Blog | The Harris Consulting Group

How to Build Out Your 2021 Revenue Modeling

Everyone is feeling the pressure when it comes to 2021 planning. We know, so we wanted to chat about it. Recently, Richard Harris and Scott Leese joined forces for a Surf & Sales Bonfire Sessions with Co-Founder and CEO of BurnRate.io, Robert McLaws, to share ideas and best practices that can be used even during these unprecedented times. They discussed: Where do you begin? Revenue Modeling Planning for Headcount Are Multiple Models required? Watch the recording here: Proud sponsors of this Bonfire Session include: BurnRate.io Lead411 Gong.io Perception Predict Need help building out your 2021 revenue modeling? Let's talk strategy!

How to Build Out Your 2021 Revenue ModelingRichard Harris2020-10-21T20:38:31+00:00

How to Become the Next Unicorn

Building a unicorn doesn't happen overnight. Recently, Richard Harris and Scott Leese joined forces for a Surf & Sales Bonfire Sessions with Founder & CEO of Outreach, Manny Medina, to discuss what it takes to go from Series A to B, B to C, C to D, and beyond. They discussed: What do VC's ask at each stage? What do VC's expect at each stage? What coaching does a founder/ CEO need to grow at each stage? Finding the right people at each stage. Watch the recording here: Proud sponsors of this Bonfire Session include: Outreach Lead411 Gong.io Perception Predict On a mission to become the next unicorn? Let's talk strategy!

How to Become the Next UnicornRichard Harris2020-10-20T23:41:51+00:00

The Math Needed to Justify a BDR or SDR Sales Team

There are multiple factors as it relates to a team aside from pipeline generation and growth when it comes to discussing your BDR and SDR team revenue contributions. First, it’s a myth that SDR and BDR teams only create pipeline generation. They contribute real revenue by doing the dirtiest, hardest, and, oftentimes, most overlooked role in the entire sales process. When someone gets stuck on the pipeline creation at the sales executive and management level, it’s like someone in marketing shouting about their open rates for emails. It also smells like someone is trying to avoid accountability on the closing side. Pipeline generation and growth by SDR teams is just the beginning. What needs to [...]

The Math Needed to Justify a BDR or SDR Sales TeamRichard Harris2020-10-08T18:42:40+00:00

Achieving Powerful Discovery

According to Chorus, 32% of cold calls become discovery calls. And only 19% of those become Closed Won deals. Imagine increasing that number 1%-3%, measured over your LTV of a customer. We all know discovery calls can quickly go awry. We’ve all had days where we may not have done enough research, we ask closed-ended questions, or we were thinking too far ahead. When it comes to finding real pain and sharing real world value in each discovery call, Nikki Ivey (Sales Development at Emtrain and Co-Founder of SDRDefenders), has over a decade of sales and marketing experience refining the discovery process and breaking into opportunities with authenticity and empathy. In this webinar, you’ll get [...]

Achieving Powerful DiscoveryRichard Harris2020-10-05T13:16:41+00:00