreamforce in the Saleshacker lounge, John is on a panel with John Kosturos, CRO at RingLead, and Richard Harris, Owner & CEO, The Harris Consulting Group. Make It Happen!
Most organizations struggle to sell and even more organizations struggle to up-sell and cross-sell. As organizations look to optimize their post-sale interactions, they will need to focus on the right people, systems, and process. In this episode, Richard Harris, owner of the Harris Consulting Group, discusses key points to winning after the initial deal is sold. In This Episode You'll Learn: How organizations are structuring their post-sales teams What companies are thinking about when it comes to compensation and motivation Tips needed to win in a up-sell and cross sell environment Links and Resources Mentioned in This Episode: Richard's LinkedIn 22: How Client Success Accelerates Sales w/Dean Robison @InsideSales, Dan Steinman @ Gainsight, Jim Steele @InsideSales 12: How I Broke the Rules and Doubled Oracles' Inside Sales Revenues w/Dan Freund @InsideSales.com
Entrevistamos Richard Harris, um dos Top 25 Profissionais de Inside Sales segundo a AA-ISP, sobre Social Prospecting. Confira as dicas do Richard!
Inside sales leader about the real value of social selling, what animal an account executive really is, and Richard's off beat book tip on what everyone is sales should read. Read more at: http://blog.brisk.io/training-tips-from-a-sales-trainer/ http://blog.brisk.io/the-top-three-sales-problems-of-2016/
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