In this episode Richard and I dive deep into many topics including the critical differences between a sales process and a sales methodology, and why companies need both to succeed in sales, how to build a playbook around big deals and Richard’s NEAT system for prospect qualification.
Richard Harris is founder of The Harris Consulting Group, Director of Sales Training and Consulting for Sales Hacker, and a regular speaker at various Sales Hacker events.
Is it easier to teach a technical non-salesperson how to sell or to teach a salesperson how to become a more product/service-oriented seller?
It’s easier to teach a technical salesperson how to sell.
What’s one book that every salesperson should read?
Resilience by Eric Greitens
Who is your business role model?
What music is on your playlist right now?
Springsteen, Maroon Five, Five for Fighting, 90’s Guitar Rock, Guns N’ Roses, Neil Diamond, Ragee.