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
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Reimagining the Sales Cycle with Richard Harris | Enterprise Sales Development (CIENCE) podcast - Listen or read transcript on Metacast
