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# The Harris Consulting Group

Sales Training and Coaching

## Sitemaps

- [XML Sitemap](https://theharrisconsultinggroup.com/sitemap.xml): Contains all public & indexable URLs for this website.

## Posts

- [Blog](https://theharrisconsultinggroup.com/blog-sales-tips-and-training/) - Looking to level up your sales skills? Check out our blog and upcoming events all in one place and don't miss out on an update!
- [Why You Need  Personalized 1:1 Sales Coaching](https://theharrisconsultinggroup.com/why-you-need-personalized-11-sales-coaching/) - Personalized 1:1 sales coaching is a powerful tool that has proven to be highly effective in boosting sales performance. Learn why!
- [Consultative Selling Best Practices: Why N.E.A.T. Selling™ Training Delivers Superior Results](https://theharrisconsultinggroup.com/mastering-consultative-selling-why-n-e-a-t-selling-training-delivers-superior-results/) - Upgrade your sales training while embracing a consultative selling approach driving economic impact, access to authority, and timeline to to close more revenue
- [AI-Driven SaaS Enablement Best Practices (and Pitfalls to Avoid)](https://theharrisconsultinggroup.com/ai-driven-saas-enablement-best-practices-and-pitfalls-to-avoid/) - Learn how to use AI-driven SaaS enablement without losing authenticity. Best practices, pitfalls, and examples from Richard Harris.
- [The Resurrection of Conversational Selling: Strategies for Success in 2024](https://theharrisconsultinggroup.com/the-resurrection-of-conversational-selling-strategies-for-success-in-2024/) - Conversational selling prioritizes creating a safe space for buyers and sellers to communicate. Trust is rapport. Rapport is not trust.
- [Sales Training vs. Sales Coaching](https://theharrisconsultinggroup.com/sales-training-vs-sales-coaching/) - Understand the differences between sales training vs. sales coaching and learn why both are essential, how they differ and best practices for implementing each.
- [Guidelines For NEAT Selling™ Even When You Use Another Methodology](https://theharrisconsultinggroup.com/guidelines-for-n-e-a-t-selling-even-when-you-use-another-methodology/) - The guidelines it takes when implementing N.E.A.T. Selling™, which can compliment and easily bolt-on to other common sales frameworks. NEAT Selling is neat.
- [Sales Coaching: The Complete Guide for Sales Leaders](https://theharrisconsultinggroup.com/sales-coaching-guide/) - Sales coaching is not pipeline review. A complete guide for sales leaders: the PREP-OTC framework, how to run real 1:1s, and building a coaching culture.
- [Sales Strategy vs. Sales Plan](https://theharrisconsultinggroup.com/sales-strategy-vs-sales-plan/) - What's a sales strategy vs. sales plan? In this guide, discover the difference and learn how to effectively align your strategy with a plan to boost your sales.
- [How to conduct cold outreach on #LinkedIn?](https://theharrisconsultinggroup.com/how-to-conduct-cold-outreach-on-linkedin-even-when-you-dont-know-them/) - Learn how to do LinkedIn cold outreach that gets responses and how to earn the right to connect and what to say to people who don't know you.
- [S7E5 - The Brutal Truth About Layoffs, Severance Negotiation & Why High Performers Still Need Coaching](https://theharrisconsultinggroup.com/s7e5-the-brutal-truth-about-layoffs-severance-negotiation-why-high-performers-still-need-coaching/) - Richard Harris and Scott Leese unpack one of the most honest conversations they've had on the Surf and Sales Podcast. From sales layoffs and negotiating severance packages… to why even top sales leaders struggle to see their own blind spots… this episode dives deep into the realities nobody talks about in SaaS and sales leadership.
- [How to Set a Sales Training Budget](https://theharrisconsultinggroup.com/how-to-set-a-sales-training-budget/) - In this blog, we discuss solutions to one of the biggest challenges happening right now: setting budgets, especially a sales training budget.
- [What Star Wars Taught Us About Sales Scripts](https://theharrisconsultinggroup.com/what-star-wars-taught-us-about-sales-scripts/) - If your inside sales team or anyone on your sales team is still resisting the value of sales scripts then you need to read this post. #insidesales
- [S7E4 - The Death of Inbound Leads](https://theharrisconsultinggroup.com/s7e4-the-death-of-inbound-leads/) - Several important topics discussed including the crazyness of the 2026 sales hiring market. A dive deep into the current state of sales and marketing, exploring the surprising collapse of inbound leads and the chaos that's unfolding in the outbound world. The role of sales training and coaching in the modern sales organization, as well as
- [S7E3 - Selling Against the Competition and Sales Interviewing Best Practices](https://theharrisconsultinggroup.com/s7e3-selling-against-the-competition-and-sales-interviewing-best-practices/) - Handling objections is more than just memorizing the battle card. Richard and Scott go head to head on how they would sell against each other giving you the perfect objection handling best practices without bashing the competition. They then dive deeper in how to score more interviews, improve your resume and tell your story in
- [To Script or Not to Script, That Is the Question](https://theharrisconsultinggroup.com/to-script-or-not-to-script-that-is-the-question/) - The reality is, every single salesperson uses scripts, whether they realize it or not. If you think you don't, you might want to think again.
- [Announcing 4 Week N.E.A.T. Selling Training and Reinforcement](https://theharrisconsultinggroup.com/announcing-5-week-n-e-a-t-selling-training-and-reinforcement-program/) - Ebbinghaus’ Forgetting Curve basically states that, after 30 days, someone only retains about 20% of what they’ve learned. We’ve always focused our sales training to include coaching for managers and reps both before and after the initial training. And it’s worked. Then came Covid-19, and the idea of a “single day of training” has been
- [S7E2 - Sales Strategies, Trends, and Insights: Shifting to RTO](https://theharrisconsultinggroup.com/s7e2-sales-strategies-trends-and-insights-shifting-to-rto/) - Richard Harris and Scott Leese discuss the return to office debate - exploring how company size, sales team experience, and deal sizes are impacting remote vs. in-person work policies. We also tackle the challenges of learning new cloud coding skills amidst busy schedules, and the temptation to simply avoid it. Check out this episode!
- [The Economic Impact of Delaying Sales Training By 30 Days](https://theharrisconsultinggroup.com/the-economic-impact-of-delaying-sales-training-by-30-days/) - In this blog, see how delaying sales training can affect closing more and new revenue, and what the solution is to see actual guaranteed, more immediate change.
- [Enter: Sales Prompt Specialists and Analysts](https://theharrisconsultinggroup.com/enter-sales-prompt-specialists-and-analysts/) - In this blog, we explore the new world of Sales Prompt Specialists and Analysts and other sales positions that are popping up in the AI space.
- [20 Ways to Build a Winning AI in Sales Strategy: Transactional vs. Strategic AI in Sales](https://theharrisconsultinggroup.com/20-ways-to-build-a-winning-ai-in-sales-strategy-transactional-vs-strategic-ai-in-sales/) - Discover how to move from transactional AI tasks to a tactical AI in sales strategy that drives better conversations, stronger engagement, and revenue growth.
- [Simple Tips to Become a Sales Winner](https://theharrisconsultinggroup.com/simple-tips-to-become-a-sales-winner/) - These are the most useful tips you need to keep in mind to elevate your sales game, boost the performance of your team and become a real sales winner.
- [The 30 Unforgivable Sins of Founder Led Sales](https://theharrisconsultinggroup.com/the-30-unforgivable-sins-of-founder-led-sales/) - Founder led sales come with a rap sheet. How many sales crimes are YOU guilty of? Check out the top offenses every founder commits and learn from the mistakes!
- [Deal Scoring: What Is It About?](https://theharrisconsultinggroup.com/deal-scoring-what-is-it-about/) - Is deal scoring used for forecasting and coaching? Is there automation that scores deals effectively? In this blog, we address these questions and more
- [Cracking the Code: Why Most Sales Reps Are Missing Goals](https://theharrisconsultinggroup.com/sales-why-most-sales-reps-are-missing-goals/) - Explore why sales reps miss sales goals: Ambition, challenges & transformation in the world of sales. Decoding human behavior, redefining success.
- [The Keys to Achieving Customer Success: Beyond the Sale](https://theharrisconsultinggroup.com/the-keys-to-achieving-customer-success-beyond-the-sale/) - Achieving customer success is an approach that extends sellers' responsibility, ensuring clients achieve their desired outcomes and feel valued and understood.
- [Finding Your Rep's Individual Currency (Motivating Your Sales Team)](https://theharrisconsultinggroup.com/finding-your-reps-individual-currency-motivating-your-sales-team/) - In this blog, we talk about what it looks like to find your reps' individual currencies so you can start motivating your sales team to be the best they can be.
- [7 Steps for Developing a Winning Sales Strategy](https://theharrisconsultinggroup.com/7-steps-for-developing-a-winning-sales-strategy/) - The 7 steps to developing a winning sales strategy, plus industry best practices for setting goals, analyzing your industry & understanding your target client.
- [Artificial Intelligence and Its Current State in Sales](https://theharrisconsultinggroup.com/artificial-intelligence-and-its-current-state-in-sales/) - The infusion of AI into sales processes marks a significant shift characterized by efficiency, personalized interactions, and data-driven decision-making.
- [Stop Handling Objections in Sales, Marinate in Them](https://theharrisconsultinggroup.com/stop-handling-objections-marinate-in-them/) - Master handling objections in sales by shifting your mindset. Turn objections into opportunities, uncover true concerns & ask the right questions for success.
- [Sales Enablement Strategies That Actually Work: A Modern Playbook for Scaling Sales Teams](https://theharrisconsultinggroup.com/sales-enablement-strategies-that-actually-work-a-modern-playbook-for-scaling-sales-teams/) - Modern sales enablement isn’t a checklist — it’s a growth strategy. Learn how to train, coach, and scale teams that actually close in today’s market.
- [S7E1: Front Row Frankie - The Secrets to Achieving 'No Bad Days'"](https://theharrisconsultinggroup.com/s7e1-front-row-frankie-the-secrets-to-achieving-no-bad-days/) - Back for Season 7! Special guest Front Row Frankie joins us dive deep into the world of entrepreneurship, sales, and personal growth. Discover Frankie's unique "No Bad Days Mindset" and learn how to build a thriving business while overcoming life's challenges. This insightful conversation is a must-listen for anyone looking to take their career and
- [Navigating Excellence: The Art of Choosing a Sales Trainer that Elevates Your Team](https://theharrisconsultinggroup.com/choosing-a-sales-trainer-that-elevates-your-team/) - This blog explores the importance of selecting the right sales trainer and program for your team's success in a complex sales landscape.
- [SalesLoft Did It Again!  #Rainmaker16](https://theharrisconsultinggroup.com/salesloft-did-it-again-rainmaker16/) - If you are looking to build or learn best practices around an SDR team. You MUST attend SalesLoft Rainmaker. Read this and you will understand why.
- [Don’t Over Engineer Your Sales Process](https://theharrisconsultinggroup.com/don’t-over-engineer-your-sales-process/) - When you are creating a sales process for your inside sales team many people make a few standard mistakes that we see over and over.
- [Improving Sales Forecasting by Crafting a Winning Sales Process and Cycle](https://theharrisconsultinggroup.com/improving-sales-forecasting-by-crafting-a-winning-sales-process-and-cycle/) - Learn the best practices for creating a sales process and cycle that can actually drive your business to unparalleled heights.
- [How to Hire Killer Sales Reps](https://theharrisconsultinggroup.com/how-to-hire-killer-sales-reps/) - Gain the knowledge you need to evaluate prospective hires, organize your sales team, specialize your reps, and guide them to success.
- [Financial Modeling – How to Budget for 2022](https://theharrisconsultinggroup.com/financial-modeling-–-how-to-budget-for-2022/) - When building a business budget, you're effectively playing a large-scale game of economic chess. In this guide, get the tactics you need to create your 2022 budget.
- [Multi-Threading in Sales: Best Practices](https://theharrisconsultinggroup.com/multi-threading-in-sales-best-practices/) - Unlock the power of multi-threading in sales and learn how to build relationships across an organization and enhance your sales process.
- [Sales Teams Motivation with Multiple Generations](https://theharrisconsultinggroup.com/sales-teams-motivation-with-multiple-generations/) - If you have team members belonging to different generations, you need to pay attention to it to motivate them effectively.
- [The Millennials vs Gen Z Work Culture](https://theharrisconsultinggroup.com/the-millennials-vs-gen-z-work-culture/) - What do work cultures look like when it comes to millennials vs Gen Z? We start the conversation in this blog and bring to light the shift that is happening.
- [Building a Process for Time Management](https://theharrisconsultinggroup.com/building-a-process-for-time-management/) - Time management is one thing that most people struggle with. In this article, Richard Harris breaks down four easy ways that helps him manage his day to day.
- [Time Management as a Sales Leader](https://theharrisconsultinggroup.com/time-management-as-a-sales-leader/) - Learn what simple exercise can help you and your sales team when it comes to capacity planning and time management.
- [Meet for coffee? Stop wasting our time.](https://theharrisconsultinggroup.com/meet-for-coffee-stop-wasting-our-time/) - So tired of the requests from people who clearly have not looked at each of our profiles to recognize the obvious.
- ["I hate sand": Surf & Sales X](https://theharrisconsultinggroup.com/i-hate-sand-surf-sales-x/) - Considering going to Surf & Sales X? Well, if hating sand is one reason why you aren't wanting to attend, we have some reasons why you might want to reconsider.
- [The Moments In-Between](https://theharrisconsultinggroup.com/the-moments-in-between/) - It’s the little things that matter most. After hosting 4 #SurfandSales events, and attending countless other #sales conferences
- [Integrating AI-Assisted Conversations for Enhanced Customer Engagement](https://theharrisconsultinggroup.com/integrating-ai-assisted-conversations-for-enhanced-customer-engagement/) - Among the technological advancements available, AI-assisted conversations stand out as a pivotal tool for empowering sales teams.
- [10 Easy Tips To Becoming a Sales Jedi Master](https://theharrisconsultinggroup.com/10-easy-tips-to-becoming-a-sales-jedi-master/) - Even the best inside sales, field sales, or channel sales rep can always get better. Find your inner Yoda here!
- [All those Powerpoints at your SKO suck, and here’s why.](https://theharrisconsultinggroup.com/all-those-powerpoints-at-your-sko-suck-and-here’s-why/) - Do not let your SKO become a presentation of presentations or a Parade of Pathetic PowerPoints. Slow death by PowerPoint is something you can stop.
- [S2E22 - The right hand of the CRO with Jeremy Donovan SVP Sales Strategy, Salesloft](https://theharrisconsultinggroup.com/s2e22-the-right-hand-of-the-cro-with-jeremy-donovan-svp-sales-strategy-salesloft/) - Jeremy is as far away from a sales background as you can get. Which makes his insights all that more valuable. With a BA and MS in electrical engineering
- [Surf and Sales S1E52 - How an Extreme Extrovert Learned to Sell Remotely w/ Blanche Reese of Salesloft](https://theharrisconsultinggroup.com/surf-and-sales-s1e52-how-an-extreme-extrovert-learned-to-sell-remotely-w-blanche-reese-of-salesloft/) - Blanche fell into sales by accident like many of us. She actually turned down Salesloft at first, before joining them as employee #29.
- [How to Handle the “Not Hitting Quota” Interview Question](https://theharrisconsultinggroup.com/how-to-handle-the-not-hitting-quota-interview-question/) - Whether you are in an interview or currently employed, learn how to handle the "not hitting quota" question before you are caught off guard.
- [Where Negotiation Skills Training Often Fails](https://theharrisconsultinggroup.com/where-negotiation-skills-training-often-fails/) - Negotiation strategies do exist, but they are often fruitless if you haven’t done more before you reach that point. Learn what you should do to up your skills
- [7 Ways Sales Training Can Help You and Your Team](https://theharrisconsultinggroup.com/7-ways-sales-training-can-help-you-and-your-team/) - In this guide, we’ll take you through five ways that investing in sales training can supercharge the success of you, your brand, and your sales teams.
- [Mastering the Art of Handoffs: Elevating Inside Sales](https://theharrisconsultinggroup.com/mastering-the-art-of-handoffs-elevating-inside-sales/) - Until you have an AI service that does this for you, it’s critical to really understand the best handoffs practices. Master the art of email handoffs.
- [Mastering the Art of Personalization in Sales in 2024](https://theharrisconsultinggroup.com/mastering-the-art-of-personalization-in-sales-in-2024/) - Explore the latest trends, technologies, and methodologies that empower sales professionals to craft tailored interactions.
- [Surf and Sales S1E100  A frank conversation about the world with John Barrows](https://theharrisconsultinggroup.com/surf-and-sales-s1e100-a-frank-conversation-about-the-world-with-john-barrows/) - John is one of the leading voices of sales and leadership in the world. He’s open, honest, and direct about everything, and this episode is no different.
- [John Barrows and Harris Consulting Group Team Up](https://theharrisconsultinggroup.com/john-barrows-and-harris-consulting-group-team-up/) - N.E.A.T Selling™ training, used by companies like Zoom and Google, will now be available to subscribers to the JB Sales’ “Netflix for Sales” OnDemand platform.NOVEMBER 9 2020 — JB SalesJB Sales announced today that they will be adding N.E.A.T Selling™ sales training, developed by the Harris Consulting Group, to the library of sales courses available
- [Surf and Sales S1E132 - The 3 Pillars of Success in Sales with Karen Dunne-Esquire from Elation Sales](https://theharrisconsultinggroup.com/surf-and-sales-s1e132-the-3-pillars-of-success-in-sales-with-karen-dunne-esquire-from-elation-sales/) - A self-described nerd and book junkie. In this episode we discuss: The passion for selling came from seeing the response Balancing building a brand new business
- [Surf and Sales S1E133 Understanding Scale with Paul Salamanca with Security Scorecard.](https://theharrisconsultinggroup.com/surf-and-sales-s1e133-understanding-scale-with-paul-salamanca-with-security-scorecard/) - Which types of VPs of Sales gain the most respect and promotions. How do you build a forecast when the scale is desired but hasn’t happened yet.
- [Surf and Sales S1E131 - Why your diversity and inclusion program is all wrong with Madison Butler The Blue Haired Recruiter](https://theharrisconsultinggroup.com/surf-and-sales-s1e131-why-your-diversity-and-inclusion-program-is-all-wrong-with-madison-butler-the-blue-haired-recruiter/) - When I grow up I want to be like Madison Butler. Authentic, Self-Aware, Helpful, and Honest. We go deep on so many great topics in this episode including
- [The Role of Emotional Intelligence in Sales](https://theharrisconsultinggroup.com/the-role-of-emotional-intelligence-in-sales/) - Emotional Intelligence is the cornerstone of effective salesmanship, enabling people to forge deeper connections and achieve more meaningful outcomes.
- [The Resilient and Empathetic Sales Person](https://theharrisconsultinggroup.com/the-resilient-and-empathetic-sales-person/) - The only way to be an empathetic and resilient sales person is to fully embrace the concepts learned through "Warrior Training". Do you have what it takes?
- [Surf and Sales S1E108 - The Secret Birthday Episode with Scott's Mom, Dad, and Brother](https://theharrisconsultinggroup.com/surf-and-sales-s1e108-the-secret-birthday-episode-with-scotts-mom-dad-and-brother/) - Laughter, Tears, and Joy. Unbeknownst to Scott, I reached out to his family to learn more about him. What built his character? Was he always so competitive?
- [Surf and Sales S1E115 - Priming your mind for the phones with Marcus Chan of Venli Consulting Group](https://theharrisconsultinggroup.com/surf-and-sales-s1e115-priming-your-mind-for-the-phones-with-marcus-chan-of-venli-consulting-group/) - How you say it is as important as what you say Teaching and coaching inflection Priming your mind M5 System Coaching on an individual basis
- [Surf and Sales S1E116 - Understanding Social Reciprocity with Ethan Beute Chief Evangelist at BombBomb](https://theharrisconsultinggroup.com/surf-and-sales-s1e116-understanding-social-reciprocity-with-ethan-beute-chief-evangelist-at-bombbomb/) - The essence of the evangelist If you are innovating you must be evangelizing (5 min) Innovation is solving a known problem in a new way.
- [Surf and Sales S1E118 - From Teen Mom to SDRDefender with Nikki Ivey MTrain and SDR Defenders](https://theharrisconsultinggroup.com/surf-and-sales-s1e118-from-teen-mom-to-sdrdefender-with-nikki-ivey-mtrain-and-sdr-defenders/) - Nikki leaves it all on the table in this episode. We cover just about anything you can think of in relation to sales and life.
- [Surf and Sales S1E121 - Navigating the "blame game" between sales and marketing with Kyle Lacy CMO of Lessonly](https://theharrisconsultinggroup.com/surf-and-sales-s1e121-navigating-the-blame-game-between-sales-and-marketing-with-kyle-lacy-cmo-of-lessonly/) - Why your e-book downloads are not MQLs What makes companies “break down” at the top of the funnel? The reasons for bringing the SDR team under marketing
- [Surf and Sales S1E119 - From SDR to Comedian to Sales Trainer with Jon Selig](https://theharrisconsultinggroup.com/surf-and-sales-s1e119-from-sdr-to-comedian-to-sales-trainer-with-jon-selig/) - Jon Selig, perhaps the funniest person in sales and sales leadership joins us for a serious conversation about the right and wrong ways
- [Surf and Sales S1E123 Are you smarter at sales than a 6th grader with Riley H](https://theharrisconsultinggroup.com/surf-and-sales-s1e123-are-you-smarter-at-sales-than-a-6th-grader-with-riley-h/) - What does a kid do during a global pandemic do when he gets bored. Start a business of course. In this episode, we interview a young man who did just that.
- [Surf and Sales S1E125 -  Why your variable compensation plan is all wrong with Todd Caponi](https://theharrisconsultinggroup.com/surf-and-sales-s1e125-why-your-variable-compensation-plan-is-all-wrong-with-todd-caponi/) - Todd is a self-admitted sales nerd. And we love that! He’s not only spent time teaching people how to sell but also how to really engage a sales mindset
- [Surf and Sales S1E128 - Good intentions are not enough to make a difference with Sam Nelson of Oureach.io](https://theharrisconsultinggroup.com/surf-and-sales-s1e128-good-intentions-are-not-enough-to-make-a-difference-with-sam-nelson-of-oureach-io/) - The guy with blue hair on LinkedIn, yup, that was our guest and he dropped some amazing knowledge around, startups, successes, failures and so much more
- [Surf and Sales S1E139 - The definitive guide to sales leadership with David Weiss of Outreach.io](https://theharrisconsultinggroup.com/surf-and-sales-s1e139-the-definitive-guide-to-sales-leadership-with-david-weiss-of-outreach-io/) - One of the most interesting conversations around sales, leadership, and life during a pandemic. If you are still jealous when someone else wins
- [Surf and Sales S1 E138 - Selling the outcomes with Jake Dunlap of Skaled](https://theharrisconsultinggroup.com/surf-and-sales-s1-e138-selling-the-outcomes-with-jake-dunlap-of-skaled/) - Jake is a provocative thought leader when it comes to sales. He’s learned how to see the big picture and apply in tactical ways.
- [Surf and Sales S1E144 - The underbelly of being a VC with Michael Brown](https://theharrisconsultinggroup.com/surf-and-sales-s1e144-the-underbelly-of-being-a-vc-with-michael-brown/) - The painful parts of being a VC What is the right pattern recognition VCs keep How the board / CEO dynamic that affects Understanding the present market vs future vision Is there a desire of vertical-specific type of investments The affects of COVID19 on the VC world What it means to be an entrepreneur when you
- [Surf and Sales S1E145 - 2020 the year of doing all the things I don't want to do with Ashleigh Early](https://theharrisconsultinggroup.com/surf-and-sales-s1e145-2020-the-year-of-doing-all-the-things-i-dont-want-to-do-with-ashleigh-early/) - Why a debate and drama background to makeLearning to read the judge in your sales meetingsMoving from Silicon Valley to the Research TriangleIt’s always about going back to the basicsWork friends can be real friendsBest advice to women in salesCheck out this episode!
- [Surf and Sales S1E146 - Being the Only with Kevin KD Dorsey](https://theharrisconsultinggroup.com/surf-and-sales-s1e146-being-the-only-with-kevin-kd-dorsey/) - Have you ever been the only? This episode was originally recorded in January 2020, long before Breonna Taylor and George Floyd. We are re-releasing this episode because we feel its a story that needs to important not be heard for the first time or for a second time. Check out this episode! And if Surf
- [Surf and Sales S1E154 -  The best use of Slack on prospecting with Major Account Executvie Alexine Mudawar Displayr](https://theharrisconsultinggroup.com/surf-and-sales-s1e154-the-best-use-of-slack-on-prospecting-with-major-account-executvie-alexine-mudawar-displayr/) - Alexine is a different type of IC. She believes that AE’s should be full sales cycle that includes prospecting.
- [Surf and Sales S1E157 - Impostor Syndrome](https://theharrisconsultinggroup.com/surf-and-sales-s1e157-impostor-syndrome/) - This episode focuses specifically on what it’s like coping with impostor syndrome in sales. Seems like everyone can relate, but it is rarely spoken about. You are not alone. Check out this episode!
- [Surf and Sales S1E156 - Navigating through the fear of sales with Alex Goldfayn](https://theharrisconsultinggroup.com/surf-and-sales-s1e156-navigating-through-the-fear-of-sales-with-alex-goldfayn/) - Alex has a different path to business leadership and coaching. He was a syndicated journalist before his current role.
- [Surf and Sales S1E158 Keenan on Life and Life with Keenan](https://theharrisconsultinggroup.com/surf-and-sales-s1e158-keenan-on-life-and-life-with-keenan/) - Keenan is much more than the smart sales leader most of us know him as. His depth and experiences in life provide so much more than what most of us know
- [Surf and Sales S1E159 - Understanding the difference between a sponsor and a mentor with Christine Rogers of Aspireship](https://theharrisconsultinggroup.com/surf-and-sales-s1e159-understanding-the-difference-between-a-sponsor-and-a-mentor-with-christine-rogers-of-aspireship/) - How I chose to focus my sales career focusing on people The best sales close I had with my parents It wasn’t the economy it was my decisions
- [Surf and Sales S1E160 - Why I love the player-coach model with VP of Sales Amanda Volz at Born Goup](https://theharrisconsultinggroup.com/surf-and-sales-s1e160-why-i-love-the-player-coach-model-with-vp-of-sales-amanda-volz-at-born-goup/) - How many reps are too many when it comes to being a player/coach Branding yourself during your layoff to help find a job.
- [S3E57 - Surf and Sales Bonfire - If You Don’t Invest in Yourself Why Should a Company with Larry Long Jr](https://theharrisconsultinggroup.com/s3e57-surf-and-sales-bonfire-if-you-dont-invest-in-yourself-why-should-a-company-with-larry-long-jr/) - Larry brings the fire as always. Here's what you are going to learn. When you invest in yourself others will notice. Controlling what you can control Where to start and how to start E - Entrepreneurial Spirit P - Preparation and Planning I -Internal Drive and Desire C - Communication And if you've never been
- [S4E18 - Re-release Surf and Sales Season 1 Episode 1](https://theharrisconsultinggroup.com/s4e18-re-release-surf-and-sales-season-1-episode-1/) - Point Break! We've decided to re-release the very first episode of Surf and Sales where we simply, well, sound exactly how you would expect us to sound. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect
- [S4E19 - Re-release S1E2 - The 2nd ever Surf and Sales Podcast Espisde](https://theharrisconsultinggroup.com/s4e19-re-release-s1e2-the-2nd-ever-surf-and-sales-podcast-espisde/) - Shredder! Season 1 Episode 2 is re-released for your amusement. This episode is all about interviewing, and all these years later, the advice stays pretty solid. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with
- [S4E19 - Re-release S1E2 - The 2nd ever Surf and Sales Podcast Espisde](https://theharrisconsultinggroup.com/s4e19-re-release-s1e2-the-2nd-ever-surf-and-sales-podcast-espisde-2/) - Shredder! Season 1 Episode 2 is re-released for your amusement. This episode is all about interviewing, and all these years later, the advice stays pretty solid. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with
- [Surf and Sales S1E42 - Software Developer to Printer Sales to CMO with Darryl Praill, CMO of Vanilla Soft](https://theharrisconsultinggroup.com/surf-and-sales-s1e42-software-developer-to-printer-sales-to-cmo-with-darryl-praill-cmo-of-vanilla-soft/) - What do you get when you add a software developer with an SDR with an AE with a sales manager with a product marketer, VP of sales, and VP of marketing?
- [Dreams Become Reality](https://theharrisconsultinggroup.com/dreams-become-reality/) - See what it takes to make dreams become a reality and a little preview into what's coming up for Surf & Sales.
- [Why Switching From Inbound to Outbound Is a Bad Idea](https://theharrisconsultinggroup.com/why-switching-from-inbound-to-outbound-is-a-bad-idea/) - Considering switching from inbound to outbound? Check out these red flags to look out for no matter what position, industry, or company you are in.
- [What Good Re-Entry After Time Off Looks Like](https://theharrisconsultinggroup.com/what-good-re-entry-after-time-off-looks-like/) - What does re-entry after time off look like? In this blog, we outline how employees and companies alikeshould approach this.
- [Sales Leadership: Processing the Real World and Sales](https://theharrisconsultinggroup.com/sales-leadership-processing-the-real-world-and-sales/) - Improve your sales leadership skills and learn what you can do as a leader to support your team and their mental health during uncertain times in the world.
- [Sales Leadership Coaching](https://theharrisconsultinggroup.com/sales-leadership-coaching/) - In this blog, learn about a 2x month Sales Leadership Coaching session, where we come together to learn all the things we are never taught as sales leaders.
- [Life Hacking Your To-Do List](https://theharrisconsultinggroup.com/life-hacking-your-to-do-list/) - In this blog, learn how to life hack your to-do list in order to stay focused and be more effective in planning each day.
- [What ADHD and Sales Have in Common](https://theharrisconsultinggroup.com/what-adhd-and-sales-have-in-common/) - ADHD and sales can have a lot in common. Whether you have ADHD or not, the advice in this blog will help you know how to approach your next conversation.
- [How lifelong struggle with depression became my sales superpower](https://theharrisconsultinggroup.com/how-my-lifelong-struggle-with-depression-became-my-super-power/) - “ON THE OUTSIDE, WHAT COULD POSSIBLY BE WRONG? YET ON THE INSIDE, EVERYTHING WAS WRONG” #MentalHealthMatters #RemoveTheStigma Richard Harris
- [Sales Interviews: Keep Interviewing After Taking a Job](https://theharrisconsultinggroup.com/sales-interviews-keep-interviewing-after-taking-a-job/) - In this blog, discover why it's important to keep taking sales interviews, even if you landed a job. If you're in doubt or questioning your loyalty, read this
- [AI in Sales: Your Selfish AI Fears](https://theharrisconsultinggroup.com/ai-in-sales-your-selfish-ai-fears/) - Learn why we should shift our thinking towards AI in sales in order to find solutions together, rather than letting fear prevent us from moving into the future.
- [What AI in Sales Really Means](https://theharrisconsultinggroup.com/what-ai-in-sales-really-means/) - Learn how to utilize AI in sales to help in all areas from interviewing, prospecting, and sales processes, to demos, negotiations, revenue, ops, and more.
- [Asking for a Referral: The Best Time to Ask](https://theharrisconsultinggroup.com/asking-for-a-referral-the-best-time-to-ask/) - Sometimes, the best of us are more comfortable cold calling than asking for a referral. In this blog, learn when the best time is to ask for a referral.
- [The Negotiator's Toolkit: Pricing Conversations](https://theharrisconsultinggroup.com/pricing-conversations/) - In this blog, learn how to master pricing conversations when your buyers think your product is too expensive or they don't have enough budget.
- [S6E36 - Navigating the Shift from Remote to Hybrid: Strategies for Sales Teams](https://theharrisconsultinggroup.com/s6e36-navigating-the-shift-from-remote-to-hybrid-strategies-for-sales-teams/) - In this episode of the Surf and Sales podcast, Scott Leese and Richard Harris sit down with Victor Vatus, the CEO and founder of TrackRec, to discuss the evolving landscape of sales hiring and the challenges facing both employers and candidates. Victor shares insights on the growing demand for industry-specific experience, the shift from remote
- [S3E44 - Why tonality matters in sales with Jen Allen of Challenger](https://theharrisconsultinggroup.com/s3e44-why-tonality-matters-in-sales-with-jen-allen-of-challenger/) - 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 Sales Methodology does not mean ignoring relationship sellingHow tonality matterHow to value your worth as a keynote speakerYou will never be
- [Revolutionizing Sales Funnel Optimization for 2024](https://theharrisconsultinggroup.com/revolutionizing-sales-funnel-optimization-for-2024/) - The landscape of sales continues to evolve, driven by consumer behaviors, technological advancements, and a competitive market demanding quality and relevance.
- [Prospects Hate Your BANTs on Demo Requests](https://theharrisconsultinggroup.com/prospects-hate-your-bants-on-demo-requests/) - There is no reason you need to ask questions around company size, how many reps, usage statistics, etc. In reality, you can build on those questions.
- [S6E35 - Chris Albro -From Fish Washer to CRO: An Unconventional Path to Sales Leadership](https://theharrisconsultinggroup.com/s6e35-chris-albro-from-fish-washer-to-cro-an-unconventional-path-to-sales-leadership/) - Chris Albro, the CRO of People.ai joins the Surf and Sales podcast. We discuss the challenges of maintaining data quality in CRMs, how to proactively addresses customer concerns around AI, and the generational differences in work ethic and expectations. Chris also shares insights on the evolving sales landscape, the impact of AI, and the importance
- [S6E34 - Jack Frimston - Dialing for Dollars Better with Sales Therapy](https://theharrisconsultinggroup.com/s6e34-jack-frimston-dialing-for-dollars-better-with-sales-therapy/) - Jack Frimston joins the Surf and Sales podcast and shares amazing insights on brining the humanity back into sales including: The power of the "memento mori" mindset: Frimston explains how the Stoic principle of "remembering you will die" can help sales reps maintain a healthy perspective and focus on truly serving their clients. Mastering the art
- [S6E32 - Guillaume Jacquet - The Formula for Predictable Growth](https://theharrisconsultinggroup.com/s6e32-guillaume-jacquet-the-formula-for-predictable-growth/) - Scott, Richard, and Guillaume "G" Jacquet, the co-founder and CEO of Vasco, dive into the challenges of building a predictable revenue engine for startups and scale-ups. G shares his hard-earned lessons from his first entrepreneurial venture, emphasizing the importance of finding your ideal customer profile and developing a repeatable sales process before scaling. Scott and
- [S6E33 - Mark Hunter - Your commission breath ruins authenticity](https://theharrisconsultinggroup.com/s6e33-mark-hunter-your-commission-breath-ruins-authenticity/) - Sales legend Mark Hunter joins Scott Leese and Richard Harris for a can't-miss conversation packed with practical sales wisdom and plenty of laughs. Mark shares his proven strategies for building genuine relationships, staying focused on the right prospects, and maintaining a positive mindset - even when the game seems rigged against you. Everything discussed in
- [Who Really Owns and Is Accountable to Your Sales Training and Sales Enablement Programs?](https://theharrisconsultinggroup.com/who-really-owns-and-is-accountable-to-your-sales-training-and-enablement-programs/) - Once sales training ends, find out who's responsible for taking ownership and accountability over sales enablement in this guest post from Galem Girmay.
- [Why Sales Forecasting Is Wrong](https://theharrisconsultinggroup.com/why-sales-forecasting-is-wrong/) - Sales forecasting is always flawed. In this blog, learn what sales forecasting mindset you should have and what sales forecasting is really about.
- [S6E31 - Dan O'Sullivan - Treat outbound sales messaging like a haiku](https://theharrisconsultinggroup.com/s6e31-dan-osullivan-treat-outbound-sales-messaging-like-a-haiku/) - In this episode, we sit down with Dan O'Sullivan, a sales veteran who spent 26 years building a $1.2 billion sales organization at TransPerfect. Dan shares his unique insights on the art of outbound sales, particularly when targeting enterprise customers. He discusses the importance of understanding a client's strategic priorities, crafting concise yet impactful
- [S6E30 - David Knight - How to Bring Back the Fun in Sales Coaching](https://theharrisconsultinggroup.com/s6e30-david-knight-how-to-bring-back-the-fun-in-sales-coaching/) - With AI Sales Coaching tools being all the rage these days it's hard to understand where the differentiation truly exists. How do you do this at the founder and early stage level for start-ups? Where do avatars, holograms, and leaderboards fit in? How do you innovate in an AI market where things literally change by
- [S6E29 - Steve Bussey and Matt Bolian - The Surround Bound Sales Model](https://theharrisconsultinggroup.com/s6e29-steve-bussey-and-matt-bolian-the-surround-bound-sales-model/) - Join Richard, Scott, Matt, and Steve as they dive deep into the challenges and opportunities facing sales teams in the age of AI. Discover how Supered, a unique sales enablement platform, is empowering revenue teams to adapt and thrive in the ever-changing landscape. In this episode, the team explores the concept of "surround bound" -
- [S6E28 - Eldad Postan-Koren - Blunt Truths and Bold Moves](https://theharrisconsultinggroup.com/s6e28-eldad-postan-koren-blunt-truths-and-bold-moves/) - Join Richard Harris, Scott Leese, and special guest Eldad Postan-Koren, CEO of WINN.AI, as they dive into the unique challenges and opportunities facing international startups breaking into the U.S. market. Hear their candid perspectives on the evolving sales landscape, the power of bold marketing moves, and the importance of complementary skill sets on a founding
- [Building Sales Contests to Drive Revenue is the Wrong Mindset](https://theharrisconsultinggroup.com/why-building-sales-contests-to-drive-revenue-is-the-wrong-mindset/) - Learn why building sales contests to drive revenue is the wrong mindset. When it comes to deciding on prizes for sales teams several things should be considered
- [End of Quarter Discounting: Playing the Blame Game](https://theharrisconsultinggroup.com/end-of-quarter-discounting-playing-the-blame-game/) - Is end of quarter discounting a bad idea? Learn where the issue lies and what to train your team on instead of having to scramble at the end of each quarter.
- [S6E27 - Nigel Green - How to Hire Elite Salespeople: The Only Sales Leadership Skill That Matters](https://theharrisconsultinggroup.com/s6e27-nigel-green-how-to-hire-elite-salespeople-the-only-sales-leadership-skill-that-matters/) - Sales leader and author Nigel Green joins Scott Leese and Richard Harris on the Surf and Sales podcast and discuss the critical skill of hiring elite salespeople. Nigel shares his expertise on why this is the single most important sales leadership skill, and how to effectively identify, attract, and integrate top talent onto your team.
- [S6E26 - St. John Craner - You have to sell slow to sell fast.](https://theharrisconsultinggroup.com/s6e26-st-john-craner-you-have-to-sell-slow-to-sell-fast/) - St. John raner dive into the fascinating world of agricultural sales and the rapid technological advancements transforming the industry. Sinjin is a sales training expert focused on the agricultural sector, shares insights on how farmers are embracing cutting-edge technologies like AI, precision farming, and data analytics to drive efficiency and productivity. The conversation explores the
- [S6E25 - Mike Muhlfelder - What AI f*cking up about sales?](https://theharrisconsultinggroup.com/s6e25-mike-muhlfelder-what-ai-fcking-up-about-sales/) - Acandid conversations between sales leaders Scott Leese, Richard Harris, and Mike Muhlfelder In this episode, they chat with Mike Muhlfelder, founder of CalmOcean Sales, about the current state of B2B sales. Mike shares his insights on the "epidemic" of not having enough pipeline, and how proper qualification is key to solving this issue. He explains
- [Accelerating Your Career: Entry-Level BDR To Enterprise Sales](https://theharrisconsultinggroup.com/accelerating-your-career-entry-level-bdr-to-enterprise-sales/) - In this guest post from Rachel Gasparini at LaunchDarkly, learn how she's quickly accelerated her career from an entry-level BDR to now an AE.
- [Transforming Conversations into Conversions](https://theharrisconsultinggroup.com/transforming-conversations-into-conversions/) - Mastering active listening can enhance a sales professional's ability to engage with potential buyers, fostering stronger relationships.
- [3 Mistakes Killing Your Sales Coaching Potential](https://theharrisconsultinggroup.com/top-3-mistakes-that-kill-your-sales-coaching-potential/) - If your business is making any of these critical sales training mistakes that we introduce in this blog, you are losing money.
- [The Right Management to Rep Ratio](https://theharrisconsultinggroup.com/the-right-management-to-rep-ratio/) - Management vs. Coaching – Which do you really want? Executive Leaders who think a single person can truly coach 10-12 people, have it wrong in most cases.
- [Sales Coaching for Sales Professionals: Unlocking Your Potential](https://theharrisconsultinggroup.com/sales-coaching-for-sales-professionals-unlocking-your-potential/) - To truly excel in the competitive landscape, sales coaching is a powerful tool to unlock the full potential of sales teams and individuals.
- [The Limits of AI in Sales: What it Can't Do and How You Can Fill the Gaps](https://theharrisconsultinggroup.com/the-limits-of-ai-in-sales-what-it-cant-do-and-how-you-can-fill-the-gaps/) - Despite AI's analytical prowess, it cannot yet replace the authentic human connection necessary for building lasting customer relationships.
- [What Are You Doing For Your Employees?](https://theharrisconsultinggroup.com/what-are-you-doing-for-your-employees/) - On behalf of all the hard working parents who aren’t able to say this, "Eff-You!" Yes, that's right. If you, the company, haven't come up with something other than "hit the number", then you are doing it wrong. What's your plan? Your employees are thinking about this, but in many cases, are afraid to say something. I
- [Negotiating your Work From Home Expenses](https://theharrisconsultinggroup.com/negotiating-your-work-from-home-expenses/) - As WFH will continue to be the new normal it’s important that companies and employees take a good look at what it takes to have healthy work
- [Surf and Sales S1E4 - Negotiating Salary](https://theharrisconsultinggroup.com/surf-and-sales-s1e4-negotiating-salary/) - Ever wondered why all these executives who get fired get some kind of severance? Ever wondered if it could apply to you?
- [Supercharging Your Revenue with Customer Success Ops](https://theharrisconsultinggroup.com/supercharging-your-revenue-with-customer-success-ops/) - Learn how you can improve your customer success ops department to supercharge your revenue and create a healthier, more productive workplace.
- [Stop calling it a sales playbook. It's a sales cookbook!](https://theharrisconsultinggroup.com/stop-calling-it-a-sales-playbook-its-a-sales-cookbook/) - As inside sales gets more complex, steams should utilize the sales enablement process, which provides the necessary "ingredients" to successfully improvise.
- [Top 5 Reasons Why Your Sales Training Will Fail](https://theharrisconsultinggroup.com/top-5-reasons-why-your-sales-training-will-fail/) - Learn the top five reasons why your sales training will fail, and get the tips and strategies to overcome these critical blunders to create a successful team.
- [The 4 Views You Must Have to Create a Successful Sales Kickoff](https://theharrisconsultinggroup.com/the-4-views-you-must-have-to-create-a-successful-sales-kickoff/) - Discover the four views you must keep in mind to create an effective sales kickoff meeting and help your team improve their sales skills and behaviour.
- [What Makes a Good Sales Kickoff?](https://theharrisconsultinggroup.com/what-makes-a-good-sales-kickoff/) - Follow these five tips to make the most out of your sales kickoff or call us for a free 30-minute sales kickoff strategy discussion 877-520-0008
- [Effective Sales Management: Understanding and Managing Different Personalities](https://theharrisconsultinggroup.com/effective-sales-management-understanding-and-managing-different-personalities/) - Effective Sales Management: Understanding and Managing Different Personalities Helping you navigate the diverse personalities in a professional setting.
- [Resilience in Sales - Surf & Sales Style](https://theharrisconsultinggroup.com/resilience-in-sales-surf-sales-style/) - Discover the power of resilience in sales through the unforgettable experiences of Surf & Sales 2024.
- [Queering In Sales: Finding Your Hidden Superpower](https://theharrisconsultinggroup.com/queering-in-sales-finding-your-hidden-superpower/) - An open and honest guest post from a member of our Slack community, Kristen Holmes, who talks her story and what is has been like being queer in sales.
- [What does "Negotiation Training" Really Mean?](https://theharrisconsultinggroup.com/what-does-negotiation-training-really-mean/) - We hear this request a lot when speaking to train their inside sales or field sales team. We are also hearing it more and more when it comes to training
- [Moving customers off discounts](https://theharrisconsultinggroup.com/moving-customers-off-discounts/) - One of the most uncomfortable moments in all forms of customer engagements. Here are some suggestions to help you and your sales team
- [Sales Slump Buster Tips](https://theharrisconsultinggroup.com/sales-slump-buster-tips/) - Impostor syndrome is real, no matter who you are or how long you have been doing it. Here's what I did when I had zero clients for a month.
- [S6E24 - Riley Blaisdell - Last Chance for Redemption](https://theharrisconsultinggroup.com/s6e24-riley-blaisdell-last-chance-for-redemption/) - Riley shares his fascinating journey, from being a high school dropout to building a successful sales career. Key Takeaways: Riley's early entrepreneurial spirit, selling candy and snacks as a kid to buy ice cream His struggles with getting into trouble as a young adult, and how a mentor's disappointment in him was a turning point
- [S6E23 - Lori Richardson - Bridging the Gap: Preparing the Next Generation of Sales Professionals](https://theharrisconsultinggroup.com/s6e23-lori-richardson-bridging-the-gap-preparing-the-next-generation-of-sales-professionals/) - Lori, Scott, and Richard discuss the evolving sales landscape, including the impact of AI and the importance of sales education programs to prepare the next generation. They explore the challenges and concerns around AI's role in sales, as well as the opportunities to enhance the sales profession through technology. The group also highlights Lori's work
- [A Safe Place to Fail. Creating Successful Sales Coaching Culture](https://theharrisconsultinggroup.com/a-safe-place-to-fail-creating-successful-sales-coaching-culture/) - In this guest post, AE at Chili Piper, Ashley Zagst, talks about creating a safe place to fail and how to build a successful sales coaching culture.
- [Strategies for Handling Common Sales Challenges](https://theharrisconsultinggroup.com/strategies-for-handling-common-sales-challenges/) - Learn actionable strategies to handle some of the most common sales challenges, empowering sales professionals to enhance their skills.
- [Navigating Sales Cycles and Processes in Your Go To Market Strategy](https://theharrisconsultinggroup.com/navigating-sales-cycles-and-processes-in-your-go-to-market-strategy/) - Comprehending and assessing your sales cycles and processes is paramount to boost your go to market strategy and have a successful business.
- [Do You Suffer From Emaildeleteeyitiousism?](https://theharrisconsultinggroup.com/do-you-suffer-from-emaildeleteeyitiousism/) - The fear of deleting emails “in case” we might need them is real. Learn how to take control over your inbox with a few simple, free tools.
- [Secrets to a Kickass Sales Kickoff Meeting - Part 2](https://theharrisconsultinggroup.com/secrets-kickass-sales-kickoff-meeting-part-2/) - In the last blog post, I revealed the first secret to an awesome sales kickoff (SKO) -- determining which behaviors you want to change, and then building the event based on those goals. Here, I will discuss the last two tips to creating a SKO that will actually make a difference with your sales team
- [How to Plan a Sales Kickoff: Learn the Step-by-Step](https://theharrisconsultinggroup.com/how-to-plan-a-sales-kickoff-learn-the-step-by-step-and-boost-your-business/) - In this blog, learn how to discover the key steps to create a successful sales kickoff meeting and boost your sales and business.
- [SDR Promotion Request](https://theharrisconsultinggroup.com/sdr-promotion-request/) - In this blog, learn what to do with the SDR promotion and how to set up ongoing processes for this role within an organization.
- [Best Practices for SDR Compensation Plans](https://theharrisconsultinggroup.com/best-practices-for-sdr-compensation-plans/) - This exploration of SDR compensation plans challenges misconceptions about lead qualification, accountability & the critical role of SDRs in the sales process.
- [Top 3 Sales Problems To Watch Out For in 2016](https://theharrisconsultinggroup.com/top-3-sales-problems-to-watch-out-for-in-2016/) - Whether you run an inside sales team, outside sales team, SDR team or customer success team, you want to read this post
- [New Targeting Strategy:  Ideal Vertical Profile to Grow Pipeline](https://theharrisconsultinggroup.com/ideal-vertical-profile-to-grow-pipeline/) - It's time to change how we zero in on the right customers. In this blog, learn how to get your ICP definitions right by including an Ideal Vertical Profile.
- [Negotiating Severance](https://theharrisconsultinggroup.com/negotiating-severance/) - Can you negotiate severance? Should you negotiate severance? In this blog, learn how you can start negotiating severance at your company.
- [S4E6 - Negotiating Severance](https://theharrisconsultinggroup.com/s4e6-negotiating-severance/) - Yes, you can negotiate a severance and this is the episode that explains it all. Check out this episode!
- [Have Effective 1-on-1’s for Sales Success](https://theharrisconsultinggroup.com/have-effective-1-on-1s-for-sales-success/) - In this guest post by Niraj Kapur from Everybody Works In Sales, learn how to approach 1:1 meetings with your team members and why having them is so vital.
- [How to Role Play in Sales](https://theharrisconsultinggroup.com/how-to-role-play-in-sales/) - One of the key tools you have to get better at sales is the ability to know how to role play in sales. Check out these topics you should role playing now.
- [The Power of "And" vs. "But" in Sales Conversations](https://theharrisconsultinggroup.com/the-power-of-and-vs-but-in-sales-conversations/) - In the vast landscape of listening and asking tactics for salespeople, we tend to underestimate the pair of words "and" and "but" and their significance.
- [S6E22 - Cory Terre - The Best Way to Evaluate a Potential Unicorn](https://theharrisconsultinggroup.com/s6e22-cory-terre-the-best-way-to-evaluate-a-potential-unicorn/) - In this episode of the Surf and Sales Podcast, hosts Scott Leese and Richard Harris sit down with Cory Terre, a sales performance coach at Cellfire. Cory breaks down the 3 key factors he looks for when evaluating new job opportunities - people, product, and potential. Cory shares wild stories from his early days working
- [S6E21 - Cynthia Barnes - From Breaking Point to Breakthrough](https://theharrisconsultinggroup.com/s6e21-cynthia-barnes-from-breaking-point-to-breakthrough/) - his powerful episode of the Surf and Sales podcast features Cynthia Barnes in a candid conversation with hosts Richard Harris and Scott Leese. Cynthia shares her journey from a toxic marriage to becoming a successful entrepreneur, executive coach, and founder of the "Thank You It's True" movement. The conversation covers critical topics including AI's impact
- [How the Year of the SDR got even better: SalesStack 2015!](https://theharrisconsultinggroup.com/how-of-the-year-of-the-sdr-got-even-better-salesstack-2015/) - Sales Hacker's SalesStack15 was an amazing conference. If you run any type of sales team, inside sales, sdr, bdr, or field sales teams click hear to learn more.
- [S6E20 - Chris Cicconi - Freelance Hustle: Navigating all the Ups and Downs](https://theharrisconsultinggroup.com/s6e20-chris-cicconi-freelance-hustle-navigating-all-the-ups-and-downs/) - Chris Cicconi joins the Surf and Sales Podcast to discuss what it was like to officially cut the W2 cord and go out on his own. Topics include... Importance of focusing on revenue-generating activities vs. getting bogged down in branding/marketing tasks when starting a consulting business Strategies for building a sustainable client base through networking,
- [S6E19 - Sean Tepper Navigating Sales and Investing in Turbulent Times](https://theharrisconsultinggroup.com/s6e19-sean-tepper-navigating-sales-and-investing-in-turbulent-times/) - In this episode of the Surface Sales Podcast, we sit down with Sean Tepper, the founder of Tykr, a SaaS platform that helps investors make informed decisions in the stock market. Sean shares his expertise on building a successful SaaS business, as well as his insights on the current state of the market and how
- [S6E18 - Shawn Sease Fixing Cold Calling in the SDR Industrial Complex](https://theharrisconsultinggroup.com/s6e18-shawn-sease-fixing-cold-calling-in-the-sdr-industrial-complex/) - The orofessor of prospecting reveals why cold calling isn't dead but your approach might be killing you. The founder of INeverAnswer.com, Sean Sease, shares his deep expertise on effective outbound prospecting and why the traditional cold calling approach fails for most companies. Key topics covered: Why there's no "secret sauce" in prospecting—it's about doing the
- [Top 16 Crimes Founders Are Guilty of When Moving off Founder Led Sales](https://theharrisconsultinggroup.com/top-16-crimes-founders-are-guilty-of-when-moving-off-founder-led-sales/) - Have you moved from founder led sales to founder? You may be guilty of one of these 16 crimes. But there is hope because awareness is the first step!
- [Your 5-Year Sales Planning Is a Waste of Time](https://theharrisconsultinggroup.com/your-5-year-sales-planning-is-a-waste-of-time/) - Have you seen how accurate your 2017 plan was? Probably not. That's what oftentimes happens with a 5-year plan. Check out this blog to learn what to do instead.
- [Suicide Prevention Month: Let's Talk Mental Health](https://theharrisconsultinggroup.com/my-suicide-note/) - Yes, I’ve had suicidal thoughts. I consider myself one of the luckier ones. I’m lucky because what I experienced wasn’t as serious as what others experience and have gone through. Over the years I’ve spoken about my depression and anxiety, to which I have turned my journey into my superpower.However, It wasn’t always that way.
- [What it really means to be a special snowflake](https://theharrisconsultinggroup.com/what-it-really-means-to-be-a-special-snowflake/) - Whether you are a millennial that grew up with loving parents encouraging every moment or a GenXer, learn what it really means to be a snowflake.
- [S6E17 - Eric Iannello - Surf's Up, Prospects Down: Riding the Waves of Relationship-Driven Sales](https://theharrisconsultinggroup.com/s6e17-eric-iannello-surfs-up-prospects-down-riding-the-waves-of-relationship-driven-sales/) - In this episode of the Surf and Sales podcast, hosts Richard, Scott, and special guest Eric Iannello, Head of Sales at Commsor, dive deep into the evolving landscape of sales outreach. The discussion covers a range of topics, including: Eric's journey from experiencing consecutive layoffs to embracing a network-driven sales approach, and how that shaped
- [S6E16 - Kevin Hopp -  How AI Will Destroy Sales Reps (But Make Them Superheroes)](https://theharrisconsultinggroup.com/s6e16-kevin-hopp-how-ai-will-destroy-sales-reps-but-make-them-superheroes/) - Richard and Kevin go head-to-head in an epic battle of sales tactics, AI hype, and generational warfare. Discover the secret to booking meetings on Discord and why email will never die (no matter how hard we try). And how the future of the top of funnel will begin in Reddit more than Google This episode
- [Women in Sales – The XX Factor with Kiasa Eriksen of Pushpay](https://theharrisconsultinggroup.com/women-in-sales-the-xx-factor-with-kiasa-eriksen-of-pushpay/) - A former sales development representative for Pushpay tells us how she established herself as a sales leader and role model for future saleswomen,
- [Women in Sales – The XX Factor with Sarah Fricke of CEB](https://theharrisconsultinggroup.com/women-in-sales-the-xx-factor-with-sarah-fricke-of-corporate-executive-board/) - In this feature of The XX Factor, we're joined by Sarah Fricke from CEB, who talks about how she got into sales and what advantages she thinks women
- [S6E14 - Mark Ackers - How to Know Your Sales Leader Doesn't Care](https://theharrisconsultinggroup.com/s6e14-mark-ackers-how-to-know-your-sales-leader-doesnt-care/) - Scott Leese and Richard Harris talk with Mark Ackers, founder of My Sales Coach, about the massive disconnect in sales coaching today. Mark reveals shocking stats from his 1,600-person survey showing 38% of reps rarely or never receive coaching, while 90% of leaders claim they coach monthly. Mark also shares his personal journey from mediocre
- [S6E15 - Anis Bennaceur - Finally, A Founder Who Got it Right](https://theharrisconsultinggroup.com/s6e15-anis-bennaceur-finally-a-founder-who-got-it-right/) - In this episode of Surf and Sales, Richard Harris and Scott Leese interview Anis Bennaceur, CEO and co-founder of Attention.com, a platform revolutionizing sales with AI agents that automate sales conversations. Anis shares his journey from hacking web servers as a kid to working at Tinder in its early days, and then founding his own
- [S6E13 - AJ Mahar and Butch Hudson The Science of High-Velocity Transactional Sales: Proven Scripts That Make Money Tomorrow](https://theharrisconsultinggroup.com/s6e13-aj-mahar-and-butch-hudson-the-science-of-high-velocity-transactional-sales-proven-scripts-that-make-money-tomorrow/) - Are you struggling to close more deals in your transactional sales role? Looking for a scientific approach that actually works in the real world? In this value-packed episode of the Surf and Sales podcast, hosts Scott Leese and Richard Harris welcome AJ Mahar and Butch Hodson, co-authors of "Sales Lab Scripting: The Proven Playbook to
- [S6E12 - John Karsant - Being Honest  Being Good in Sales](https://theharrisconsultinggroup.com/s6e12-john-karsant-being-honest-being-good-in-sales/) - In this episode of the Surf and Sales Podcast, Scott Leese and Richard Harris are joined by John Karsant, Founder and CEO of Level Up Leads, an appointment setting and sales development agency. Key Topics Covered: How Level Up Leads helps companies implement sales campaigns and book more demos Why only 8% of companies report
- [S6E11 - Melissa Gaglione - Turning Passion into Profits](https://theharrisconsultinggroup.com/s6e11-melissa-gaglione-turning-passion-into-profits/) - Senior Sales Manager at Warmly and CEO and Founder of AsyncSalesCo joins us on the podcast today. Melissa shares her incredible career transformation from elementary school teacher and news reporter to a successful sales professional and entrepreneur. Key Highlights: Navigating career transitions from education to journalism to sales Strategies for identifying and following market opportunities
- [S6E10 - Thibaut Souyris - Don’t Use AI in Sales](https://theharrisconsultinggroup.com/s6e10-thibaut-souyris-dont-use-ai-in-sales/) - Join Scott Leese and Richard Harris as they dive deep with Thibaut Souyris, founder of Sales Labs, in this exciting episode exploring: The realities of relocating a business to Mexico Authentic content creation strategies in the age of AI LinkedIn growth hacks and newsletter development Staying motivated when sales and content creation feel repetitive Innovative
- [Surf and Sales S1E103 -  The top performer you have to terminate on your sales team.  CEO Kate Lewis  of e4enable](https://theharrisconsultinggroup.com/surf-and-sales-s1e103-the-top-performer-you-have-to-terminate-on-your-sales-team-ceo-kate-lewis-of-e4enable/) - Numbers are only a part of the story. Defining what good looks like and how to drive to it. How do you really instill change in the organization?
- [S1E14 | CEO. Working mother. Superwoman. w/ Paige Robinson](https://theharrisconsultinggroup.com/surf-and-sales-s1e14-ceo-working-mother-superwoman-w-paige-robinson/) - Paige Robinson is the founder of Will Reed, a recruiting firm that partners with innovative tech companies. She is also a mother of two with one on the way.
- [S2E42 -  Some customers don't need to be kept with Sam P. Lark](https://theharrisconsultinggroup.com/s2e42-some-customers-dont-need-to-be-kept-with-sam-p-lark/) - What do you do with a Bachelor's Degree in Chemistry? Go into Customer Success of course. Take a listen through an interesting journey as Sam was able to identify his real passion and make a career out of it. You are not working for a corporation When do you know your customer crosses the line. People
- [Surf and Sales S1E10 with CRO Troops.ai Roque Versace](https://theharrisconsultinggroup.com/surf-and-sales-s1e10-with-cro-troops-ai-roque-versace/) - Roque’s (Rock) path to CRO is not necessarily the traditional one. Roque is a veteran of the US Armed Services. Has a Master’s Degree and was never an SDR
- [S2E69 - Scaling is about process replication with CEO Andy Mowat of Gated.com](https://theharrisconsultinggroup.com/s2e69-scaling-is-about-process-replication-with-ceo-andy-mowat-of-gated-com/) - After a few successful exits, Andy has no desire to slow down. He shares some amazing insights on growing your company from early stage to exit, including: Is it a disadvantage to being a non-technical founder? Best advice to scaling at Series A, B, and onward Don't be afraid to overpay for a new hire
- [S1E79 – Why academia ignored sales? With Dr. Richard Conde](https://theharrisconsultinggroup.com/surf-and-sales-s1e79-why-has-academia-ignored-sales-until-now-with-dr-richard-conde-phd-from-the-university-of-houston-downtown/) - Why has academia ignored sales, until now? In this episode of the Surf & Sales Podcast, we're joined by Dr. Richard Conde, PhD
- [Surf and Sales S1E162 - Building a Unicorn with Manny Medina of Outreach.io](https://theharrisconsultinggroup.com/surf-and-sales-s1e162-building-a-unicorn-with-manny-medina-of-outreach-io/) - Do you ever NOT take the advice of your VCs and what happened When do you lose a VC in the conversation 5 Fundraising tips nobody tells you Strategies
- [S2E2 - Behind the S.A.D.N.E.S.S. Scene, Corporate Bro (aka Ross Pomerantz)](https://theharrisconsultinggroup.com/s2e2-behind-the-s-a-d-n-e-s-s-scene-corporate-bro-aka-ross-pomerantz/) - Corporate goes deep and personal sharing what makes him tick, how hard he works and tons of amazing sales ideas and stories
- [S1E192 - How to create compounding interest in your career growth with host of Millennial Sales Podcast and new Strategic Account Executive Tom Alaimo of Gong.io](https://theharrisconsultinggroup.com/s1e192-how-to-create-compounding-interest-in-your-career-growth-with-host-of-millennial-sales-podcast-and-new-strategic-account-executive-tom-alaimo-of-gong-io/) - How to get over your own fears in sales How I met more people in 2020 from my apartment in my professional How micro-communities will thrive in 2021
- [Surf and Sales S1E50 - I'm coin-operated with Max Altschuler of Outreach.io](https://theharrisconsultinggroup.com/surf-and-sales-s1e50-im-coin-operated-with-max-altschuler-of-outreach-io/) - Max has been to a lot of places, seen a lot of things, and experienced life. We discussed everything from traveling through 80 countries
- [Surf and Sales S1E25 -  Good VCs vs. Bad VCs with Doug Landis of Emergence Capital](https://theharrisconsultinggroup.com/surf-and-sales-s1e25-good-vcs-vs-bad-vcs-with-doug-landis-of-emergence-capital/) - Doug Landis has been a part of the VC community for the last several years. And before that, he was a part of Box’ meteoric rise!
- [Surf and Sales S1E71 - "Adjust Quickly to Win" w/ Sarah Brazier of Gong.io](https://theharrisconsultinggroup.com/surf-and-sales-s1e71-adjust-quickly-to-win-w-sarah-brazier-of-gong-io/) - Sarah is a Sr SDR surely on her way to AE soon enough. She also became an overnight brand sensation on LinkedIn when one special post hit 1m views.
- [Surf and Sales S1E124 - My hell yes or heck no. with Liz Wending](https://theharrisconsultinggroup.com/surf-and-sales-s1e124-my-hell-yes-or-heck-no-with-liz-wending/) - Stop being self-serving in your sales messaging My first big deal was in kindergarten I fell in love with sales when I started teaching others.
- [Why Most Sales Reps Are Missing Goals](https://theharrisconsultinggroup.com/why-most-sales-reps-are-missing-goals/) - In this blog, learn why most reps are missing sales goals so you can start approaching your processes, targets, and management with new perspective.
- [S5E7 - Stephen Hakami of Wiza - All things founder led sales episode](https://theharrisconsultinggroup.com/s5e7-stephen-hakami-of-wiza-all-things-founder-led-sales-episode/) - Stephen shares his wisdom around founder-led sales, Go To Market, and understanding the difference between spam emails and employee emails. Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! Check out this episode!
- [S4E1 - The key to founder led sales to profitability with Michael Martocci](https://theharrisconsultinggroup.com/s4e1-the-key-to-founder-led-sales-to-profitability-with-michael-martocci/) - 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
- [S4E24 - Your laziness is what's holding you back](https://theharrisconsultinggroup.com/s4e24-your-laziness-is-whats-holding-you-back/) - Point Break! Matt Wolff from Ticket Time Machine joins us on the Surf and Sales podcast. The red flags when choosing partners Selling technologies to non-tech-minded customers Why full cycle is the right way to go. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! Connect with us on LinkedIn
- [S6E9 - Adam Jay and Dale Zwizinski - Strategy and Execution are not Mutually Exclusive](https://theharrisconsultinggroup.com/s6e9-adam-jay-and-dale-zwizinski-strategy-and-execution-are-not-mutually-exclusive/) - Revenue Reimagined partners Adam and Dale join us to discuss the future of fractional work and how to choose the right one. How and when to take that leap of faith. Understanding people need to execute on the small tactical things while you are also focusing on the overall strategy. What are you waiting for?
- [S6E8 - Woody Klemetson - AI- The elephant in the room](https://theharrisconsultinggroup.com/s6e8-woody-klemetson-ai-the-elephant-in-the-room/) - Woody from AskElephant.ai shares some of the best and easiest to understand approaches to AI in sales that we've ever heard including: The future of revenue work. What do the next 12 months vs next 5 years look like in sales? He goes deep on the specifics on the future of prospecting and the jobs that
- [S6E7 - Mark Fleming - The Identity Crisis of Success](https://theharrisconsultinggroup.com/s6e7-mark-fleming-the-identity-crisis-of-success/) - Mark Fleming a true entreprenurial spirt with a true Fortune exit and shares his experience on turning a non-technical industry into a tech approach with an old school pen and paper company. And then how to stay motivated post exit. Mark Fleming - joins us on the Surf and Sales podcast to discuss What
- [S6E6 - Dave Brock - From IBM to Wu Tang how random conversations get you there](https://theharrisconsultinggroup.com/s6e6-dave-brock-from-ibm-to-wu-tang-how-random-conversations-get-you-there/) - 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
- [S6E5 - Tobi Oluwole - Only data or dollars will tell you if you're right.](https://theharrisconsultinggroup.com/s6e5-tobi-oluwole-only-data-or-dollars-will-tell-you-if-youre-right/) - Profits are better than wages. If there's a problem to be solved, there's a business to be built. It only takes massive action in 30 days to determine if your business idea is worth your time. These are the topics our guest, Tobi Oluwole CEO and founder of Magnate shares with us on the latest
- [S6E4 - Joel Graber - Why Only 8% of Outsourced Sales Shops are any Good](https://theharrisconsultinggroup.com/s6e4-joel-graber-why-only-8-of-outsourced-sales-shops-are-any-good/) - Joel Graber of Modern Outbound and Modern Inbound joins us on the Surf and Sales podcast to discuss why only 8% of outsourced sales team succeed. Understanding the difference between the modern approach to outbound in 2025 vs something old school. For example being driven by people on your team and then build the process
- [S6E3 - Brian Smith - Non Monetary Measures of Success in sales](https://theharrisconsultinggroup.com/s6e3-brian-smith-non-monetary-measures-of-success-in-sales/) - Brian Smith joins us on the Surf and Sales podcast to discuss truly scaling. He's a visionary that helps organizatons grow by not simply focusing on the bottom line. He's got an amazing approach to figuring this out and shares it with us in a real world scenario. And he shares why so few founders
- [S6E2 - Jason Moss - The two critical elements required for content creation](https://theharrisconsultinggroup.com/s6e2-jason-moss-the-two-critical-elements-required-for-content-creation/) - Jason Moss joins us on the Surf and Sales podcast and go deep on so much including the emotional elements in sales and marketing. The intersection of old and new, what changes and what doesn't, that daily content is not required to gain the traction you really need for your content. And he shares what's
- [S6E1 - Leslie Venetz - Outbound that isn't gross](https://theharrisconsultinggroup.com/s6e1-leslie-venetz-outbound-that-isnt-gross/) - Leslie Venetz a Surf and Sales alum joins us on the Surf and Sales podcast to discuss all things good and bad about sales, outbound, inbound and life. Her biggest love for 2025 is around stacked signals to drive sales best practices What are you waiting for? Time to reserve your spot at www.surfandsales.com
- [S5E44 - Kristi Faltorusso - We're all thinking too small.](https://theharrisconsultinggroup.com/s5e44-kristi-faltorusso-were-all-thinking-too-small/) - Kristi Faltorusso Chief Customer Officer from Client Success joins us on the Surf and Sales podcast to discuss how she failed herself forward. Her favorite underrated customer success metrics. A good customer success comp plan. Should SDRs be used to do lead gen on the expansion model motion with current customers. What are you waiting
- [S5E43 - Gabe Lullo - When will the SDR role officially die?](https://theharrisconsultinggroup.com/s5e43-gabe-lullo-when-will-the-sdr-role-officially-die/) - Gabe Lullo of Alleyoop joins us on the Surf and Sales podcast to discuss the future of the SDR role by focusing on calls, content, and collaboration. Partnerships and referrals as a channel. What are you waiting for? Time to reserve your spot at www.surfandsales.com Check out this episode!
- [S5E42 - Patrick Joyce - Network first, AI last](https://theharrisconsultinggroup.com/s5e42-patrick-joyce-network-first-ai-last/) - Patrick Joyce of Level Up joins us on the Surf and Sales podcast to discuss the best practices for hiring an outsource agency for your sales motion. Leveraging AI in the right way based on where we are in 2024. Going network first is the most important thing in your career. And what he HATES
- [S5E40 - Kathleen Booth - The People Are the Product](https://theharrisconsultinggroup.com/s5e40-kathleen-booth-the-people-are-the-product/) - Kathleen Booth SVP of Marketing from Pavillion joins us to share her insights on everything from community versus conference, The best events are not held by vendors, you can't run the industry playbook and expect the same results of others, leveraging pattern interupts, understanding the problem is more important than the solution, and first team
- [S5E41 - Adam Robinson - The advantages of building in public.](https://theharrisconsultinggroup.com/s5e41-adam-robinson-the-advantages-of-building-in-public/) - If you've ever wanted to know what it's like to be a founder of two different companies at the same time, this is the episode you need to hear. When a founder turns around the 4 month slump. When to find a new product market fit. What are you waiting for? Time to reserve your
- [S5E39 - Patrick Monnot: The Elusive Founder/Sales Leader Goal Alignment](https://theharrisconsultinggroup.com/s5e39-patrick-monnot-the-elusive-founder-sales-leader-goal-alignment/) - Patrick Monnot of www.workwithpod.com joins us from in a real office! And yes we discuss WFH and ROT, and why he decided to go from WFH to Hybrid. And we definitely get into proper alignment on realistic revenue targets. joins us on the Surf and Sales podcast to discuss. What are you waiting for? Time
- [S5E38 - Chris Karger - Most Underrated Skill in Sales.](https://theharrisconsultinggroup.com/s5e38-chris-karger-most-underrated-skill-in-sales/) - Chris Karger joins us on the Surf and Sales podcast to discuss. Referrals no longer a nice to have and how to get them. As well as understanding cultural differences often means communication differences. The differences between scaling in the US than the EU. What are you waiting for? Time to reserve your spot at
- [S5E37 - Luke Wilson - It takes more than hustle](https://theharrisconsultinggroup.com/s5e37-luke-wilson-it-takes-more-than-hustle/) - Luke Wilson us on the Surf and Sales podcast to discuss entrepreneurship and discuss the pivot from sales leader to CEO, the fastest way to solve the problems, what it means to go from sales leader to CEO, and of course why it takes more than just hustle to be successful. What are you waiting
- [S5E36 - Devon Hennig negotiating the salary without fear](https://theharrisconsultinggroup.com/s5e36-devon-hennig-negotiating-the-salary-without-fear/) - Devon Henning of Board Room Confidential joins us to discuss the what, how, and why around compensation from the candidate level. the misalignment of compensation. Learning how to negotiate salary without fear. Understanding short term thinking vs long term as you. What are you waiting for? Time to reserve your spot at www.surfandsales.com
- [S5E35 - Appy Choudhary - How far your xDR should qualify first meetings.](https://theharrisconsultinggroup.com/s5e35-appy-choudhary-how-far-your-xdr-should-qualify-first-meetings/) - Appy joins us and discuss building a sales development to IPO. Understanding the lock-up periods post IPO. What a multi-channel approach really means in 2024. What are you waiting for? Time to reserve your spot at www.surfandsales.com Check out this episode!
- [S5E33 - Ben Wright - The 5 Step Prospecting Framework](https://theharrisconsultinggroup.com/s5e33-ben-wright-the-5-step-prospecting-framework/) - Ben joins us and shares his 5-Step Prospecting Framework targeting approaches beyond simple personalization and social media. He also shares the best ways a leader and a rep can confirm learning has actually occurred and been remembered. And a host of other practical sales tips. What are you waiting for? Time to reserve your spot
- [S5E34 - Mike Lander - How to leverage procurement to your advantage in sales](https://theharrisconsultinggroup.com/s5e34-mike-lander-how-to-leverage-procurement-to-your-advantage-in-sales/) - Mike Lander is a former procurement person who has transitioned to training sales people on how to leverage procurement to a mutual advantage. He shares some amazing insights including, uderstanding their role of managing risk is the top priority. How procurement is interested in reducing risk, savings, innovation, quality, reliability, a well governed process. How
- [S5E32 - Atul and Sai of Hyperbound Why the better product doesn't always win.](https://theharrisconsultinggroup.com/s5e32-atul-and-sai-of-hyperbound-why-the-better-product-doesnt-always-win/) - The co-founders of Hyperbound joins us on the Surf and Sales podcast to discuss some amazing concepts around the true value of AI in sales including Why SDR AI tools are not sticking. The top of the funnel SDR role, deeper in the funnel uses for AI, and most importantly the strategy component tht AI
- [S5E31 - Adam Smith - The easy parts of keeping humans in the sales process](https://theharrisconsultinggroup.com/s5e31-adam-smith-the-easy-parts-of-keeping-humans-in-the-sales-process/) - Adam Smith of Workbounce joins us on the Surf and Sales podcast to discuss why the human is being replaced by AI in the sales process, just yet. Specifically buyers still need help navigating through the messy parts of purchasing. How AI assists the human by analyzing disperate communication channels to provide real insights beyond
- [S5E30 - Alyson Baber - Insights Into Sales Leadership in 2024](https://theharrisconsultinggroup.com/s5e30-alyson-baber-insights-into-sales-leadership-in-2024/) - Alyson's career spans diverse roles from medical sales to software, with experiences at Intuit, SendGrid, Zoom, and Outreach. And sharing his wisdom around Career Path and Company Selection and how to handle a large scale layoff professionally. You will definitely want to paddle out and ride the set of waves. What are you waiting for?
- [S5E29 - Katie Chatterton - What is sales enablement in 2024?](https://theharrisconsultinggroup.com/s5e29-katie-chatterton-what-is-sales-enablement-in-2024/) - Enablement is not a babysitting role. If you can't do the function, you gotta pay for the function to be done right and its all the things that don't show up in KPIs. Katie Chatterton joins us on the Surf and Sales podcast to discuss the true value of sales enablement and how they make
- [S5E28 - Janice B Gordon - The future of sales is downsizing](https://theharrisconsultinggroup.com/s5e28-janice-b-gordon-the-future-of-sales-is-downsizing/) - Janice B Gordon joins us on the Surf and Sales podcast to discuss transforming sales teams to accelerate growth through a customer centric approach. What is driving the change in sales is coming from the customer behaviors not the corporate desires. Janice explains why a better way to sell starts with your customers What are
- [S5E27 - Manuel Hartmann Optimizing $0-$1m, $1m-3m, and $3m-$10m](https://theharrisconsultinggroup.com/s5e27-manuel-hartmann-optimizing-0-1m-1m-3m-and-3m-10m/) - Manuel Hartmann joins us on the Surf and Sales podcast to discuss so interesting topics including Understanding the value of culture from country to country in your $0-$10m GTM strategy. Founder sales to founder led sales and founder enabled sales. And then we shift to what's going to happening in outbound in 2024 and beyond.
- [S5E26 - Rhasheeda Hughes - The Queen of Sales](https://theharrisconsultinggroup.com/s5e26-rhasheeda-hughes-the-queen-of-sales/) - Rasheeda Hughes an amazing sales leader joins us on the podcast and shares so much wisdom including: Technology has drastically changed sales, but building relationships and having conversations remains crucial. AI will be an assistant to successful salespeople, not a replacement - people still want to buy from people. Confidence, finding allies/mentors, and being authentic are
- [S5E25 - Shawn Rhodes - What makes exceptional sales people exceptional](https://theharrisconsultinggroup.com/s5e25-shawn-rhodes-what-makes-exceptional-sales-people-exceptional/) - Shawn Rhodes of Bulletproof Selling joins us on the Surf and Sales podcast to discuss The soft side of the metrics that are overlooked. How to manage the fear in the moment. The best ways to get into conversations with the people you want and bypass the gatekeepers. What are you waiting for? Time to
- [S5E24 - Meshell Baker -   the value of vocalizing frustration vs being negative](https://theharrisconsultinggroup.com/s5e24-meshell-baker-the-value-of-vocalizing-frustration-vs-being-negative/) - BAM! This episode will leave you craving more of Mesheel Baker! Her wisdom is amazing and she is the master of inspiration. Here's a few nuggets to wet your whistle. Recognizing something that feels impossible and exhilerating at the same time is something to focus on. Chaos is merely an illusion. And your circumstances are
- [S5E23 - Matt Wolach - Stop blaming the macro economic situation on poor revenue.](https://theharrisconsultinggroup.com/s5e23-matt-wolach-stop-blaming-the-macro-economic-situation-on-poor-revenue/) - Matt Wolach joins us on the Surf and Sales podcast to discuss why the best products have the worst sales motion. How hating to lose is better than wanting to win. What are you waiting for? Time to reserve your spot at www.surfandsales.com Check out this episode!
- [S5E22 - Archie Hollingsworth of Fyxer.ai - From farming to tech entrepreneur](https://theharrisconsultinggroup.com/s5e22-archie-hollingsworth-of-fyxer-ai-from-farming-to-tech-entrepreneur/) - Archie joins us on the Surf and Sales podcast to discuss the mistakes you will make on your start-up ideation journey. He also gives the best advice on how to find the right thing to focus on as you build your start-up idea or side hustle. What are you waiting for? Time to reserve your
- [S5E21 - Lexy Franklin - Deciphering the wisdom from the noise](https://theharrisconsultinggroup.com/s5e21-lexy-franklin-deciphering-the-wisdom-from-the-noise/) - Lexy Franklin of Sidebar joins us on the Surf and Sales podcast to discuss the next evolution of communities. He goes deep on helping people realize that the problems you solve in life and business of your career are interdisciplinary and cross-functional. What are you waiting for? Time to reserve your spot at www.surfandsales.com Check
- [S5E20 - Chris Caldwell - Sell As You Are](https://theharrisconsultinggroup.com/s5e20-chris-caldwell-sell-as-you-are/) - Chris Caldwell joins us on the Surf and Sales podcast to discuss how you are showing up, why you are showing up and understanding your own internal wobble and how to adjust. And he explains why teachers are the best sales superstars. What are you waiting for? Time to reserve your spot at www.surfandsales.com Check
- [S5E19 - RyanfromDetroit - How do we prospect into the Fortune 100](https://theharrisconsultinggroup.com/s5e19-ryanfromdetroit-how-do-we-prospect-into-the-fortune-100/) - Ryan French from Pigment joins us on the Surf and Sales podcast to discuss a multitude of things including the right character and drive to find the full-cycle AE's who know how to prospect into the Fortune 100. And how he had to knock-down the door of tech sales when nobody would give him a
- [S5E18 - Vivek Nanda - Attention, Affinity, and Action](https://theharrisconsultinggroup.com/s5e18-vivek-nanda-attention-affinity-and-action/) - Vivek Nanda Chief Growth Officer at SwiftShift joins us and drops some amazing wisdom around sales, marketing, and building an audience that converts to customers. Highlights include his vision that sales and marketing are twin siblings in B2B, working closely together. And how he has grown his newsletter to be much more than just a
- [S5E17 - Haris Halkic of The Sales Daily](https://theharrisconsultinggroup.com/s5e17-haris-halkic-of-the-sales-daily/) - Haris shares his journey from AE to entrepreneur building The Sales Daily. In less than 6 months he's built one of the most popular and most helpful sales newsletters in the industry. What are you waiting for? Time to reserve your spot at www.surfandsales.com coming in November 2024 Check out this episode!
- [S5E16 - Chris Horton - What's working in outbound in 2024](https://theharrisconsultinggroup.com/s5e16-chris-horton-whats-working-in-outbound-in-2024/) - Chris Horton from Bill.com joins us to discuss how and why the old school calling and emails are simply not enough, and what actually works. He even goes deep on what leaders can do to support their team in their real life and how that affects performance. What are you waiting for? Time to reserve
- [S5E15 - Brian Schwartz - What it takes to become an enterprise sales rep](https://theharrisconsultinggroup.com/s5e15-brian-schwartz-what-it-takes-to-become-an-enterprise-sales-rep/) - Brian Schwartz joins us and discuss the specific skills necessary to create and move all the parts of a very large enterprise deals. Everything from growing your career into a true enterprise role. What are you waiting for? Time to reserve your spot at www.surfandsales.com Check out this episode!
- [S5E14 - Candace Taber - Sales Leadership, Enablement, and Management](https://theharrisconsultinggroup.com/s5e14-candace-taber-sales-leadership-enablement-and-management/) - Candace Taber joins us on the Surf and Sales podcast to discuss how we get better at using our time to make real impact in your role, meetings, and coaching. Understanding the difference between daily stand-ups and 1:1s. What are you waiting for? Time to reserve your spot at www.surfandsales.com Check out this episode!
- [S5E13 - Dave Kennett - The Sales Manager's Role is On It's Way Out The Door](https://theharrisconsultinggroup.com/s5e13-dave-kennett-the-sales-managers-role-is-on-its-way-out-the-door/) - Dave Kennett joins us on the Surf and Sales podcast to discuss the future of sales coaching. Where are we now and what is it going to be like in the future. What are you waiting for? Time to reserve your spot at www.surfandsales.com Check out this episode!
- [S5E12 - Will Falkenborg - Cutting Edge SDR Cold Calling and Prospecting](https://theharrisconsultinggroup.com/s5e12-will-falkenborg-cutting-edge-sdr-cold-calling-and-prospecting/) - Hot Dog Will Falkenborg a master SDR with the most creative approach to lead generation is massively unique and can be easily replicated without burning the process. Want to go to Costa Rica? Come to the next Surf and Sales event! www.surfandsales.com Check out this episode!
- [S5E11 - Aaron McReynolds - Empowering the Individual Sales Person](https://theharrisconsultinggroup.com/s5e11-aaron-mcreynolds-empowering-the-individual-sales-person/) - The hardest part of sales leadership is figuring out the balance of managing the team and coaching the individual. We go deep with Aaron from Alysio on this topic and many tactics discussed on solving the motivation and management question for sales leaders Check out this episode!
- [S5E10 - JR Butler - Transitioning to Sales with Purpose and Identity](https://theharrisconsultinggroup.com/s5e10-jr-butler-transitioning-to-sales-with-purpose-and-identity/) - JR Butler joins us on the Surf and Sales podcast and shares all the challenges someone faces when transitioning to sales. Understanding the transition involves both the internal and external. Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! Check out this episode!
- [S5E9 - Chuck Brotman - Sales Hiring in the 2024 Landscape](https://theharrisconsultinggroup.com/s5e9-chuck-brotman-sales-hiring-in-the-2024-landscape/) - 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. Check out this episode!
- [S5E8 - Paul Caffrey - How to be an Elite Sales Professional](https://theharrisconsultinggroup.com/s5e8-paul-caffrey-how-to-be-an-elite-sales-professional/) - Paul Caffrey shares some amazing insights including the one thing the best sales people do better than everyone else. Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! Check out this episode!
- [S5E6 - Levy Yakubov - The hard part is the execution is getting out of the way.](https://theharrisconsultinggroup.com/s5e6-levy-yakubov-the-hard-part-is-the-execution-is-getting-out-of-the-way/) - Levy Yakubov comes to the Making a career hard pivot Scaling from a neighborhood to multi-neighborhoods, to massive scaling Pivoting within the pivot. Your attitude and approach are your competitive advantage Knowing what good looks like Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! Check out this episode!
- [S5E3 - How to leverage AI to coach your middle managers](https://theharrisconsultinggroup.com/s5e3-how-to-leverage-ai-to-coach-your-middle-managers/) - A fascinating conversation about where and how AI is affecting the sales coaching and leadership roles. How falling in love with sales started as an addiction to challenge. Alex McNaughten of https://www.grw.ai/ joins us and shares amazing knowledge about sales, leadership and revenue growth. Want to go to Costa Rica? Come to the next Surf
- [S5E1 - What you don't know about your equity](https://theharrisconsultinggroup.com/s5e1-what-you-dont-know-about-your-equity/) - Caleb Smith joins us on the Surf and Sales podcast and discusses topics around revenue, compensation, and equity including the idea of Phantom Stock, the adjustment from a slow sales cycle to a fast cycle, and an interesting concept of choose your own compensation plan. Connect with us on LinkedIn Richard Harris Scott Leese Want
- [S5E2 - A Chat with a Home Shopping Network Sales Person - Stephanie Z](https://theharrisconsultinggroup.com/s5e2-a-chat-with-a-home-shopping-network-sales-person-stephanie-z/) - You've got 3 seconds to capture someone's attention. What do you do? Stephanie Zielinski answers all the questions you wanted to know. She's also an event specialist too and shares the best practices between in person and virtual events. Oh, and she was also a teacher in the public school world and provides the best
- [S5E4 - How Engineering and Sales Partner with Richard White of Fathom](https://theharrisconsultinggroup.com/s5e4-how-engineering-and-sales-partner-with-richard-white-of-fathom/) - What happens when an Engineer runs sales and then becomes a founder? When to adjust from freemium to paid. Adjusting from being first in the market to a competitive landscape Focusing on usage before monetization has its advantages. Meetings are for conversation not content presentation Big props to Hubspot for making us a part of
- [S5E5 -  The Ambitious Learner with Hannah Ajikawo](https://theharrisconsultinggroup.com/s5e5-the-ambitious-learner-with-hannah-ajikawo/) - Hannah Ajikawo joins us on the Surf and Sales podcast to discuss Understanding and value of referral selling The biggest gaps many consultants lack Why being a student of sales always matters. How to evaluate "good" when hiring a consultant You can't be a consultant you have to have survived the down turns. Come to
- [A Good Sales Demo vs. A Bad Sales Demo](https://theharrisconsultinggroup.com/a-good-sales-demo-vs-a-bad-sales-demo/) - Learn how to avoid common sales demo pitfalls and turn your presentations into a good sales demo that is engaging and creates a customer-focused experience.
- [Agile Strategies for Responding to Shifting Market Dynamics](https://theharrisconsultinggroup.com/agile-strategies-for-responding-to-shifting-market-dynamics/) - Discover these agile strategies that empower sales teams to not only navigate but also excel in these fluid market conditions.
- [S4E52 - AI will make lazy sellers obsolete with the Sales Doctor - Chet Lovegren](https://theharrisconsultinggroup.com/s4e52-ai-will-make-lazy-sellers-obsolete-with-the-sales-doctor-chet-lovegren/) - Shredder! Chet Lovegren joins us on the Surf and Sales podcast to discuss the future of sales. What are the other things in Sales AI helps with? Empathy does not mean lack of accountability. AI will make lazy people lazier, top sellers win Big props to Hubspot for making us a part of the Hubspot
- [How to Motivate Your Sales Team in 2024](https://theharrisconsultinggroup.com/how-to-motivate-your-sales-team-in-2024/) - Soft skills are often the hard skills when it comes to sales leadership. Learn why training your team is key to have a successful sales team.
- [Sales Training: How to Choose the Best Program](https://theharrisconsultinggroup.com/salestraining-program-how-to-choose-the-best-one/) - Investing in a sales training program is a critical step for any business. Reminder: the success of a sales training isn't solely determined by the program.
- [Secrets to a Kickass Sales Kickoff Meeting - Part 1](https://theharrisconsultinggroup.com/kickass-sales-kickoff-meeting-part-1/) - Best practices for putting together a successful sales kickoff meeting. Includes the right sales kickoff agenda, the right kinds of sales kickoff ideas and more
- [The Power of Founder-Led Sales](https://theharrisconsultinggroup.com/the-power-of-founder-led-sales/) - Founder led sales the founder are crucial to engage directly with potential customers, build relationships, and drive revenue growth. Discover more about it
- [S4E51 - Stopping Negative Self Talk with Joel Bein](https://theharrisconsultinggroup.com/s4e51-stopping-negative-self-talk-with-joel-bein/) - You cannot just muscle your way through things. Our challenges are habitual, not natural. Joel Bein of Human Liberation joins us share some amazing advice. Unnecessary over hustling Confusing activity with productivity Learning to trust yourself. Stopping the negative self-talk loops Why are sales people afraid to ask for the close? Big props to Hubspot
- [Thriving in Sales: Embracing Imperfections to Avoid Burnout](https://theharrisconsultinggroup.com/thriving-in-sales-embracing-imperfections-to-avoid-burnout/) - Learn from mistakes, show self-compassion, and accept your whole selves to avoid burnout. In sales, it's not about perfection, but unwavering resilience.
- [Finding Your Work-Life Balance: It's Personal](https://theharrisconsultinggroup.com/finding-your-work-life-balance-its-personal/) - The struggle of mental health and mental health in sales is all too real. Let's explore how individuals can customize work-life balance to suit their needs.
- [S4E50 - Why LinkedIn is NOT for Cold Outreach with Charlotte Lloyd](https://theharrisconsultinggroup.com/s4e50-why-linkedin-is-not-for-cold-outreach-with-charlotte-lloyd/) - Charlotte "The charKe" Lloyd joins us on the Surf and Sales podcast. Charlotte has become an amazing influencer on LinkedIn, and she didn't even start until 2021. It's never too late to get started. Navigating the social landscape of posting on multiple platform The difference between being confident and confident in your voice. The mentality
- [S4E49 - Don't be the Allen Iverson of Sales with Matt Doyon](https://theharrisconsultinggroup.com/s4e49-dont-be-the-allen-iverson-of-sales-with-matt-doyon/) - Matt Doyon joins us on the Surf and Sales podcast to discuss Practice is the key to success in everything Why smaller micro-training is better for everyone. It's time to lean in on the younger generation of sales The sales motion of start-ups vs big organizations The future of sales is not what you think
- [S4E48 - How the Best Sales Reps Use Case Studies with Julian Lumpkin](https://theharrisconsultinggroup.com/s4e48-how-the-best-sales-reps-use-case-studies-with-julian-lumpkin/) - Julian Lumpkin joins us on the Surf and Sales podcast and shares some amazing insights. Navigating the side hustle while still a W2 Starting a marketing agency while never working in marketing The huge difference of having one case study versus none A case study should be easy to understand by someone outside your industry.
- [S4E47 - “Weird Al the SDR” w/ Jordan Abbott of Vidyard](https://theharrisconsultinggroup.com/s4e47-weird-al-the-sdr-w-jordan-abbott-of-vidyard/) - Jordan Abbot from Vidyard joins us on the Surf and Sales podcast and shares amazing insights around the latest best practices in the SDR world. The optimal length of videos Being your whole self to work and the power of social in sales How to bring your sales script and talk tracks to life. Understanding
- [S4E46 - I love you sales, but you don't love me.](https://theharrisconsultinggroup.com/s4e46-i-love-you-sales-but-you-dont-love-me/) - Monica Stewart joins us on the Surf and Sales podcast and shares his wisdom including Why did she leave sales and come back two times? Has the system made founders lie about product/market fit? The milestones from $1m to $2m+? Why Net Revenue Retention is the sole metric for determining product market fit. Big props
- [S4E45 - The VALUE Acid Trip of Sales Episode](https://theharrisconsultinggroup.com/s4e45-the-value-acid-trip-of-sales-episode/) - Carlos Nouche joins us on the Surf and Sales podcast to discuss. And for the record, nobody was doing any drugs. More generations in sales now than any other time in history. What it really means when people say "sales has changed". Understanding how geography relates to sales. Big props to Hubspot for making us
- [S4E43 - One Thing That Indicates When Its Time For Your First Sales Hire](https://theharrisconsultinggroup.com/s4e43-one-thing-that-indicates-when-its-time-for-your-first-sales-hire/) - Michelle Pietsch joins us on the Surf and Sales podcast. Your first value prop is probably not a value prop. Sales 101 is never outdated The first 10 and last 5 minutes of the call is the best part to coach. The mistakes of founder led sales Big props to Hubspot for making us a
- [S4E44 - Sales people are no longer motivated by money.](https://theharrisconsultinggroup.com/s4e44-sales-people-are-no-longer-motivated-by-money/) - Alex Kremer joins us on the Surf and Sales podcast and shares his wisdom The value of community. The skill of choosing the right rocket ships and start-ups. What is replacing the money in sales people no longer want. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even
- [S4E42 - Everything is easy when you have been to hell and back with Justin Jay Johnson](https://theharrisconsultinggroup.com/s4e42-everything-is-easy-when-you-have-been-to-hell-and-back-with-justin-jay-johnson/) - Justin Jay Johnson joins us on the Surf and Sales podcast and shares his learnings about cutting the W2 chord, how life's tragedy became his biggest blessing, and why he likes helping people so much. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to
- [S4E41 - The challenge of a start up that sells globally with Milo Milosevic](https://theharrisconsultinggroup.com/s4e41-the-challenge-of-a-start-up-that-sells-globally-with-milo-milosevic/) - Milo Milosevic joins us on the Surf and Sales podcast and shares his thoughts on the following: Should the founder be the first seller? How to develop product market fit for something you will never sell in your own country. Getting late adopters to move more quickly with technology. Big props to Hubspot for making
- [S4E40 - Navigating Change Management When Converting AE's to Outbound](https://theharrisconsultinggroup.com/s4e40-navigating-change-management-when-converting-aes-to-outbound/) - The awesome Jason Bay joins us on the Surf and Sales podcast and we discuss some amazing insights including the mutual responsibility for success for reps and management. And how to manage the change of getting your AEs go outbound. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They
- [S4E39 - When you know how to sell everything falls into place](https://theharrisconsultinggroup.com/s4e39-when-you-know-how-to-sell-everything-falls-into-place/) - Casey Cavell has done it all from a professional athlete to professional gambling, to entrepreneur. He shares amazing insights and stories including: How he took a $50 poker entry fee and turned into is foundation for making a million dollars. It's all a mindset mentality. The 70/30 Rule to Recognize Burnout Hire people to buy
- [5 Things You Didn’t Know About Procurement](https://theharrisconsultinggroup.com/5-things-you-didnt-know-about-procurement/) - We talked with procurement leaders to see what false belief systems salespeople buy into. Now, we're sharing the top 5 things you didn't know about procurement.
- [Surf and Sales S1E28 - From Rock Bottom to Rocketship with Scott Barker of Outreach.io](https://theharrisconsultinggroup.com/surf-and-sales-s1e28-from-rock-bottom-to-rocketship-with-scott-barker-of-outreach-io/) - Scott Barker shares his experiences of his meteoric rise to sales success, his crash, and his rebirth to being a 7-figure selling and marketing machine.
- [S4E37 - Revenue Enablement, the fixer of problems and people with Roderick Jefferson](https://theharrisconsultinggroup.com/s4e37-revenue-enablement-the-fixer-of-problems-and-people-with-roderick-jefferson/) - Roderick Jefferson joins us and we go deep on some amazing topics. .Understanding and navigating corporate politics Stop doing presentations and start having conversations. Who owns expansion and upsell revenue? How to adjust the CSM mindset to handle upsell/ cross-selling Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They
- [S4E38 - How to leverage your network to grow your revenue with Joel Rodriguez](https://theharrisconsultinggroup.com/s4e38-how-to-leverage-your-network-to-grow-your-revenue-with-joel-rodriguez/) - Joel is a sales and revenue visionary and joins us to discuss the easiest ways to leverage your own network. We get into the details around adjusting the mindset of "feeling dirty" to ask for a referral, what does the right process look like, and what does the right message sound like. Big props to
- [S4E36 - Selling in a Tumultuous Economy with Kaylee Chappelow](https://theharrisconsultinggroup.com/s4e36-selling-in-a-tumultuous-economy-with-kaylee-chappelow/) - Mid-market sales rep Kaylee Chappelow about selling in the summer 2023 economy. Navigating a tumultuous upbringing and career. When your drive becomes your habit. Creative Discounting and Budget conversations Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click
- [Leveling Up in Sales: How To Move to a Better Situation](https://theharrisconsultinggroup.com/leveling-up-in-sales-how-to-move-to-a-better-situation/) - In this blog, learn how to start leveling up in sales and move into a better situation for you and your family's current life and future.
- [S4E35 - How much vulnerability is too much when building your brand with Luke Shalom](https://theharrisconsultinggroup.com/s4e35-how-much-vulnerability-is-too-much-when-building-your-brand-with-luke-shalom/) - Luke Shalom joins us on the Surf and Sales podcast and discusses what it takes to build a brand. Topics include vulnerability, finding balance of the vulnerable story with negativity and stop trying to prove to yourself how important you are. Big props to Hubspot for making us a part of the Hubspot Podcasting Network!
- [S4E34 - Making Bolder Decisions with Mark Roberge](https://theharrisconsultinggroup.com/s4e34-making-bolder-decisions-with-mark-roberge/) - The one and only Mark Roberge joins us on the Surf and Sales podcast. NOT your standard Mark Roberge interview. Mark is not your typical "sales leader". He did not come up through the ranks of sales, Yet, he's become one of the most thought-provoking sales leaders in the business community in the last 20 years. We went deep with Mark on
- [S4E33 - It's not all about A-Players with Mark A Smith](https://theharrisconsultinggroup.com/s4e33-its-not-all-about-a-players-with-mark-a-smith/) - 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
- [S4E32 - Stock Options Straight Talk](https://theharrisconsultinggroup.com/s4e32-stock-options-straight-talk/) - Colin Cadmus joins a live Surf and Sales Bonfire session to discuss how stock options really work. When do they matter? When do I have to pay taxes on them? Should I optimize for income or options? Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free
- [S4E31 -  The entrepreneurial journey after being laid off with Nick Bennett](https://theharrisconsultinggroup.com/s4e31-the-entrepreneurial-journey-after-being-laid-off-with-nick-bennett/) - Nick joins us on the Surf and Sales podcast. He's going Why make money for others when you can make it for yourself The entrepreneurial journey after being laid off. How marketing is viewing the value of AI Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer
- [Impostor Syndrome in Sales](https://theharrisconsultinggroup.com/impostor-syndrome-in-sales/) - Impostor syndrome in sales affects us all. In this blog, I share my latest impostor syndrome update and the mind shift I am trying to achieve.
- [S4E30 - These Are Not the Sales KPIs You're Looking For with Todd Busler](https://theharrisconsultinggroup.com/s4e30-these-are-not-the-sales-kpis-youre-looking-for-with-todd-busler/) - Todd Busler of Champify joins us on the Surf and Sales podcast and discusses the following: The Challenge of Traditional Sales Models The Right KPIs for Sales in 2023 Getting and Monetizing Beta Customers Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help
- [S4E29 - Problem-i-zation is the Future of Personalization in Sales with Andy Mewborn](https://theharrisconsultinggroup.com/s4e29-problem-i-zation-is-the-future-of-personalization-in-sales-with-andy-mewborn/) - Andrew Mewborn joins us on the Surf and Sales podcast. What prospects really want. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa
- [S4E28 - Getting past your own self-limiting beliefs with Bishoy Tadros](https://theharrisconsultinggroup.com/s4e28-getting-past-your-own-self-limiting-beliefs-with-bishoy-tadros/) - Bishoy Tadros joins us on the Surf and Sales podcast and shares his amazing story. Embracing Discomfort Managing a real job and your side hustle The comeback is bigger than the setback Surviving Luekemia and Brain Surgery Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free
- [Emotions in Sales Drive Every Decision](https://theharrisconsultinggroup.com/emotions-in-sales-drive-every-decision/) - In this blog, we look at emotions in sales and dissect a few examples we see often that don't speak to the emotions of the customer and where they are at.
- [S4E27 - Going from Individual Contributor to Leader with Austen Shefl](https://theharrisconsultinggroup.com/s4e27-going-from-individual-contributor-to-leader-with-austen-shefl/) - Austen Schaefer from Clozd joins us on the Surf and Sales podcast. What mistakes to avoid What it means to take that next step What you can do to take that next step. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your
- [S4E26 - Avoid These Mistakes When Being a Sales Leader with Collin Mitchell](https://theharrisconsultinggroup.com/s4e26-avoid-these-mistakes-when-being-a-sales-leader-with-collin-mitchell/) - Collin Mitchells joins us on the Surf and Sales podcast. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the
- [S4E25 - Will AI Replace RevOps with Craig Jordan](https://theharrisconsultinggroup.com/s4e25-will-ai-replace-revops-with-craig-jordan/) - Craig Jordan joins us on the Surf and Sales podcast. Reducing the Bloat with Rev Ops Attaining revenue in a smarter way Convincing leadership rev ops is a must have. The Dream Starting Sales Team AI in Revenue Operations Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even
- [S4 Bonus Episode Little Scotty's Birthday Special](https://theharrisconsultinggroup.com/s4-bonus-episode-little-scottys-birthday-special-2/) - This was the top-secret episode. The one where Richard decided to interview Scott's parents and brother about what Little Scotty was all about. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn
- [S4 Bonus Episode Little Scotty's Birthday Special](https://theharrisconsultinggroup.com/s4-bonus-episode-little-scottys-birthday-special/) - This was the top-secret episode. The one where Richard decided to interview Scott's parents and brother about what Little Scotty was all about. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn
- [S4Bonus Episode Richard's Origin Story and Hating Socks](https://theharrisconsultinggroup.com/s4bonus-episode-richards-origin-story-and-hating-socks/) - This is from the WayBack Time Machine. Season 1 Episode 3. Richard shares his origin story. How he became a consultant Why he used to hate wearing socks His focus on Mental Health Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your
- [Sales Community: The Dumbest $500k Idea Ever](https://theharrisconsultinggroup.com/sales-community-the-dumbest-500k-idea-ever/) - Learn how a dumb idea became an amazing sales community worth $500,000, plus how to not let imposter syndrome get in the way of potential success.
- [S4E23 - The Ultimate Why Episode of Sales](https://theharrisconsultinggroup.com/s4e23-the-ultimate-why-episode-of-sales/) - Point Break! Adam Goyette joins us on the Surf and Sales podcast. He shares some amazing insights. How to get through the noise with your message Why should they care? Why should they care about you? How a marketer ran a 40-person sales team. When a marketer runs a 40-person sales team. Big props to
- [S4E22 - AI will NOT displace the Sales Team with Tito Bohrt](https://theharrisconsultinggroup.com/s4e22-ai-will-not-displace-the-sales-team-with-tito-bohrt/) - Shredder! Tito Bohrt joins us on the Surf and Sales podcast. Is AI annoying yet? Motivating your team through scary times of the economy and AI Be careful of the articulated AI lie Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your
- [S4E21 -S.A.D.N.E.S.S. - Sales are Dope with Ben Gould and Ross Pomerantz](https://theharrisconsultinggroup.com/s4e21-s-a-d-n-e-s-s-sales-are-dope-with-ben-gould-and-ross-pomerantz/) - Point Break! Corporate Bro Ross Pomerantz and Ben Gould joined us today to discuss. Sales Are Dope on YouTube Don't call him an influencer Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on
- [S4E20 - From picking your brain to charging for your time with Anthony Natoli](https://theharrisconsultinggroup.com/s4e20-from-picking-your-brain-to-charging-for-your-time-with-anthony-natoli/) - Point Break! Anthony Natoli joins us on the Surf and Sales podcast to discuss Getting off the sidelines and engaging in building your brand The right mindset for starting to build your brand. Is having an addictive personality help or hinder your sales career? Big props to Hubspot for making us a part of the
- [S4E16 - How to stop wage theft in your comp plan.](https://theharrisconsultinggroup.com/s4e16-how-to-stop-wage-theft-in-your-comp-plan/) - Gnarly! Dan Goodman joins us on the Surf and Sales podcast to discuss What is my recourse if my company screws me on comp? Complex comp plans Standing up for your commissions and yourself Big props to Hubspot for making us a part of the Hubspot Podcasting Network! Check out Hubspot and its free sales
- [S4E17 - No Degree Required](https://theharrisconsultinggroup.com/s4e17-no-degree-required/) - Shredder! Jonaed Iqbal joins us on the Surf and Sales podcast and shares stories about how to get a role in sales even if you don't have a college degree. Being bold Craziest stories of how people get hired. How to manage time over so many platforms Big props to Hubspot for making us a
- [S4E15 - From Homeless to Top 1% of Sales Industry](https://theharrisconsultinggroup.com/s4e15-from-homeless-to-top-1-of-sales-industry/) - Wow! Shari is truly a remarkable human being. She's been through homelessness twice before 18. And if that's not enough her kids survived a school shooting, and she shares all of this and how it relates to sales too. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even
- [S4E14 - The Best Sales People Are Engaing Not Knowledgeable](https://theharrisconsultinggroup.com/s4e14-the-best-sales-people-are-engaing-not-knowledgeable/) - Point Break! Colin Coggins and Garrett Brown join us on the Surf and Sales podcast. As partners and authors of the best-selling book "The Unsold Mindset." Adding Value vs. Extracting Value If you ask for advice, you get money. If you ask for money, you get advice. Intentional Ignorance Big props to Hubspot for making
- [S4E13 - Sharing your favorite failure](https://theharrisconsultinggroup.com/s4e13-sharing-your-favorite-failure/) - Gnarly! Gary Garth joins us on the Surf and Sales podcast to discuss six exits and his favorite failures. Big props to Hubspot for making us a part of the Hubspot Podcasting Network! Please check them out for great sales content and an awesome CRM Connect with us on LinkedIn Richard Harris Scott Leese Get
- [S4E12 - Branding, Scripting, and Beyond first 90 Days of your solo-preneur career](https://theharrisconsultinggroup.com/s4e12-branding-scripting-and-beyond-first-90-days-of-your-solo-preneur-career/) - Shredder Tom Slocum joins us on the Surf and Sales podcast and drops some awesome nuggets What people say in the room behind closed doors when you aren't there defines your brand. When your prospect picks up the phone Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even
- [S4E11 - Buzzwords, Advisory Roles, and Side Hustles](https://theharrisconsultinggroup.com/s4e11-buzzwords-advisory-roles-and-side-hustles/) - Point Break! An unplanned and unscripted conversation of random questions around buzzwords in sales, advisory roles, and side hustles involving real estate Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here Connect with us on LinkedIn
- [S4E10 - Culture is defined as the worst behaviors tolerated.](https://theharrisconsultinggroup.com/s4e10-culture-is-defined-as-the-worst-behaviors-tolerated/) - Shredder! Leanne and Al Elliott join us on the Surf and Sales podcast to talk about culture The biggest lies people believe when building business culture. How do you really define culture? How do you rebuild your culture? Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer
- [S4E9 - Do Influencers Need to Disclose if They Are Paid to Promote with Tim Harris of Uniphore](https://theharrisconsultinggroup.com/s4e9-do-influencers-need-to-disclose-if-they-are-paid-to-promote-with-tim-harris-of-uniphore/) - Boom! Tim Harris from Uniphore joins us on the Surf and Sales podcast. What started as a conversation around Product Marketing and Sales quickly shifted to whether sales influencers need to mention if they are posting paid content. One to One vs. One to Many messaging What is a strong voice as a brand Influencers
- [S4E8 - How to grow your expansion sales](https://theharrisconsultinggroup.com/s4e8-how-to-grow-your-expansion-sales/) - Check out this episode!
- [Stay tuned for more events!](https://theharrisconsultinggroup.com/stay-tuned-for-more-events/)
- [S4E7 - How to pick the right rocket for your moonshot](https://theharrisconsultinggroup.com/s4e7-how-to-pick-the-right-rocket-for-your-moonshot/) - Elizabeth started her career in financial services and pivoted and figured out how to find the right start-up. Check out this episode!
- [S4E4 - How to close $1m with an abundance mindset in MidMarket with JC Pollard](https://theharrisconsultinggroup.com/s4e4-how-to-close-1m-with-an-abundance-mindset-in-midmarket-with-jc-pollard/) - JC Pollard joins the show and explains how he closed $1m in 2022 with 40+ deals. And most are outbound Check out this episode!
- [S4E5 - Your Sales Practicing is All Wrong](https://theharrisconsultinggroup.com/s4e5-your-sales-practicing-is-all-wrong/) - If you are running your sales training and coaching at game speed is hurting you. Jordana Zeldin and Jonathan Mahan share all the right and best practices to help you adjust. Check out this episode!
- [S4E3 - Salespeople are going to be replaced with Daniel Wiener](https://theharrisconsultinggroup.com/s4e3-salespeople-are-going-to-be-replaced-with-daniel-wiener/) - The average salesperson will be replaced soon, and Daniel explains why. We then dig deeper into what it's like being a co-founder with a close friend. Check out this episode!
- [S4E2 - Small Wins = Big Wins with Matt Ferguson](https://theharrisconsultinggroup.com/s4e2-small-wins-big-wins-with-matt-ferguson/) - What if you were a professional golfer and decided to move into sales and sales leadership coach? Essentially this is the Sales Manager 101 episode even if you've been doing it for 10 years. Welcome to the show Matt Ferguson. Topics include: Are you a pipeline manager or a structure manager? How to ATM your
- [S3E58 - What about Sales Leadership Sucks with Katy Mcfee](https://theharrisconsultinggroup.com/s3e58-what-about-sales-leadership-sucks-with-katy-mcfee/) - So you climb the ladder of success to EVP of Sales and then decide it's not what you want; what do you do? She had to slow down and learn what lights her up. Stop believing the fear of what you think people think about you.
- [S3E56 - How to build a better pipeline for 2023 with Donald Kelly](https://theharrisconsultinggroup.com/s3e56-how-to-build-a-better-pipeline-for-2023-with-donald-kelly/) - Pipeline, pipeline, pipeline. Without a pipeline you have no sales. Donald Kelly is a savant when it comes to building pipeline and he shares some of this best practices for 2023 to help you grow your pipeline.
- [S3E55 - Baby shoe selling with Craig Thomas](https://theharrisconsultinggroup.com/s3e55-baby-shoe-selling-with-craig-thomas/) - Want to learn how to use baby shoes to help you sell? Want to learn about the kryptonite of sales? Don't miss this episode with our good friend, Craig Thomas
- [S3E54 - Stock Options Straight Talk with Colin Cadmus](https://theharrisconsultinggroup.com/s3e54-stock-options-straight-talk-with-colin-cadmus/) - Listen in and learn all the things you need to know about how stock options work in the start-up world. Nobody ever teaches you this, until now.
- [S3E53 - There's one word every founder and salesperson needs to know, with Eldad Postan-Koren](https://theharrisconsultinggroup.com/s3e53-theres-one-word-every-founder-and-salesperson-needs-to-know-with-eldad-postan-koren/) - 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 creationWhy does it take 1-2 hrs/ day to update the CRMWhat you need to get right when moving from beta to scaling the businessWhat tech
- [S3E52 - Getting the right pipeline at the right time, with Joe McNeill](https://theharrisconsultinggroup.com/s3e52-getting-the-right-pipeline-at-the-right-time-with-joe-mcneill/) - 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 2023How to create a combined compensation model for sales and marketingAll the new revenue titles and what it meansHow to find out if the new company has What's the number one driver of conversion ratesThe value of curiosity and problem solvers
- [S3E51 - Be prepared for change, with Amy Leigh Looper](https://theharrisconsultinggroup.com/s3e51-be-prepared-for-change-with-amy-leigh-looper/) - 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 forwardFear of success can be as powerful as fear of failure.Why farming is entrepreneurialThe wrong image of postpartum depressionFinding the balance as a mom and a career woman.Why culture starts bottom up with front line leadership than
- [S3E50 - The Sales Innovation Paradox with Dr. Howard Dover](https://theharrisconsultinggroup.com/s3e50-the-sales-innovation-paradox-with-dr-howard-dover/) - 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
- [S3E49 - Scary Good Sales Stories](https://theharrisconsultinggroup.com/s3e49-scary-good-sales-stories/) - 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 customersThe time the mob said meet me outside in my black CadillacWhen the customer pulled the baseball bat during the walking-in cold callWhy betting on yourself will always get you through the scariest moments.
- [S3E48 - Is Warm Calling the New Cold Calling with Peter Skidmore](https://theharrisconsultinggroup.com/s3e48-is-warm-calling-the-new-cold-calling-with-peter-skidmore/) - 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 upNavigating 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 decisionsChasing time is more valuable than chasing money.Why the sales interview
- [S3E47 - You are not born excellent at anything with Mona Akmal](https://theharrisconsultinggroup.com/s3e47-you-are-not-born-excellent-at-anything-with-mona-akmal/) - ROI is the biggest behind CryptoUnderstanding how the economic downturn helps your company.The insights economic downturns teach founders.Brute force to first $1m-$2m will not get $100mFinding 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
- [S3E46 - What's the worst that could happen? with Monique Mills](https://theharrisconsultinggroup.com/s3e46-whats-the-worst-that-could-happen-with-monique-mills/) - 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 leadershipConnecting the dots beProviding value to someone
- [S3E45 - Go from being a 6 to 7 Figure AE *Live Bonfire Session*](https://theharrisconsultinggroup.com/s3e45-go-from-being-a-6-to-7-figure-ae-live-bonfire-session/) - 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 moneyThe 12-Week YearWe all need running mates, mentors, and menteesSometimes we have to embrace the suck
- [S3E43 - Re-humanizing Sales with Amarpreet Kalkat](https://theharrisconsultinggroup.com/s3e43-re-humanizing-sales-with-amarpreet-kalkat/) - Knowing your audience is key in sales. Amarpreet has been working to solve this problem so that we don't have to spend hours researching. He shares his wisdom on solving the issue as well as taking an idea to product and the product market fit. The struggles of early-stage product market fit.Finding the right balance of
- [S3E42 - What's broken about the sales recruiting model with Kurt Wilkin](https://theharrisconsultinggroup.com/s3e42-whats-broken-about-the-sales-recruiting-model-with-kurt-wilkin/) - 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 modelRetrain your brain on how to leverage the recruiter relationship betterWhy do most companies not get the recruiter relationship wrong?The blindspots of entrepreneurs when it comes to growingThe four questions you should ask about your current team
- [S3E41 - Just shut and do it, it will be ok. with Keith Daw](https://theharrisconsultinggroup.com/s3e41-just-shut-and-do-it-it-will-be-ok-with-keith-daw/) - 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 doDeciding to bet on yourself and cut the W2Figuring out your
- [S3E40 - The Velocity of Prospecting with Vlad Karukes](https://theharrisconsultinggroup.com/s3e40-the-velocity-of-prospecting-with-vlad-karukes/) - 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 themYour growth in sales will be based more than on your work experienceWorking on your confidence in salesThe key to success
- [S3E39 - ROI is Dead and More with John Barrows](https://theharrisconsultinggroup.com/s3e39-roi-is-dead-and-more-with-john-barrows/) - 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.
- [S3E38 -  Everything is broken — just get comfortable with it, with Todd Busler](https://theharrisconsultinggroup.com/s3e38-everything-is-broken-just-get-comfortable-with-it-with-todd-busler/) - 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 faithThe first step to becoming a founderWhat the MVP should look like and how not to overbuildWhat makes the best first GTM salespersonOptimizing growth for people who want to learnImproving the relationship between the
- [Personal Brands in Sales: Should a Sales Person Have a “Brand”?](https://theharrisconsultinggroup.com/personal-brands-in-sales-should-a-sales-person-have-a-brand/) - Should sales people have a "brand"? In this blog, we talk about personal brands in sales and why you should consider building one today.
- [S1E163 - 2021 Modeling, Planning, and Forecast with Robert McClaw of bunrate.io](https://theharrisconsultinggroup.com/s1e163-2021-modeling-planning-and-forecast-with-robert-mcclaw-of-bunrate-io/) - Robert “hated” salespeople. Didn’t like them, didn’t want to talk to them, and now he loves them. He loves them because he understands the struggles
- [Surf and Sales S1E180 - Progress isn't always about moving forward every time with DeJuan Brown of Seismic](https://theharrisconsultinggroup.com/surf-and-sales-s1e180-progress-isnt-always-about-moving-forward-every-time-with-dejuan-brown-of-seismic/) - We can’t be human together if you aren’t willing to sit in my pain with me. Stop making your decisions based on what you think others want.
- [Surf and Sales S1E34 - How I captured the Wolf of Wallstreet with Brandon Bornancin of Seamless.ai](https://theharrisconsultinggroup.com/surf-and-sales-s1e34-how-i-captured-the-wolf-of-wallstreet-with-brandon-bornancin-of-seamless-ai/) - Brandon was born to be in sales. He’s worked his butt off his entire life. Made big money, and lost big money and he holds nothing back
- [S2E49 - Why Sales Enablement should NOT report to the CRO with Aaron Evans](https://theharrisconsultinggroup.com/s2e49-why-sales-enablement-should-not-report-to-the-cro-with-aaron-evans/) - Aaron has been doing sales enablement since before the term even existed. He shares his insights on: How Sales Enablement becomes the center of the organization The true evolution of sales enablement Quantifying the value of sales enablement to the CEO and CFO People only build processes for the current state and why that is wrong. What
- [The Buyers’ Journey Is a Lie](https://theharrisconsultinggroup.com/the-buyers-journey-is-a-lie/) - Learn why the buyer's journey is a lie and how you can create a great experience for your prospects & customers by focusing on the buyer's experience.
- [How to Expand Your Sales Capabilities](https://theharrisconsultinggroup.com/how-to-expand-your-sales-capabilities/) - In this blog, we cover the one simple question that will expand your sales capabilities and skills more than anything else you do.
- [The Perfect Out of Office Message](https://theharrisconsultinggroup.com/the-perfect-out-of-office-message/) - This is the perfect out of office message we’ve cultivated over the years, guaranteed to get replies from others wanting to “steal” it for themselves.
- [Giving Feedback is Terrible (Try Sales Coaching Instead)](https://theharrisconsultinggroup.com/giving-feedback-is-terrible-try-sales-coaching-instead/) - In this blog, we talk about shifting your approach from giving feedback to your team, to actual sales coaching instead.
- [6 Stages of Growth in Sales Teams](https://theharrisconsultinggroup.com/6-stages-of-growth-in-sales-teams/) - In this blog, we uncover what the 6 stages of growth in sales teams are and discuss how sales leaders should understand their team when delivering bad news.
- [S3E37 -  The Buddha of Sales with Denis Champagne](https://theharrisconsultinggroup.com/s3e37-the-buddha-of-sales-with-denis-champagne/) - 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
- [S3E36 - Building a Team of Teams with Richard Sgro of Insight Partners](https://theharrisconsultinggroup.com/s3e36-building-a-team-of-teams-with-richard-sgro-of-insight-partners/) - 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
- [S3E34 - People are the biggest problem — and the solution with Nick Larson](https://theharrisconsultinggroup.com/s3e34-people-are-the-biggest-problem-and-the-solution-with-nick-larson/) - 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 Check out this episode!
- [S3E35 - Advice from Richard and Scott with Jordan Freedman](https://theharrisconsultinggroup.com/s3e35-advice-from-richard-and-scott-with-jordan-freedman/) - 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? Check out this episode!
- [S3E33 - 3 Symptoms of Burnout with Emily Johnson](https://theharrisconsultinggroup.com/s3e33-3-symptoms-of-burnout-with-emily-johnson/) - Through her own experiences, Emily recognized where her passion for success caused her to burn out and turned it into her business. She shares a ton of real-world and practical advice so we can all feel a little less stress. You don't have to meditate to be mindful Resilience and Prevention The primary differences in
- [S3E32 - Your level of income will never exceed your level of self-worth, with Elyse Archer](https://theharrisconsultinggroup.com/s3e32-your-level-of-income-will-never-exceed-your-level-of-self-worth-with-elyse-archer/) - Elyse took her annual 6-figure income to 7-figures in 6 weeks, literally. She shares her growth and is over the hump of the fear. Getting unstuck from the $150 OTE is more than about the money Sales are not just about the hustle Difference between masculine and feminine energy Feminine is about play, fun, relationships, the journey Masculine energy, the destination, structure, where you are
- [Surf and Sales S1E110 - How to leverage your own impatience in a sales role with Sr. Biz Dev Mgr Josh Roth of WalkMe](https://theharrisconsultinggroup.com/surf-and-sales-s1e110-how-to-leverage-your-own-impatience-in-a-sales-role-with-sr-biz-dev-mgr-josh-roth-of-walkme/) - How to have a genuine sales conversation that benefits both parties. It’s like starting a new job and one week later a pandemic occurs.
- [Reducing & Rescheduling No-Shows](https://theharrisconsultinggroup.com/reducing-rescheduling-no-show/) - One of the biggest letdowns is sales aside from losing a deal is when someone no-shows for a meeting or a demo. Aside from the lost opportunity for an opportunity, it also means the AE will have immediate dead time, may feel unmotivated, or they will just “chill” until the next thing on their calendar. It
- [Achieving Powerful Discovery](https://theharrisconsultinggroup.com/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,
- [Optimizing Your Sales Recruiting for 2022](https://theharrisconsultinggroup.com/optimizing-your-sales-recruiting-for-2022/) - Check out how to avoid the most detrimental sales recruiting mistake that kills a productive and profitable year, plus get best practices for maximum hiring results.
- [S3E31 - It's not all about "A" players with Mark Smith](https://theharrisconsultinggroup.com/s3e31-its-not-all-about-a-players-with-mark-smith/) - 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
- [S3E29 - When Mom Says "I Don't Think You'd Be Good in Sales" with Molly Grossman](https://theharrisconsultinggroup.com/s3e29-when-mom-says-i-dont-think-youd-be-good-in-sales-with-molly-grossman/) - Recognition that shows value more than the promotion itself. Managing a team of North American SDRs from the UK Learning how to let go lets you have more control What could you do to position yourself for the next role as an SDR Accelerate out of your current role. Check out this episode!
- [S3E30 - Why a No-Commission Sales Team is Right for You](https://theharrisconsultinggroup.com/s3e30-why-a-no-commission-sales-team-is-right-for-you/) - What if you could prove that a higher based salesperson with no commission would be happier, perform better, and reduce your retention? That's exactly what we discuss in this live Bonfire Session. Topics include: Why do commissions even exist. What is recruiting like for a no-commission sales organization? How does this affect your customer's
- [Who handles inbound leads?](https://theharrisconsultinggroup.com/who-handles-inbound-leads/) - One of the longest-running discussions I see in SaaS sales today is who handles inbound leads? Here is what I recommend to everyone
- [The Right AE to SDR Ratio](https://theharrisconsultinggroup.com/the-right-ae-to-sdr-ratio/) - What is the right AE to SDR ratio? It might be a long standing debate, but here are my recommendations based on experience developing
- [S3E28 - Ask Scott and Richard Anything, Straight from The Crow's Nest with Travis Matthews of Docusign](https://theharrisconsultinggroup.com/s3e28-ask-scott-and-richard-anything-straight-from-the-crows-nest-with-travis-matthews-of-docusign/) - The Crow's Nest is a special place in Costa Rica where sincere and intimate conversations happen with attendees. We want to create the same moments away from Costa Rica and this is one of those episodes What to do when transitioning your role Navigating the interview process Recruiters are the gatekeeper Shrinking the delta between
- [Surf and Sales S1E105 - The difference between Millennials and Gen Z in sales  Dr. Howard Dover, University Texas, Dallas](https://theharrisconsultinggroup.com/surf-and-sales-s1e105-the-difference-between-millennials-and-gen-z-in-sales-dr-howard-dover-university-texas-dallas/) - Dr. Howard Dover has an amazing perspective not just on sales but also on the generational aspects of salespeople.
- [S3E27 - How to Support Mental Health With Your Sales Team](https://theharrisconsultinggroup.com/s3e27-how-to-support-mental-health-with-your-sales-team/) - 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 Check out this episode!
- [S3E26 15 minutes Tyler Bennet Asks Richard Questions](https://theharrisconsultinggroup.com/s3e26-15-minutes-tyler-bennet-asks-richard-questions/) - 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 Check out this episode!
- [S3E25 - LIVE Bonfire Session - Unique Gifting and Personalization to Inspire Human Connections](https://theharrisconsultinggroup.com/s3e25-live-bonfire-session-unique-gifting-and-personalization-to-inspire-human-connections/) - RevOps leaders are focused on providing their teams with support and outreach strategies to boost engagement with prospects and customers. In our digitally-saturated world, it's more important than ever to include personalized touchpoints into sales workflows. How do you use your gifting process to keep prospects engaged during a long sales cycle? What percentage of gifts are branded vs. un-branded? And this is what
- [The President's Club in 2021](https://theharrisconsultinggroup.com/the-presidents-club-in-2021/) - The President's Club, the much sought after trip for top sales professionals to relax and revel in their success. In 2020, that idea looked a lot different. And now that 2020 is dragging on into 2021, it's time to start planning what President's Club looks like in 2021. Timing Delaying all trips until September 2021,
- [S3E24 - The Ultimate RevOps Discussion with Feras Abdel of Outreach](https://theharrisconsultinggroup.com/s3e24-the-ultimate-revops-discussion-with-feras-abdel-of-outreach/) - 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
- [S3E23 - Here to make salespeople happy with Scotland Foss of Scratchpad](https://theharrisconsultinggroup.com/s3e23-here-to-make-salespeople-happy-with-scotland-foss-of-scratchpad/) - 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
- [S3E22 - Picking Scott and Richard's Brain with Zac Scalzi](https://theharrisconsultinggroup.com/s3e22-picking-scott-and-richards-brain-with-zac-scalzi/) - 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? Check out this episode!
- [Pay People: Managing Compensation In Sales](https://theharrisconsultinggroup.com/pay-people-managing-compensation-in-sales/) - If you're wondering how much you should pay people within your organization, this blog quickly dives into the quick and easy answer to that.
- [S3E21 - Do what you shouldn't with Nadja Komnenic](https://theharrisconsultinggroup.com/s3e21-do-what-you-shouldnt-with-nadja-komnenic/) - It's never about personalization at scale, its about relevancy at scale and Nadja shares these best practices as well as others What its like to turn down $30m and stay bootstrapped Building a community from the ground up Why LinkedIn is a requirement for all employees Leading a team through the Ukrainian crisis Personalization at scale is
- [S3E20 - What Sales Engagement and Intelligence Means for Your Team](https://theharrisconsultinggroup.com/s3e20-what-sales-engagement-and-intelligence-means-for-your-team/) - A live conversation with Max Altschuler of Outreach.io to discuss everything under the sun related to sales engagement including: The cross-over between Sales execution, sales engagement, sales forecasting, conversational intelligence What people get wrong about sales engagement When scaling, best practices for revamping and who manages sequences Will AI take away the SDR roleCheck out this
- [S3E19 - The Skill Up Acceleration of Covid with Alex Meade](https://theharrisconsultinggroup.com/s3e19-the-skill-up-acceleration-of-covid-with-alex-meade/) - A fascinating conversation with Alex Meade about coming from a marketing and development perspective to lead business development and sales efforts. When you are in marketing and have to figure out sales. The differences between marketing and sales emails. What do you do when the tasks become too much for one person. Evolving your ICP as your business grows
- [S2E34 - Freemium vs. Free Trial vs. Neither with Pouyan Salehi of Scratchpad](https://theharrisconsultinggroup.com/s2e34-freemium-vs-free-trial-vs-neither-with-pouyan-salehi-of-scratchpad/) - The one thing to do before you start building your product How much should be in the MVP Free Trial or No Free Trial What looking at the graveyard
- [Getting Your AEs on Board With AE Prospecting](https://theharrisconsultinggroup.com/getting-your-aes-on-board-with-ae-prospecting/) - In this blog, explore the topic of AE prospecting, even with SDR support, and how to approach the subject to get your team on board and prepared to start.
- [S3E18 - The Side Hustle Isn't Always Glamorous with Joel Lalgee](https://theharrisconsultinggroup.com/s3e18-the-side-hustle-isnt-always-glamorous-with-joel-lalgee/) - The challenges of the side hustle people don't talk about. The challenges of recruiting in 2022What a start-up should know about hiring recruiting There is a shortage of good recruitersWhat are the skillsets of a good recruiter Stop trying to hire the perfect product when you hire people Check out this episode!
- [S3E17 - Strategically Break the Rules in Sales with Chris Bogue](https://theharrisconsultinggroup.com/s3e17-strategically-break-the-rules-in-sales-with-chris-bogue/) - Sometimes we get so process-oriented, we lose sight of the creativity in sales. Chris Bogue is on a mission to change that. Check out his insights on all of these topics. Video and comedy is perfect for selling to the elite Play to the top of your intelligence Speak from the hear is key to comedy and sales. Permission mindset is the
- [S3E16 - Why Your AEs must do prospecting even with SDR support with Anthony Netoli of Outreach.io](https://theharrisconsultinggroup.com/s3e16-why-your-aes-must-do-prospecting-even-with-sdr-support-with-anthony-netoli-of-outreach-io/) - The #Sales AEs who prospect their own business are often the most successful. This Live Surf and Sales Bonfire Webinar explores this topic deeply with Anthony Netoli of Outreach.io who lives this every day. He shares his insights, wisdom and takes questions from the audience about optimally performing sales prospecting as an individual contributor while also coaching his SDR and BDR partners. Check out this episode!
- [S3E15 - My Rap Career was Shorter Than a VP of Sales Ding Zheng](https://theharrisconsultinggroup.com/s3e15-my-rap-career-was-shorter-than-a-vp-of-sales-ding-zheng/) - One of the most creative salespeople in the game. Ding has turned the sales thought leadership world upside down. Enter the Sales Evangelist. The creator economy The Sales Evangelist Co-Selling where the reference is coming from matters Thought Leader vs. Evangelist If most people are saying yes to your prices, you are not charging enough Check out this episode!
- [S3E12 - Crow's Nest - Career Advice with Eric Steeves](https://theharrisconsultinggroup.com/s3e12-crows-nest-career-advice-with-eric-steeves/) - This is a different episode. Its the one where the guest comes on and asks for career advice. Eric is a fractional CRO looking to build his brand and business. He's helped start several sales teams and is trying to figure out "scaling". We won't give it away too much in the show notes. Listen in and learn. What it means to sell to SaaS
- [S3E13 - A No Commission Sales Org with Erol Toker](https://theharrisconsultinggroup.com/s3e13-a-no-commission-sales-org-with-erol-toker/) - Listen to 2nd half of this episode first! It's hard being a founder. However, they bring a fresh perspective. Erol brings an amazing point of view about the no commission sales world and a whole lot more Eliminating manual data entry into CRM Getting to the quality data from your quantity data Why your SMB, MM, Enterprise sales experience is not that
- [S3E14 - The Tequila & Sales Episode with Jason Riedel](https://theharrisconsultinggroup.com/s3e14-the-tequila-sales-episode-with-jason-riedel/) - This episode is like a Marvel movie with a secret scene. When an engineer builds a sales tool Recruiting is a sales job, and what makes a good communicator How should Heads of Sales work with a CTO There is only so much you can do to save an employee The pressure of results on sales from an outside point of view. Are sales targets misaligned to customer
- [S3E11 - Event Planning is the 5th Most Stressful Job with Alan Newton](https://theharrisconsultinggroup.com/s3e11-event-planning-is-the-5th-most-stressful-job-with-alan-newton/) - So often we think of founders as technical founders. There are also operational founders. Alan is one of them and shares a lot of knowledge from that perspective and building a company in a crowded market. How do you know when you have a product-market fit? What happens when you have multiple products and only one fit complete What's better
- [S3E10 - Modern Customer Success with Irit Eizips](https://theharrisconsultinggroup.com/s3e10-modern-customer-success-with-irit-eizips/) - Irit was at the forefront of the Customer Success revolution that started with Gainsight. She has since built her on customer success organization helping companies of all sizes build, re-build, and grow the customer success function. She shares a ton of knowledge with us. Understanding what customers want beyond the scope of the project Fundamental KPIs for
- [S3E7 - Questions from a first time Director of Sales with Jason Lopez](https://theharrisconsultinggroup.com/s3e7-questions-from-a-first-time-director-of-sales-with-jason-lopez/) - Making commitments and sticking them Define your time horizon What to do once you get product-market fit What do you do in the first 60-90 days The advantage of focusing on the low hanging fruit How and when to hire a Sales Ops What makes a good sales ops hire Check out this episode!
- [S3E8 - The ultimate sales to customer success conversation with Kelsey Calabro](https://theharrisconsultinggroup.com/s3e8-the-ultimate-sales-to-customer-success-conversation-with-kelsey-calabro/) - Kelsey has the ideal path for a revenue leader. SDR to AE, to Customer Success. She shares her knowledge and wisdom with you. The struggles of writing professionally. How to build a business using a podcast The value of sales in customer success Should everyone in customer success have a sales background Should CSM roles have variable
- [S3E9 - You're closer to your 5-year goal than you think you are with  Derek Harvey](https://theharrisconsultinggroup.com/s3e9-youre-closer-to-your-5-year-goal-than-you-think-you-are-with-derek-harvey/) - We all have our goals in life, and often create plans. Derek explores why you are closer to your 5-year goal than you really think you are along with his journey from pastry chef to sales leader The best advice for AEs need to hear about prospecting Why you should hire a person with no sales experience
- [S3E6 - Growth and management wisdom with Andrew Newcomb](https://theharrisconsultinggroup.com/s3e6-growth-and-management-wisdom-with-andrew-newcomb/) - Managing and growing the skill set of your leaders and managers and managers is an important topic, but rarely discussed. Until now. Andrew Newcomb has years of experience as a senior sales leader and shares his wisdom with us. Creating better rigor with your sales leaders What do people get wrong about coaching sales coaches The skillset
- [S3E5 - The Value of Dedicating Time To Think About It with Derek Jankowski](https://theharrisconsultinggroup.com/s3e5-the-value-of-dedicating-time-to-think-about-it-with-derek-jankowski/) - Derek has an amazing perspective and was fortunate enough to work with two amazing leaders, Justin Welsh and Kevin Dorsey. He shares a ton of advice including: It's not the advice that matters, it is how you work through it with your hypothesis No matter how much experience you have, you will still make mistakes. There
- [The Complete Guide to How AI is Changing Sales](https://theharrisconsultinggroup.com/the-complete-guide-to-how-ai-is-changing-sales/) - In this blog, we demystify sales AI, discuss the future of automated sales, and investigate AI taking over salespeople’s jobs in the near future.
- [S3E4 - Every founder must listen to this episode with Wayne Morris](https://theharrisconsultinggroup.com/s3e4-every-founder-must-listen-to-this-episode-with-wayne-morris/) - Whether you're a founder, work for a founder or want to be a start-up founder: this episode is a must. Wayne's passion is building start-up sales teams. He loved it so much he decided to quit being a VP of Sales and start helping organizations build their sales team and he shares his knowledge with
- [S3E1 - Confessions from the first revenue person with Lori Dunn](https://theharrisconsultinggroup.com/s3e1-confessions-from-the-first-revenue-person-with-lori-dunn/) - An amazing conversation to start of Season 3 with Lori Dunn. So good we let her take over to ask us more questions. Overcoming the "We are ok right now" Messaging the old tech to sell new tech The hardest part of building from scratch in sales Pricing in the early stages The right questions to ask
- [5 Myths About AI You Still Believe in 2022](https://theharrisconsultinggroup.com/5-myths-about-ai-you-still-believe-in-2022/) - There are quite a few commonly-held beliefs about AI tech that are completely false! In this blog, we bust five AI myths that you might still believe in 2022.
- [S3E3 - You are the expert on your experiences with Alexis Scott](https://theharrisconsultinggroup.com/s3e3-you-are-the-expert-on-your-experiences-with-alexis-scott/) - Alexis has amazing views regarding sales, self-awareness, and the difference between being picky or particular. She shares them all in this episode What is a Partnership Manager really do? What do you focus on first when defining your ICP ICP = Ideal Collaboration Profile Execs are more interested in the results as much as
- [S3E2 - The new role: Sales Evangelist with Will Aitken](https://theharrisconsultinggroup.com/s3e2-the-new-role-sales-evangelist-with-will-aitken/) - Evolve or die. That is the lesson in this episode. There is no need to be an influencer, be a sales evangelist. Join us as Will Aitken jumps in and shares his journey from salesperson to sales evangelist. We dive into: The new role in sales is a sales evangelist Using TikTok to leverage The
- [S2E86 - Why your customers need a better demo experience with Adam Jay of Reprise](https://theharrisconsultinggroup.com/s2e86-why-your-customers-need-a-better-demo-experience-with-adam-jay-of-reprise/) - The demo environment and demo experience are broken. And so is the interview and job hiring process. Adam Jay shares amazing insights on both of these and other topics including: What makes a bad a demo? Why you should only offer a POC Why you shouldn't pay for a POC Recruiting requirements for VP of Sales
- [S2E85 - All in on SDR Enablement with Brooke Bachesta of Outreach](https://theharrisconsultinggroup.com/s2e85-all-in-on-sdr-enablement-with-brooke-bachesta-of-outreach/) - Brook started in sales and worked her way up to enablement. She's now running enablement for over 100 reps, both inbound and outbound. She shares amazing and tactical thoughts on enablement at scale, enablement in the remote world, and more including: Building a hybrid training model that works in a remote/ hybrid world Inbound and
- [S2E84 - LIVE Bonfire Session - AI in Sales with Matt Millen and Sri Sridhar of Regie.ai](https://theharrisconsultinggroup.com/s2e84-live-bonfire-session-ai-in-sales-with-matt-millen-and-sri-sridhar-of-regie-ai/) - 77% of people recently surveyed say they don't trust AI in sales yet. This conversation works to help remove the disbelief. We covered a host of topics including: Where are we today with AI in Sales? How AI has evolved as technology and why it matters for sales leaders Is AI going to kill the
- [S2E83 - How to hire and coach a full cycle sales rep with Thomas Boccard](https://theharrisconsultinggroup.com/s2e83-how-to-hire-and-coach-a-full-cycle-sales-rep-with-thomas-boccard/) - Thomas is an active SVP of Sales. He stays in the trenches and has built amazing sales teams and he believes in the full cycle rep. Check out his advice on this episode What it takes to be a full-cycle sales rep.What prospecting "smarter" really means. Even execs have to stay in the trenches Achieve Your Goals
- [S2E81 - How community has evolved with Zoe Hartsfield of Dooly.ai](https://theharrisconsultinggroup.com/s2e81-how-community-has-evolved-with-zoe-hartsfield-of-dooly-ai/) - Zoe started in a traditional SDR role and rather than take the normal path to AE, she shifted into what is now the hottest part of the sales community. She's a community builder. This goes way deeper than "Channel Sales" it engages the human element. We are lucky enough she shares her wisdom with us.
- [S282 - Building the Right Life Mindset with Andrew Mewborn](https://theharrisconsultinggroup.com/s282-building-the-right-life-mindset-with-andrew-mewborn/) - Understand the emotional LinkedIn post vs the value add post Content will always drive pipeline What's a deep work session of 90 minutes and how to use it. Why it's not easier to sell at a unicorn as it is an early-stage company Why every salesperson will become a content creator Why everyone in sales
- [S2E80 - Welcome to the SaaSholes](https://theharrisconsultinggroup.com/s2e80-welcome-to-the-saasholes/) - Definitely one of our favorite episodes. Our friends over on The SaaSholes podcast had us on as their guests. And they were kind enough to let us drop to our listeners too. Give it a listen, check them out, and let us know what you think. Check out this episode!
- [S2E78 -  It's still about the basics with Luigi Prestinenzi Sales IQ](https://theharrisconsultinggroup.com/s2e78-its-still-about-the-basics-with-luigi-prestinenzi-sales-iq/) - Luigi's first sales job at 17 was selling $7,000 high-end suits. And he fell in love with sales while working in a call center. His journey is unique and now he's partnering with Tony J. Hughes helping other organizations grow their revenue. Realtime feedback = Growth Mindset How to coach rapport building How my mom
- [S2E79 - Why you don't dip salmon in chocolate with Paul Kreiter](https://theharrisconsultinggroup.com/s2e79-why-you-dont-dip-salmon-in-chocolate-with-paul-kreiter/) - Everyone has the ability to be better at presenting. The question comes down to one's ability to listen and implement the feedback. Paul shares an abundance of knowledge and wisdom around improving your communication and presentation skills. What do you think you know about presenting that is all wrong Presentation skills are not soft skills
- [S2E77 - Humility, Vulnerability, and Curiosity in Sales - Casey Jacox](https://theharrisconsultinggroup.com/s2e77-humility-vulnerability-and-curiosity-in-sales-casey-jacox/) - Humility, Vulnerability, and Curiosity If you have to tell people how great you are then you aren't that good. The power of going first as a leader. It's ok to not know every answer, it's not ok to do nothing about it. Teaching the TED framework - Tell Explain Describe Selling only causes resistance, just ask
- [S2E76 - LIVE Bonfire Session - Building a Successful SKO for Your Team](https://theharrisconsultinggroup.com/s2e76-live-bonfire-session-building-a-successful-sko-for-your-team/) - Joined by Chloe Stewart (CRO of Pilot.com), Niraj Kapur (Managing Director of Everybody Works in Sales), Belal Batrawy (Startup Advisor at DeathToFluff) and moderated by Tim Clarke (Senior Director of Marketing at Salesforce) we talk about: To SKO or not to SKO? Are they always necessary? How can we redesign the structure of SKOs What's
- [S2E76 - How to De-Risk Your Pipeline with Tony J. Hughes](https://theharrisconsultinggroup.com/s2e76-how-to-de-risk-your-pipeline-with-tony-j-hughes/) - Everything looks pretty good up until the middle of the quarter, but then it all evaporates. Deals slip and fail to close. What are the root causes and how do you solve it? Tony J. Hughes joins us in a Surf and Sales Bonfire session to give you all the answers. The biggest differentiation is based
- [S2E74 - What's wrong with demos today with Jonathan Friedman](https://theharrisconsultinggroup.com/s2e74-whats-wrong-with-demos-today-with-jonathan-friedman/) - Jonathon has spent his life and career living in various parts of the world and building businesses that help grow through practical product-led growth. He shares amazing insights and some actionable steps folks can use in growing their ability to do better demos. A demo is a product story Demos are an intimate moment What
- [S2E71 - "Why do we pay a salesman's wage for CRM data entry?" with Chris Beall, CEO of Connect and Sell](https://theharrisconsultinggroup.com/s2e71-why-do-we-pay-a-salesmans-wage-for-crm-data-entry-with-chris-beall-ceo-of-connect-and-sell/) - Volume is about time reduction 5 Step Sales Process: Fear - Trust - Curiosity - Commitment - Action Why a dial shouldn't be considered a "step" What professional gambling taught him about selling How to combat the relentlessness and loneliness of remote work Check out this episode!
- [S2E72 - People are the foundation of sales with Bob Perkins, Co-Founder of AA-ISP](https://theharrisconsultinggroup.com/s2e72-people-are-the-foundation-of-sales-with-bob-perkins-co-founder-of-aa-isp/) - Use sponsor dollars to drive membership costs down not up Sponsors who flourish think long term not near-term conversions Why he thinks there's a "little bit of Hollywood in SaaS" Why he thinks nobody wants to go back to the office full-time Learning through osmosis is lazy sales leadership Check out this episode!
- [S2E73 - Marketing Ops Supports Sales with Daniel Murray of Service Titan](https://theharrisconsultinggroup.com/s2e73-marketing-ops-supports-sales-with-daniel-murray-of-service-titan/) - Daniel understands how marketing ops and sales have more in common than most people think. He shares his knowledge with us on a variety of topics How soon should you hire marketing ops in your organization? Where do I find a marketing ops person? Key components of defining marketing ops. Where should the CRO come from, Sales
- [S2E70 - What leaders need to know planning 2022 with Justin Michael of HYPCCCYCL](https://theharrisconsultinggroup.com/s2e70-what-leaders-need-to-know-planning-2022-with-justin-michael-of-hypcccycl/) - Justin is a sales savant who can explain the complex in simple ways. He shared some amazing insights that all Sales Leaders need to know about building their revenue organization for 2022 When hiring, how do you find grit? What do "good communication skills" really mean? How to win the Recruiting War for 2022 6
- [S2E67 - "Yes, South Dakota has startups" w/ Steven Schmidt](https://theharrisconsultinggroup.com/s2e67-yes-south-dakota-has-startups-w-steven-schmidt/) - Steve shares his personal journey through addiction to business leader. He shares amazing insights on all levels including: Being a non-sucky company is harder than you think The discipline for getting great and not being distracted The key is consistency Growth is not the problem, control is the problem Measuring for curiosity and discipline VPs
- [S2E68 - Going for it with Heather Monahan](https://theharrisconsultinggroup.com/s2e68-going-for-it-with-heather-monahan/) - Heather started from not just humble beginnings, but as she says, "poor". And she's used that to drive her own successes. The advice she gives is AMAZING! We can do hard things How to teach confidence How to find your passion and purpose Make sure you know you're in a growth industry Move fast, break
- [S2E66 - Why we haven't truly reached AI in sales yet with Howard Brown of RingDNA](https://theharrisconsultinggroup.com/s2e66-why-we-havent-truly-reached-ai-in-sales-yet-with-howard-brown-of-ringdna/) - Howard breaks down the concepts of AI in sales in the simplest and easiest conversation to date. We are getting there, but we aren't there yet. Learn about the following from Howard: How AI will augment us, not hurt us What AI in sales won't replace Own your failures will help you grow. Why passion
- [S2E65 -  Founder $5 million with Breezy Beaumont](https://theharrisconsultinggroup.com/s2e65-founder-5-million-with-breezy-beaumont/) - PLG - Product Led Growth. All the rage and not quite all the understanding. In this episode we speak with Breezy Beaumont of Correlated to discuss where and how sales, marketing, and customer success should be aligned. Topics include: Understanding how Growth differs from CRO. Best collaboration tools. How not to use a collaboration tool. No
- [S2E64 - Best sales hires won't come through HR with Brent Gette](https://theharrisconsultinggroup.com/s2e64-best-sales-hires-wont-come-through-hr-with-brent-gette/) - Sales=Transactional. BD = Relational based Care more about the personality type than your pedigree Difference between selling to HR than other departments Manage to performance is better to manage tenure No Undergrad degree but I have an MBA Understand the process more than the product The one thing missing in your 30, 60, and 90-day
- [S2E63 - Is AI in sales making us lazy with Barry Trailer](https://theharrisconsultinggroup.com/s2e63-is-ai-in-sales-making-us-lazy-with-barry-trailer/) - Difference between Millennials and GenZ in sales The day that turns your life around The best line for handling the competition EVER Going from being an engineer to a life of sales Technology is accelerating faster than our DNA 5 Things that can kill every deal. No need, no desire, no urgency no budget, no
- [S2E62- What you work on, works on you with Nigel Green](https://theharrisconsultinggroup.com/s2e62-what-you-work-on-works-on-you-with-nigel-green/) - What medical device sales are really like.Job Security = Money, work for self, flexibilityYou don't have to always be accessibleOptimizing happiness and moneyRe-starting after taking 2 months off Check out this episode!
- [S2E61 - LIVE Bonfire Session - Mistakes to Avoid When Building A Coaching Culture](https://theharrisconsultinggroup.com/s2e61-live-bonfire-session-mistakes-to-avoid-when-building-a-coaching-culture/) - Ashley, Galem, and Niraj provide great feedback and answer audience questions. Topics include: Effective 1:1s Driving Accountability Creating a safe place to learn How the Sales Stack is Evolving into a coaching stack What to do when you don't have the saas coaching tools Check out this episode!
- [S2E60 - From AE to Found with Kris Rudeegraap of Sendoso](https://theharrisconsultinggroup.com/s2e60-from-ae-to-found-with-kris-rudeegraap-of-sendoso/) - Kris went straight from AE to co-founder and has raised over $50m. He shares a ton of sales, leadership, and fundraising insights including: How corporate gifting evolved When does it go from cool idea Going after venture money is just a sales process The term sheet is just an MSA What it means to "be
- [S2E59 - Great Leaders Do What Drug Addicts Do with Michael Brody-Waite](https://theharrisconsultinggroup.com/s2e59-great-leaders-do-what-drug-addicts-do-with-michael-brody-waite/) - Michael has been through the wringer, literally. As he did the hard work to become sober he eventually realized the similarities he saw in the business and leadership world. He shares actionable insights into leadership and accountability with us during the episode Stop telling people what to stop doing.Rigorous Authenticity of Who You Are Surrender
- [S2E57 - What's a real sales relationship? with David Nugent](https://theharrisconsultinggroup.com/s2e57-whats-a-real-sales-relationship-with-david-nugent/) - David's had one of those jobs many of us dream about. Combining business and sales skills with professional sports teams and leagues. He shares some fun stories and insights including Chief Commercial Officer vs CRO Sports Ops vs Business Ops in Professional Sports The more money you make the more risk-averse you may become
- [S2E58 - Surprise!! Happy birthday, Scott!](https://theharrisconsultinggroup.com/s2e58-surprise-happy-birthday-scott/) - Today, we're celebrating our favorite man and resident Surf & Sales co-host: Scott Leese. In honor of his birthday, we wanted to bring on some of his closest Thursday Night Sales friends like Amy Volas, Mike Hook, Kelsey Calabro, and more. We know how much he loves attention on his birthday, so what better way
- [S2E56 - Your Flywheel and Sales Funnel with Mike Wolber, CRO of Rent Dynamics](https://theharrisconsultinggroup.com/s2e56-your-flywheel-and-sales-funnel-with-mike-wolber-cro-of-rent-dynamics/) - One of the most interesting topics we all know but never discuss. Navigating a personal relationship with a co-worker. Not the whole episode, but definitely something that is rarely discussed. We did discuss it and a whole bunch more. The value of telling a story for your career growth. Vertical Specific SaaS Sales Managing headcount growth
- [S2E55 - LIVE Bonfire Session - A Masterclass on Negotiating with Procurement](https://theharrisconsultinggroup.com/s2e55-live-bonfire-session-a-masterclass-on-negotiating-with-procurement/) - Negotiating with procurement is often one of the dark holes in the abyss at the bottom of the deepest ocean of the sales process. We brought the former SVP/General Manager, Global Business Development at American Express and former VP of Global Sales at Eventbrite to share real-world strategies to help you see them as an asset,
- [S2E54 -  The cost of adoption with Head of Revenue Robb Finkelstein](https://theharrisconsultinggroup.com/s2e54-the-cost-of-adoption-with-head-of-revenue-robb-finkelstein/) - RevOps is the NKTOB and its influence for improving revenue growth cannot be ignored. Robb from Heyday shares his insights on what it really means to build a successful machine. 3 Keys to RevOps Systems / Process / Data The next evolution of Revenue Operations What's a proper spend per rep on the sales stack What
- [S2E53 - What it takes to go from VP of Sales to CRO with Tyler Barron](https://theharrisconsultinggroup.com/s2e53-what-it-takes-to-go-from-vp-of-sales-to-cro-with-tyler-barron/) - A long-time friend and first-time guest on the Surf and Sales podcast. He's gone from VP of Sales to CRO and shares his insights. Figuring it out how to scale The biggest mistakes new CRO's make when coming in How to build cross-functional relationships in your CRO role How to learn marketing when you have
- [S2E52 - What everyone gets wrong about Inbound Sales with Francois Bordeau](https://theharrisconsultinggroup.com/s2e52-what-everyone-gets-wrong-about-inbound-sales-with-francois-bordeau/) - Francois was side hustling before it was ever such a thing. Check out his insights on these topics and more Should you double down on career or start side hustle Don't confuse inbound interest with purchasing intent Should inbound and outbound be compensated differently Who handles inbound, experienced or new reps Building your brand and
- [S2E51 - How good product marketers help their sales team with Brandon Redlinger of RingDNA](https://theharrisconsultinggroup.com/s2e51-how-good-product-marketers-help-their-sales-team-with-brandon-redlinger-of-ringdna/) - What if a product marketer actually started their career in sales, and was good at sales? That's who Brandon Redlinger is and he shares a wealth of information about what good product marketers do to help their sales teams succeed The 5 Key Pillars of Product Marketing Defining your value metric What is your value
- [S2E50 -  From SDR to AE: how to prepare with Ashley Zagst, Chili Piper](https://theharrisconsultinggroup.com/s2e50-from-sdr-to-ae-how-to-prepare-with-ashley-zagst-chili-piper/) - Ashley moved from marketing to sales so much she took a part-time SDR role to prepare for the interview. This isn't the first time she's prepped for something this way and she shares her best practices for always achieving your goals. How to position yourself to become an AE from the SDR role How to
- [S2E47- 27 years at #7 F500; LisaMarks former SVP/GM, Global Biz Dev at American Express](https://theharrisconsultinggroup.com/s2e47-27-years-at-7-f500-lisamarks-former-svpgm-global-biz-dev-at-american-express/) - Lisa spent 27 years at one of the largest companies in the world. She shares so much advice that is perfect no matter the size of your own organization or your role in it. Good leadership is when your leader doesn't make you feel embarrassed when you don't know things.How to network with your leadership
- [S2E48 - How to identify the toxic organization with James Ski, Founder of Sales Confidence](https://theharrisconsultinggroup.com/s2e48-how-to-identify-the-toxic-organization-with-james-ski-founder-of-sales-confidence/) - In this episode, we get to talk to James Ski, Founder of Sales Confidence + Partnerships expert with Drift. He speaks openly about mental health and what it takes to ride the highs and lows of the sales profession and we're fortunate to have him on this week Keeping attention on moving with the times
- [S2E46 - Quota is hard with Meghann Misiak](https://theharrisconsultinggroup.com/s2e46-quota-is-hard-with-meghann-misiak/) - How many of your reps should be going to Presidents Club What makes a great President's Club event? How to your promotion path interview really hard What is sales mastery What it means to have a merit-based interview processHow I bounced back from burnout What causes burnout, saying yes to everything, and putting your boss
- [S2E45 - Your difference is your advantage with Mercy Lee Bell](https://theharrisconsultinggroup.com/s2e45-your-difference-is-your-advantage-with-mercy-lee-bell/) - Connecting with someone's deepest emotional memories. Clinging to sales performance when you don't like yourself Disconnecting productivity from yourself Joining in on something but not really living. Understanding your authentic presence What it really means to really live in gratitude Get quiet, listen to stories, and be curious When a leader listens and cares I
- [S2E44 - LIVE Bonfire Session - Strategies for Mental Health Resilience in Sales in 2021](https://theharrisconsultinggroup.com/s2e44-live-bonfire-session-strategies-for-mental-health-resilience-in-sales-in-2021/) - Sales professionals are experiencing more pressure than ever right now. In one of the most competitive, fast-moving, and high-pressure jobs, sales have been hit especially hard by COVID. So what are the most successful salespeople doing to stay mentally resilient and engaged during these challenging times? Check out this episode!
- [S2E43 - Being Metrics Driven vs Metrics Aware with Amos Schwartzfarb of Tech Stars](https://theharrisconsultinggroup.com/s2e43-being-metrics-driven-vs-metrics-aware-with-amos-schwartzfarb-of-tech-stars/) - Being able to ask a VC is always a great conversation. Amos does not disappoint at all in this session. He shares a ton of great ideas and guidance in an open discussion. What it means to have a data and metrics-driven plan Are you on the part to product/market direction and product/market fit What
- [S2E41 - Getting real on revenue with Amy Hrehovcik](https://theharrisconsultinggroup.com/s2e41-getting-real-on-revenue-with-amy-hrehovcik/) - Like many, Amy didn't plan to go into sales. She wanted to be in politics, lobbying, etc. Then after one of her first engagements with a political campaign, that all changed. From politics to sales There are two types of workers, processors, and producers What it's like having a mentor in your first year. Understanding Speed,
- [S2E40 - LIVE Bonfire Session - The Future of Sales is Female](https://theharrisconsultinggroup.com/s2e40-live-bonfire-session-the-future-of-sales-is-female/) - 2156. That's the year if things stay the same when women will be compensated equally to men. Alexine Mudawar and Gabrielle Blackwell joined forces with us to host a forum to help solve this issue. We discussed many things including: Mentorship vs. Sponsorship Handling the "You're being emotional" comment Why it's ok to be
- [S2E39 - Recognizing your own uniqueness with Kyle Porter of Salesloft](https://theharrisconsultinggroup.com/s2e39-recognizing-your-own-uniqueness-with-kyle-porter-of-salesloft/) - Kyle Porter has vision. Not just about product or company, but life overall. Learn how his early childhood struggles worked to shape his desire and strength for success. Organizational health is your competitive advantage Thinking about the long, long, long term plan Sellers are loved by the buyers they serve Know your enabling strategies
- [S2E38 - LIVE Bonfire Session - Making a side hustle, THE HUSTLE](https://theharrisconsultinggroup.com/s2e38-live-bonfire-session-making-a-side-hustle-the-hustle/) - The key to everything is to "allow yourself to feel it". This is how you will find your passion for a side hustle to be your real hustle. Here's other things we discussed during the conversation. How do you decide what is the right side hustle to make the hustle? How do you handle the
- [S2E37 - How to take video to the next level with Nick Capozzi](https://theharrisconsultinggroup.com/s2e37-how-to-take-video-to-the-next-level-with-nick-capozzi/) - Honestly, who has more energy and passion than Nick Capozzi? Certainly not us. Here Nick's answer to who would make a better "duty free salesman - Scott or Richard" and hear about his journey from cruise ships to a rocketship. Becoming a first-time tech VP of Sales What selling on a cruise ship What are the
- [S2E36 - When the negotiation starts at "no" with Michael Litt of Vidyard](https://theharrisconsultinggroup.com/s2e36-when-the-negotiation-starts-at-no-with-michael-litt-of-vidyard/) - We meet Michael Litt, CEO of Vidyard today for the first time and this guy is really impressive. Super down to earth, progressive in his ideas and approach, and a breath of leadership fresh air. Scaling hackers and hustler mentality at scalePros and Cons of a Y-Combinator engagement How to leverage your impostor syndrome Building a
- [S1E18 | Turn Customer Success into Revenue with Randy Sparks](https://theharrisconsultinggroup.com/surf-and-sales-s1e18-turning-customer-success-into-a-revenue-machine-with-randy-sparks/) - In this episode of the Surf & Sales Podcast, Randy Sparks talks about how he turned customer success into a revenue machine.
- [Women in Sales – XX Factor with Jenna Cronin of VorsightBP](https://theharrisconsultinggroup.com/women-in-sales-the-xx-factor-with-jenna-cronin-of-vorsight-bp/) - Wisdom for inside sales comes from every angle. Check out Jenna Cronin of VorsightBP in The Harris Consulting Group's series: Women in Sales - The XX Factor
- [S1E12 | Comfortable with uncomfortable with Henry Frazier](https://theharrisconsultinggroup.com/surf-and-sales-s1e12learning-to-be-comfortable-with-uncomfortable-with-henry-frazier/) - Henry has an amazing sales story. He went from a high profile Division I college wide receiver to startup sales to Oracle, back to startup sales
- [Your 2021 Sales Process and Staging Update](https://theharrisconsultinggroup.com/your-2021-sales-process-and-staging-update/) - Clarify your sales process naming and staging in your CRM systems for Inside Sales Teams, BDR or SDR Sales Teams, Outside Sales Teams, and Field Sales Teams.
- [Surf and Sales S1E96 - Different Approaches to Social Selling with Ian Moyse EMEA Sales Director Natterbox](https://theharrisconsultinggroup.com/surf-and-sales-s1e96-different-approaches-to-social-selling-with-ian-moyse-emea-sales-director-natterbox/) - Why is EMEA/ UK “behind” in Social Selling? Origins of Social Selling The Changing Dynamic Why Marketing should not control your personal LinkedIn brand
- [S2E35 - What growth doesn't want you to hear with Keith Daw](https://theharrisconsultinggroup.com/s2e35-what-growth-doesnt-want-you-to-hear-with-keith-daw/) - The self-proclaimed VP of getting Shit Done has joined the podcast and drops serious knowledge on humanity in sales and the per-fessional growth
- [Surf and Sales S1E94 - Blake Johnston of Outbound View](https://theharrisconsultinggroup.com/surf-and-sales-s1e94-blake-johnston-of-outbound-view/) - Blake Johnston has a background in marketing and sales which gives him a unique perspective on being a CEO. In this episode hear his views on
- [Surf and Sales S1E95 - I am not Idle with Amy Quick](https://theharrisconsultinggroup.com/surf-and-sales-s1e95-i-am-not-idle-with-amy-quick/) - Being self-aware to know the deal cycle you will thrive in Life is a series of adventures and challenges. What I learned about sales while being a professional
- [Surf and Sales S1E87 - Making Bolder Decisions with Mark Roberge](https://theharrisconsultinggroup.com/surf-and-sales-s1e87-making-bolder-decisions-with-mark-roberge/) - NOT your standard Mark Roberge interview. Mark is not your typical “sales leader”. He did not come up through the ranks of sales
- [S1E196 - How to get promoted to VP of Sales with only BDR/SDR leadership background with Amy Miller of Celonis](https://theharrisconsultinggroup.com/s1e196-how-to-get-promoted-to-vp-of-sales-with-only-bdrsdr-leadership-background-with-amy-miller-of-celonis/) - Amy is massively competitive by nature. And has taken advantage of her skills to build a career in sales. Listen as she shares about the following topics.
- [S2E6 - Your desire for knowledge is a strength, not a weakness with Jordana Zeldin](https://theharrisconsultinggroup.com/s2e6-your-desire-for-knowledge-is-a-strength-not-a-weakness-with-jordana-zeldin/) - Jordana has one of the most unique sales backgrounds we’ve ever had on the show. She sold high-end art to high net worth individuals in New York City
- [Surf and Sales S1E135 - Why marketing should be running your demos Olivier L'Abbé of MetaData](https://theharrisconsultinggroup.com/surf-and-sales-s1e135-why-marketing-should-be-running-your-demos-olivier-labb-of-metadata/) - Olivier has spent time at some of the best and brightest startups. Glassdoor, G2, and others. He now he’s the President of Metadata.io
- [S2E23 - What you are doing wrong in your video sales calls with Julie Hansen](https://theharrisconsultinggroup.com/s2e23-what-you-are-doing-wrong-in-your-video-sales-calls-with-julie-hansen/) - Julie went from sales to acting, appearing in 75+ TV shows, and then back to sales. She shares some amazing advice on the transferable skills of both profession
- [S2E30 - Behind The Curtain with Lauren Bailey](https://theharrisconsultinggroup.com/s2e30-behind-the-curtain-with-lauren-bailey/) - Lauren Bailey is an amazing woman and sales leader. She tells it like it is, even if when it might be uncomfortable. Check this episode out and learn.
- [S2E16 - How interrogation skills made this vet a master of hemp sales with Jacob McCandless Vice President of Sales](https://theharrisconsultinggroup.com/s2e16-how-interrogation-skills-made-this-vet-a-master-of-hemp-sales-with-jacob-mccandless-vice-president-of-sales/) - Everything you wanted to knowUnderstanding the hemp industryOvercoming objections and building rapport for tactical questionsHow interrogation relates to sales in qualification and discoveryCheck out this episode!
- [Surf and Sales S1E33- The Socrates of Sales with Alex Boyd](https://theharrisconsultinggroup.com/surf-and-sales-s1e33-the-socrates-of-sales-with-alex-boyd/) - So you are a little shy, got a liberal arts degree in philosophy and the prose repair shop was not accepting applications. So what do you?
- [S2E24 - Owning my pipeline with Vin Matano from DemandBase](https://theharrisconsultinggroup.com/s2e24-owning-my-pipeline-with-vin-matano-from-demandbase/) - Vin’s knowledge of prospecting and sales is well beyond his experience. He shares tons of great nuggets in this episode You can’t scale creative prospecting
- [S2E18 - Building a Revenue Operations Rocket Ship](https://theharrisconsultinggroup.com/s2e18-building-a-revenue-operations-rocket-ship/) - Sales Operations vs. Revenue Operations is the big topic of 2021. Whether you are a start-up or a Fortune 100 organization.
- [S2E13 – 7 Figure deal with Jeff Kirchick VP of Sales](https://theharrisconsultinggroup.com/s2e13-what-it-felt-like-to-close-his-first-7-figure-deal-with-vp-of-enterprise-sales-at-next-call-jeff-kirchick/) - On this episode we bring on Jeff Kirchick: author + VP of Enterprise Sales at Next Call. We discuss: Loving the complex saleBalancing productivity
- [S2E8 - Soberforce with Marin Nelson RVP, Enterprise at Salesforce](https://theharrisconsultinggroup.com/s2e8-soberforce-with-marin-nelson-rvp-enterprise-at-salesforce/) - Marin is 15 years sober and in late 2020 she and a few co-workers at Salesforce realized there was an opportunity to support their peers.
- [S2E4 - On your time and your terms with Shruti Kapoor of Wingman](https://theharrisconsultinggroup.com/s2e4-on-your-time-and-your-terms-with-shruti-kapoor-of-wingman/) - Shruti has a very unique perspective. She’s both a VC and CEO of a start-up in the crowded conversational intelligence space.
- [S2E3 - When and how you monetize your community with Mark Birch](https://theharrisconsultinggroup.com/s2e3-when-and-how-you-monetize-your-community-with-mark-birch/) - Fighting for attention is the value of a community The value of monetizing your community Building a community for large scale vs a targeted micro-community
- [S2E1 - Negotiating a higher salary with Sam McKenna](https://theharrisconsultinggroup.com/s2e1-negotiating-a-higher-salary-with-sam-mckenna/) - From the moment Sam starts speaking, all you want to do is listen. She is on fire in this episode and shares amazing insights around
- [S1E200 - Fuck yeah and thank you! Surf and Sales 2020 Year In Review](https://theharrisconsultinggroup.com/s1e200-fuck-yeah-and-thank-you-surf-and-sales-2020-year-in-review/) - A fun looks back at the 200 episodes we released for Surf and Sales. We could not have done 200 episodes if it were not for everyone who is willing to listen
- [S1E199 - Understanding Channel Sales with Ed Porter](https://theharrisconsultinggroup.com/s1e199-understanding-channel-sales-with-ed-porter/) - One of the best ways to grow your revenue is by implementing a channel program. Ed Porter shares it all. What are the different types of channel sales models?
- [S1E195 - I like to swing big with Jackie Hermes](https://theharrisconsultinggroup.com/s1e195-i-like-to-swing-big-with-jackie-hermes/) - Jackie has an amazing outlook on building a social brand. She shares what she does, how she does and what works including
- [S1E197 - Ramping on a complex product with Amanda Fisher of Aircall](https://theharrisconsultinggroup.com/s1e197-ramping-on-a-complex-product-with-amanda-fisher-of-aircall/) - When it's a complex product or service ramp time is critical. Miranda, a surf and sales alum joins us to discuss the following Understanding
- [S1E186 - Growing up with parents who looked down on the sales profession  with Niraj Kapur of Everybody Works in Sales](https://theharrisconsultinggroup.com/s1e186-growing-up-with-parents-who-looked-down-on-the-sales-profession-with-niraj-kapur-of-everybody-works-in-sales/) - How to teach people to not be afraid of the phone navigating seasonality in your business. Understanding rejection early and only.
- [S1E184 - Goal Setting with Kevin Dorsey](https://theharrisconsultinggroup.com/s1e184-goal-setting-with-kevin-dorsey/) - How to set goals What is a vision board and how to use it How to use a 3×3 on daily, weekly, and monthly goals What it means to never miss twice with your goals
- [Surf and Sales S1E178 - The DNA to entrepreneurship Kyle York](https://theharrisconsultinggroup.com/surf-and-sales-s1e178-the-dna-to-entrepreneurship-kyle-york/) - What tells you they are a good technologist as a founder you work for what you get. The challenge tech founders must face to really be successful
- [Surf and Sales S1E173 - with Brian Trautschold co-founder Ambition](https://theharrisconsultinggroup.com/surf-and-sales-s1e173-with-brian-trautschold-co-founder-ambition/) - The value of not knowing what you don’t know. Competition is just about product and service overlap The only real competitor is fighting over budget dollars
- [Surf and Sales S1E140 - The hidden talk track of top performers with Lisa McCleod](https://theharrisconsultinggroup.com/surf-and-sales-s1e140-the-hidden-talk-track-of-top-performers-with-lisa-mccleod/) - 10 years ago, in 2010, Lisa faced one of her biggest hurdles in life based on the Great Recession. She shares a ton of wisdom and knowledge on sales
- [Surf and Sales S1E130 - At 6 I Decided to Be the boss with RVP of Sales Catie Ivey of Demandbase](https://theharrisconsultinggroup.com/surf-and-sales-s1e130-at-6-i-decided-to-be-the-boss-with-rvp-of-sales-catie-ivey-of-demandbase/) - At six years old Catie told her mom “I will be the boss” when you hear this episode you will understand. She’s a natural-born leader with amazing insights
- [Is the American Judicial System Rigged?](https://theharrisconsultinggroup.com/is-the-american-judicial-system-rigged/) - This is an episode of MillennialX Coffee Talk. It’s a conversation about the American Judicial System with a public defender of 35+ years of experience
- [Surf and Sales S1E114 How to be in the moment when we need to be - Jason Gant](https://theharrisconsultinggroup.com/surf-and-sales-s1e114-how-to-be-in-the-moment-when-we-need-to-be-jason-gant/) - How to improve your focus in the difficult moments. Being in the present moment How to stop being overwhelmed Handling high-intensity moments
- [Surf and Sales S1E81 - Does Brand Trump Acumen w/ Sam Dunning](https://theharrisconsultinggroup.com/surf-and-sales-s1e81-does-brand-trump-acumen-w-sam-dunning/) - Sam is the Co-Owner and Sales Director at WebChoice, and is in his 4th stink at the company. From being a teenager playing video games all day on the couch
- [Surf and Sales S1E60 - Team USA vs Team UK Sales Showdown](https://theharrisconsultinggroup.com/surf-and-sales-s1e60-team-usa-vs-team-uk-sales-showdown/) - Team USA v. Team UK. USA has a larger follower count. But the UK claims to have better engagement from their followers. A Sales Showdown discussing crowdsourced
- [Surf and Sales S1E57 - #BeTheBounce with Trish Bertuzzi](https://theharrisconsultinggroup.com/surf-and-sales-s1e57-bethebounce-with-trish-bertuzzi/) - If you don’t know Trish Bertuzzi, where the hell have you been? We were very excited she decided to join us on the Surf and Sales podcast
- [Surf and Sales S1E54 - We sell to people not personas with Andy Paul](https://theharrisconsultinggroup.com/surf-and-sales-s1e54-we-sell-to-people-not-personas-with-andy-paul/) - Andy has been through quite a bit in his sales career. Everything from being told he’s too analytical to be in sales all the way to recently selling his podcast
- [Surf and Sales E1E48 - Surfand Sales Wives Edition](https://theharrisconsultinggroup.com/surf-and-sales-e1e48-surfand-sales-wives-edition/) - Meet Cathy and Janet, the two people who put up with our shenanigans and “sellers’ mind” on a daily basis. We’ve been threatening to do this for a while now.
- [Surf and Sales S1E24 – Legacy, Kobe, Federer, What’s yours?](https://theharrisconsultinggroup.com/surf-and-sales-s1e24-24-legacy-kobe-federer-whats-yours/) - When fate intervenes… This episode came about because a guest needing to reschedule at the last minute. We decided we should use the time wise to speak
- [Surf and Sales S1E13 | Scoring is wrong with Becc Holland](https://theharrisconsultinggroup.com/surf-and-sales-s1e13-current-lead-scoring-is-completely-wrong-with-becc-holland/) - Becc Holland is a force when it comes to sales leadership and marketing. She brings a completely different and logical approach.
- [S1E19 | “Brand Archetypes” and Video w/ Ryan O’Hara](https://theharrisconsultinggroup.com/surf-and-sales-s1e19-an-introduction-to-brand-archetypes-and-video-w-ryan-ohara/) - Ryan O’Hara is the VP of Growth and Marketing at LeadIQ. He was also one of the earliest folks on LinkedIn to use video to build his brand.
- [S1E15 | What’s it like being “The Only” w/ Kevin Dorsey](https://theharrisconsultinggroup.com/surf-and-sales-s1e15-whats-it-like-being-the-only-w-kevin-dorsey/) - Kevin Dorsey is a captivating sales leader, with a big heart who cares deeply about his team and personal growth. He is also an African American VP Sales
- [S1E16 | Sales Leadership with Brandon Calley baseball coach](https://theharrisconsultinggroup.com/surf-and-sales-s1e16-what-does-little-league-baseball-have-to-do-with-sales-leadership-w-brandon-calley/) - Brandon Calley is an established sales leader in Austin who has been a part of many successful tech companies. He is also a rival baseball coach.
- [Surf and Sales S1E17 | Remote Selling with Jason McElhone](https://theharrisconsultinggroup.com/surf-and-sales-s1e17-remote-selling-with-jason-mcelhone/) - Jason? So he’s seen a lot and done a lot. He’s now figured out how to build, coach, and maintain remote sales organizations.
- [Surf and Sales S1E8 - A Clear Path to Winning with Cory Bray](https://theharrisconsultinggroup.com/surf-and-sales-s1e8-a-clear-path-to-winning-with-cory-bray/) - Were you overly competitive in first grade? Did someone’s mom call your mom about it? Well, that’s exactly what happened to our friend and most recent guest
- [S1E11 – Solving the Marketing with Jack Kosakowski](https://theharrisconsultinggroup.com/surf-and-sales-s1e11-solving-the-marketing-and-sales-dynamic-with-jack-kosakowski/) - Jack’s first “sales job”? He was 16 and his grandfather took him on a sales run to sell fire alarm systems the old-fashioned way, knocking on doors.
- [S1E9 – Recruiting Advice for Leadership with Carolyn Betts](https://theharrisconsultinggroup.com/surf-and-sales-s1e9-recruiting-advice-for-leadership-and-candidates-with-carolyn-betts/) - In January 2010, Carolyn Betts decided to go out on her own and created Betts Recruiting. Join Scott and Richard as they trace her steps to building
- [S1E6; Can’t Sales And Operations With Claire Morris](https://theharrisconsultinggroup.com/surf-and-sales-s1e6-cant-sales-and-operations-just-get-along-with-claire-morris/) - The conflict between Sales and Sales Ops is real and needs to be addressed. Yet some of the biggest improvements in sales performance
- [S1E142 – Outsource your SDR team with Nimit Bhatt](https://theharrisconsultinggroup.com/surf-and-sales-s1e142-should-you-outsource-your-sdr-team-with-nimit-bhatt-of-memory-blue/) - The one tool you must have in your tech stack SDR is the hardest role How to not get bored talking about the same product and service managing
- [S1E143 – Should solicit failure with Gina Trimarco](https://theharrisconsultinggroup.com/surf-and-sales-s1e143-why-you-should-solicit-failure-in-sales-with-gina-trimarco-chief-results-officer-at-pivot10results/) - Focusing on results People want results more than anything The value of how improv is a natural part of sales Being a good listener
- [S1E150 – Best “Everything” Advice with Ralph Barsi](https://theharrisconsultinggroup.com/surf-and-sales-s1e150-best-everything-advice-with-ralph-barsi/) - A deep and personal conversation with Ralph Barsi that goes way beyond metrics and KPIs. We focused on his passion for drumming
- [S1E149 – Identify your value with Darien Pascuzzi](https://theharrisconsultinggroup.com/surf-and-sales-s1e149-how-to-identify-your-own-value-during-your-job-search-with-darien-pascuzzi/) - Do you know your superpower? Darien knows hers and she teaches you how to find yours. Digging your way out of burnout the single biggest mistake
- [S1E151 – The Extraordinary Sales Habits with Andrew Sykes](https://theharrisconsultinggroup.com/surf-and-sales-s1e151-theextraordinary-sales-habits-with-andrew-sykes/) - Do you have habits or do your habits have you? Andrew Sykes has built an entire business around this and has an amazing perspective
- [S2E25 -  You don't have a closing problem with Jeff Bajorek of Parabola Consulting](https://theharrisconsultinggroup.com/s2e25-you-dont-have-a-closing-problem-with-jeff-bajorek-of-parabola-consulting/) - Jeff is one of the rare birds in sales. Once he discovered sales he knew he had a great passion for coaching salespeople and has since built an amazing business
- [S2E29 - LIVE - Mentorship At Scale Bonfire Session with Cherilynn Castleman and Alan Tarkowski](https://theharrisconsultinggroup.com/s2e29-live-mentorship-at-scale-bonfire-session-with-cherilynn-castleman-and-alan-tarkowski/) - Mentorship as either the mentor or mentee is important for everyone. And sometimes its hard to know how to go about being one or asking for one
- [S2E27 - Your $750,000 MBA with Ken Lundin](https://theharrisconsultinggroup.com/s2e27-your-750000-mba-with-ken-lundin/) - You can learn a lot from someone who lost $750,000 and declared bankruptcy. Ken shares all of it. How he got there, and how he navigated the downturn
- [S2E28 - Intentional Connection with Brian Sexton](https://theharrisconsultinggroup.com/s2e28-intentional-connection-with-brian-sexton/) - The value of intentional and emotional connections is always more valuable than the number of your connections with Intentional Connection of Brian Sexton
- [S2E33 -  Selling is about making a positive impact with Tony Hughes](https://theharrisconsultinggroup.com/s2e33-selling-is-about-making-a-positive-impact-with-tony-hughes/) - The problem behind sales success is sales management Most sellers do enough to not feel guilty, not be successful Sales is meant to be a profession
- [S2E32 - Black, SaaS, and Kicking Ass with Marcus Knight](https://theharrisconsultinggroup.com/s2e32-black-saas-and-kicking-ass-with-marcus-knight/) - Marcus always knew he wanted to be in business. Even when he didn’t have people “who look like him” in his vision that much.
- [Surf and Sales S1E153 - How do I vette, interview and hire a good Sales Engineer with James Kaikis](https://theharrisconsultinggroup.com/surf-and-sales-s1e153-how-do-i-vette-interview-and-hire-a-good-sales-engineer-with-james-kaikis/) - James literally forced his way onto the podcast to have this conversation, and it was absolutely worth it in our opinion.
- [Surf and Sales S1E141 - Stop saying the right things to the wrong person with Ryan Staley of Whale Boss](https://theharrisconsultinggroup.com/surf-and-sales-s1e141-stop-saying-the-right-things-to-the-wrong-person-with-ryan-staley-of-whale-boss/) - Ryan has spent his career learning the right approach to building and executing enterprise sales. Join us in this episode as we discuss the following
- [Surf and Sales S1E40 - An insubordinate Al Bundy with unique ability with Tenbound CEO David Dulany](https://theharrisconsultinggroup.com/surf-and-sales-s1e40-an-insubordinate-al-bundy-with-unique-ability-with-tenbound-ceo-david-dulany/) - Fired from his first sales job selling shoes for insubordination, David has weaved himself into the very fabric of SaaS sales
- [Surf and Sales S1E164 - Why pitching in your LinkedIn invitation is ok with The Outbound Sales Martin MacArthur](https://theharrisconsultinggroup.com/surf-and-sales-s1e164-why-pitching-in-your-linkedin-invitation-is-ok-with-the-outbound-sales-martin-macarthur/) - How to connect your LinkedIn message to your next phone call. How to properly prepare for outbound sales calls How I learned from my own mistakes
- [Surf and Sales S1E65 - Taking advantage of a forced actualization with Pete Kazanjy of Atrium and Modern Sales Pros](https://theharrisconsultinggroup.com/surf-and-sales-s1e65-taking-advantage-of-a-forced-actualization-with-pete-kazanjy-of-atrium-and-modern-sales-pros/) - To say Pete loves to geek out on sales and data is an understatement. There’s a fire that isn’t just in his belly but all the way in his soul.
- [Surf and Sales S1E83 - Resilience in sales through mental health with Jeff Riseley of The Sales Health Alliance](https://theharrisconsultinggroup.com/surf-and-sales-s1e83-resilience-in-sales-through-mental-health-with-jeff-riseley-of-the-sales-health-alliance/) - Jeff has been through the ups and downs of sales so much that it gave him panic attacks. He realized that sales were crushing him more
- [S2E10 – what bugs you the most? with Kevin Donville](https://theharrisconsultinggroup.com/s2e10-as-a-buyer-what-bugs-you-the-most-with-kevin-donville/) - In this episode of the Surf & Sales Podcast, we're joined by Kevin Donville who brings an amazing background in high quality sales
- [Surf and Sales S1E109 - How Sales is the most democratic career with Former VP Sales Eventbrite Chloe Stewart](https://theharrisconsultinggroup.com/surf-and-sales-s1e109-how-sales-is-the-most-democratic-career-with-former-vp-sales-eventbrite-chloe-stewart/) - Managing global time zones in a worldwide sales organization What it means to have a Center of Excellence in a sales career with Former VP Sales
- [Surf and Sales S1E134 - The ultimate definition of a bad sales pitch, "So What?" with Jacquelyn Nicholson](https://theharrisconsultinggroup.com/surf-and-sales-s1e134-the-ultimate-definition-of-a-bad-sales-pitch-so-what-with-jacquelyn-nicholson/) - Jacquelyn sold the internet, literally, back in 1995. She’s got so much perspective on sales, culture, sales engineering, success, and being a woman
- [Surf and Sales S1E22 - Sales Development at a Global Level with Julie Mann of Optimizely](https://theharrisconsultinggroup.com/surf-and-sales-s1e22-sales-development-at-a-global-level-with-julie-mann-of-optimizely/) - Julie Mann, the Sr. Director of Global Sales Development has been steadily working her way through sales even though she swore she would never be a salesperson
- [Surf and Sales S1E55 - What with it means to be the first sales rep at a start-up with Nick Casale Director of Sales at Sendoso](https://theharrisconsultinggroup.com/surf-and-sales-s1e55-what-with-it-means-to-be-the-first-sales-rep-at-a-start-up-with-nick-casale-director-of-sales-at-sendoso/) - Nick Casale really enjoys being an entrepreneur. So much so, he gambled on himself and trusted the founders to be the first sales rep at a startup.
- [How to Help Predict Burnout and Hopefully Avoid It](https://theharrisconsultinggroup.com/how-to-help-predict-burnout-and-hopefully-avoid-it/) - Whether you are an SDR, Inside Sales Rep, Account Manager or in Customer Success, burnout is real. Learn how to predict it in order to hopefully avoid it.
- [Surf and Sales S1E74 - Can you teach salespeople to be organized with SVP Sales of Kevin Gaither of Zip Recruiter](https://theharrisconsultinggroup.com/surf-and-sales-s1e74-can-you-teach-salespeople-to-be-organized-with-svp-sales-of-kevin-gaither-of-zip-recruiter/) - People with charts that go up and to the right get promoted Best questions to a candidate in an interview The best question to ask your rep
- [S2E12 – Defining Sales Ops, Rev Ops with Patricia McLaren](https://theharrisconsultinggroup.com/s2e12-defining-sales-ops-rev-ops-sales-enablement-with-patricia-mclaren-of-revshoppe/) - In this episode of the Surf & Sales Podcast, we're joined by Patricia McLaren of RevShoppe, to define Sales Ops, Rev Ops, Sales Enablement.
- [Surf and Sales S1E45 - Demand Gen for Sales People with Gaetano DiNardi](https://theharrisconsultinggroup.com/surf-and-sales-s1e45-demand-gen-for-sales-people-with-gaetano-dinardi/) - Demand Generation is one of those words that sales and marketing love to use but often don’t really understand.
- [Surf and Sales S1E72 - Social Capital in an appropriate way with Matt Cameron of SasSy Sales Management](https://theharrisconsultinggroup.com/surf-and-sales-s1e72-social-capital-in-an-appropriate-way-with-matt-cameron-of-sassy-sales-management/) - Matt is one of the smartest people we know in the sales world. He brings his amazing knowledge to the episode and drops all kinds of wisdom!
- [Surf and Sales S1E182 - The power of winning through a team with Mario Martinez of Vengresso](https://theharrisconsultinggroup.com/surf-and-sales-s1e182-the-power-of-winning-through-a-team-with-mario-martinez-of-vengresso/) - Understanding A-Syncrhonus digital communications What are the right digital communications? Getting the process out of your head onto paper.
- [S2E9 - Lead smarter with Prateek Mathur](https://theharrisconsultinggroup.com/s2e9-lead-smarter-with-prateek-mathur/) - What reps who want management should do.What should managers who want to be directors be doing.Managing people is different What it means internally to decide when to explore managementCheck out this episode!
- [Surf and Sales S1E80 -  How and where does Revenue Ops sit in the organization with Kyle Coleman VP Revenue Growth and Enablement at Clari](https://theharrisconsultinggroup.com/surf-and-sales-s1e80-how-and-where-does-revenue-ops-sit-in-the-organization-with-kyle-coleman-vp-revenue-growth-and-enablement-at-clari/) - Kyle was the middle child and this made him perfect for leadership. Combine that life experience with a degree in psychology
- [Surf and Sales S1E165 - Being obsessed with the outcome with CEO James Mackey Secure Vision](https://theharrisconsultinggroup.com/surf-and-sales-s1e165-being-obsessed-with-the-outcome-with-ceo-james-mackey-secure-vision/) - Recruiting Ops, the overlooked part of your hiring process Determining what the right team looks like in your organization Knowing your point
- [Surf and Sales S1E179 - Everything you wanted to know about selling into Europe with Thibaut Souryis of SalesLabs](https://theharrisconsultinggroup.com/surf-and-sales-s1e179-everything-you-wanted-to-know-about-selling-into-europe-with-thibaut-souryis-of-saleslabs/) - From QA Analyst to Sales How knowing another language helps in business. How to sell into Germany from the US How to sell into France
- [S2E31 - Weathering the Perfect Storm with Mike Hook, VP of Sales, ChildcareCRM](https://theharrisconsultinggroup.com/s2e31-weathering-the-perfect-storm-with-mike-hook-vp-of-sales-childcarecrm/) - We get tactical on this episode with Mike Hook, VP of Sales, ChildcareCRM. We discuss all things from onboarding to prospecting pains as well
- [S1E189 - What real enterprise sales are like with Tony Marshall of Contentsquare](https://theharrisconsultinggroup.com/s1e189-what-real-enterprise-sales-are-like-with-tony-marshall-of-contentsquare/) - What does fair compensation look like in enterprise sales? How do you get comfortable asking for 6-figure and then 7-figure deals?
- [Surf and Sales S1E183 - From curiosity to accountability in growth with Hugo Robinson of Weploy](https://theharrisconsultinggroup.com/surf-and-sales-s1e183-from-curiosity-to-accountability-in-growth-with-hugo-robinson-of-weploy/) - Learning how to be curious in a leadership role How to figure out where to begin on your own knowledge gaps The incongruence between what you think you know
- [Cannot preach accountability without discussing awareness](https://theharrisconsultinggroup.com/one-cannot-preach-accountability-without-first-discussing-awareness/) - One cannot coach the concept of accountability without first speaking to awareness. Only then can you speak as a leader to help others become self-aware.
- [S2E14 – Want recognition? Do something first.. David Cancel](https://theharrisconsultinggroup.com/s2e14-want-recognition-do-something-first.david-cancel-founder-of-drift/) - Want recognition? Do something first. Check out this value packed episode of the Surf & Sales Podcast with guest, David Cancel, the CEO of Drift.
- [Surf and Sales S1E97 Healthy Headspace Selling with Alex Smith of Headspace](https://theharrisconsultinggroup.com/surf-and-sales-s1e97-healthy-headspace-selling-with-alex-smith-of-headspace/) - Alex Smith is a true advocate of healthy work environments, and proper work-life integration. She walks the walk – working for both Headspace and UnCrushed
- [S2E5 - Why it's hard to scale an SDR and AE delineated team with Brendan Cassidy](https://theharrisconsultinggroup.com/s2e5-why-its-hard-to-scale-an-sdr-and-ae-delineated-team-with-brendan-cassidy/) - Brendan has accomplished and done a ton throughout his tenure in the business world Understanding aspiration vs. work ethic
- [S2E21 -  The Motorcycle Queen of Sales Acronyms with Cherilynn Castleman](https://theharrisconsultinggroup.com/s2e21-the-motorcycle-queen-of-sales-acronyms-with-cherilynn-castleman/) - From the moment the conversations start with Cherilynn, you know it’s going to be great. Cherilynn has spent years in sales and is a black woman and shares
- [Surf and Sales S1E120 -  The two best LinkedIn Strategies you've never heard about with Chris Walker CEO & Founder of RefineLabs](https://theharrisconsultinggroup.com/surf-and-sales-s1e120-the-two-best-linkedin-strategies-youve-never-heard-about-with-chris-walker-ceo-founder-of-refinelabs/) - Chris Walker is a growth marketer, but don’t let that fool you. He is all about driving revenue and creating new and unique strategies.
- [Surf and Sales S1E152 - The SDR role is not transactional with Evan Carlton Director of Development and Founder The Sales Development Coach](https://theharrisconsultinggroup.com/surf-and-sales-s1e152-the-sdr-role-is-not-transactional-with-evan-carlton-director-of-development-and-founder-the-sales-development-coach/) - Evan is a Sales Development savant. His experience and expertise in leveraging the sales development community are second to none.
- [S2E19 - Building a Community of Black Sales Professionals with Jacob Gebrewold](https://theharrisconsultinggroup.com/s2e19-building-a-community-of-black-sales-professionals-with-jacob-gebrewold/) - Join us as Jacob shares the need, ideation, and execution of building a community for black sales professionals.
- [Building A Sales Culture Takes Guts](https://theharrisconsultinggroup.com/building-a-sales-culture-takes-guts/) - Building a sales culture, or any culture for that matter, takes guts. Learn the 4 pillars for which to build a culture like the Golden State Warriors.
- [S1E198 – The 5 KPIs VCs look at when to invest with Ray Rike](https://theharrisconsultinggroup.com/s1e198-the-5-kpis-vcs-look-at-when-choosing-to-invest-with-ray-rike-of-revopssquared/) - The data behind encouraging sales, marketing, and customer success alignmentRule 40CAC – Payback period and ratioRetentionGross MarginCLTV vs CACWhat is the Magic Number when you are a start-up?Who owns the CRO role, VPSales, CMO, CSOCheck out this episode!
- [S1E187 - Building an environment to help people succeed with Ryan Walsh of RepVue](https://theharrisconsultinggroup.com/s1e187-building-an-environment-to-help-people-succeed-with-ryan-walsh-of-repvue/) - Just get on the rocketship and hold on to the values of leadership that drive royalty accountability has nothing to do with hitting the number
- [S1E191 - How much is too much automation in emails with Will Allred of TryLavendar](https://theharrisconsultinggroup.com/s1e191-how-much-is-too-much-automation-in-emailswith-will-allred-of-trylavendar/) - Selling the vision over the minutiae as a technical founder Too many easy buttons is not the same as coaching and feedback
- [Surf and Sales S1E176 -  What's broken in your CRM with Sara Beam of Virago Ventures](https://theharrisconsultinggroup.com/surf-and-sales-s1e176-whats-broken-in-your-crm-with-sara-beam-of-virago-ventures/) - How to avoid field creep in your CRM What you don’t realize you are doing wrong in CRM How to choose the right CRM for your organization
- [Surf and Sales S1E155 - Affecting diversity within the organization with Tiffany Muckleroy at Centre Technologies](https://theharrisconsultinggroup.com/surf-and-sales-s1e155-affecting-diversity-within-the-organization-with-tiffany-muckleroy-at-centre-technologies/) - Tiffany has an amazing story about going from teaching to sales. She explains the relevance of teaching in sales.
- [Surf and Sales S1E175 - The greatest skill you will ever have is being your own advocate, ALWAYS! With Gabrielle Blackwell of Gong](https://theharrisconsultinggroup.com/surf-and-sales-s1e175-the-greatest-skill-you-will-ever-have-is-being-your-own-advocate-always-with-gabrielle-blackwell-of-gong/) - What makes a high-performing SDR team Making sure you don’t let one person own the air space. The human story of success in business.
- [Surf and Sales S1E112 - Alway s ask for what you want with EVP of Global Marketing Allison MacLeod of Flywire](https://theharrisconsultinggroup.com/surf-and-sales-s1e112-alway-s-ask-for-what-you-want-with-evp-of-global-marketing-allison-macleod-of-flywire/) - Allison is a Global Marketing Leader, wife, and mom of 3 boys. She shares her wisdom on making it all work. And she’s also a big advocate of sales and marketing
- [Surf and Sales S1E69 -  The future of sales engagement in the SDR and AE Industrial Complex  with Justin Michael](https://theharrisconsultinggroup.com/surf-and-sales-s1e69-the-future-of-sales-engagement-in-the-sdr-and-ae-industrial-complex-with-justin-michael/) - How to use hashtags on LinkedIn, “The gift for gab” really means knowing when to shut up Why your next sales job will be related to your ability
- [9 Steps To Hack Your Interview Process & Score More Job](https://theharrisconsultinggroup.com/9-steps-to-hack-your-interview-process-score-more-job-offers/) - Applying to be a sales representative or a sales manager? These 9 steps will help you score more job offers, which you can leverage to land your dream job.
- [Surf and Sales S1E61 - The most important part of the sales process, sales coaching with Dave Kennet of Replayz](https://theharrisconsultinggroup.com/surf-and-sales-s1e61-the-most-important-part-of-the-sales-process-sales-coaching-with-dave-kennet-of-replayz/) - Dave Kennet has been working to improve the ability of sales reps, sales leaders, sales managers around the most important part of the sales process coaching
- [The Evolution of Sales: Welcome to N.E.A.T. Selling™](https://theharrisconsultinggroup.com/the-evolution-of-sales-welcome-to-neat-selling/) - As the sales industry evolves, sales strategies like BANT and ANUM grow obsolete. Introducing N.E.A.T. Selling™, the sales strategy for the modern world.
- [S1E190  - What's it like being in sales in New Zealand with Mike Stokes of Indicator](https://theharrisconsultinggroup.com/s1e190-whats-it-like-being-in-sales-in-new-zealandwith-mike-stokes-of-indicator/) - The strengthening of the sales community The two biggest attributes successful sales rep show What does self-awareness mean in sales
- [What to expect when budgeting for a sales stack](https://theharrisconsultinggroup.com/what-to-expect-when-budgeting-for-a-sales-stack/) - Get some advice on one of the most common questions around supporting inside sales, field sales, or enterprise sales teams,
- [Surf and Sales S1E47 - How Halo gaming made me good at sales with Morgan J Ingram](https://theharrisconsultinggroup.com/surf-and-sales-s1e47-how-halo-gaming-made-me-good-at-sales-with-morgan-j-ingram/) - We had the pleasure of the one and only Morgan J Ingram join us on the podcast for this episode. We talk about a ton of things, we go deep on personal
- [Surf and Sales S1E170 - Everything you are doing wrong or right in your Zoom meetings Susan Ibitz](https://theharrisconsultinggroup.com/surf-and-sales-s1e170-everything-you-are-doing-wrong-or-right-in-your-zoom-meetings-susan-ibitz/) - The specifics you need to follow for a good video Zoom meeting How do you replace the handshake with a smile? Interpreting the visual cues in a Zoom
- [Surf and Sales S1E161 - Why I went from AE to BDR with Founder of Sassy Women JoBeth Hanak](https://theharrisconsultinggroup.com/surf-and-sales-s1e161-why-i-went-from-ae-to-bdr-with-founder-of-sassy-women-jobeth-hanak/) - Handling difficult emotions and trusting yourself and the universe What gym membership sales taught me about sellingProtecting your mental and physical health
- [Surf and Sales S1E64 - When Scott and Richard disagree](https://theharrisconsultinggroup.com/surf-and-sales-s1e64-when-scott-and-richard-disagree/) - In this episode of the Surf & Sales Podcast, we talk about post-pandemic times and give our opinion on topics such as, will inside sales stay in the office
- [Surf and Sales S1E107 - Understanding Field Sales with Brian Potter SAP/Concur](https://theharrisconsultinggroup.com/surf-and-sales-s1e107-understanding-field-sales-with-brian-potter-sapconcur/) - Navigating the sales cycle during a crisis What does qualifying for President’s Club The Good and bad of working for a global organization
- [Surf and Sales S1E53 - Sometimes the path forward is not a straight line with Victoria Abeling of SailPoint](https://theharrisconsultinggroup.com/surf-and-sales-s1e53-sometimes-the-path-forward-is-not-a-straight-line-with-victoria-abeling-of-sailpoint/) - Scott loves to call Victoria the best kept sales secret in Austin, Texas. Once you listen to her speak you will understand why.
- [Surf and Sales S1E78 - "You're in the people business" w/ Costas Perkas](https://theharrisconsultinggroup.com/surf-and-sales-s1e78-youre-in-the-people-business-w-costas-perkas/) - Costas has run sales teams in North America, the UK, and SE Asia, originally hailing from Greece while now living in the UK.
- [Surf and Sales S1E62 - Running Sales Ops Under Quarantine w/ a Toddler While Pregnant - JM Wilke is doing it all.](https://theharrisconsultinggroup.com/surf-and-sales-s1e62-running-sales-ops-under-quarantine-w-a-toddler-while-pregnant-jm-wilke-is-doing-it-all/) - JM is a successful saleswoman, sales mgr, SDR mgr and Head of Sales Ops in Austin. From selling girl scout cookies in Sacramento as a child to planning her days
- [How to choose a tool for your sales stack](https://theharrisconsultinggroup.com/how-to-choose-a-tool-for-your-sales-stack/) - 8 tips for selecting any tool or service to support your organization that applies to sales, marketing, and human resources.
- [Surf and Sales S1E70 - Your resume is your Super Bowl ad with Amy Volas of Avenue Talent Partners](https://theharrisconsultinggroup.com/surf-and-sales-s1e70-your-resume-is-your-super-bowl-ad-with-amy-volas-of-avenue-talent-partners/) - Amy cut her teeth as an Enterprise Sales rep before starting a recruiting agency. Her voice in the industry carries a ton of weight
- [S1E174 - All about Revenue Operations with William Jager and Greg Gsell of Salesforce](https://theharrisconsultinggroup.com/s1e174-all-about-revenue-operations-with-william-jager-and-greg-gsell-of-salesforce/) - This episode of the Surf & Sales Podcast is all about Revenue Operations, as we're joined by William Jager and Greg Gsell of Salesforce.
- [Best Day of The Month to Buy a Saas Solution and Why?](https://theharrisconsultinggroup.com/whats-the-best-day-of-the-month-to-buy-a-saas-solution-and-why/) - The answer is tied to poor sales training & negotiation training, which affects how inside sales teams handle 11th-hour negotiations.
- [Surf and Sales S1E49 - Goal Oriented Communications with Matteo C'de Baca of Renaissance Leadership](https://theharrisconsultinggroup.com/surf-and-sales-s1e49-goal-oriented-communications-with-matteo-cde-baca-of-renaissance-leadership/) - Matteo is someone every sales leader should want to know. Working hard to place executives in leadership roles his entire career, he is full of tips and tricks
- [S1E147 –  Land and expand model Chief Customer Officer](https://theharrisconsultinggroup.com/surf-and-sales-s1e147-comepenstion-mistakes-around-the-land-and-expand-model-chief-customer-officer-at-refine-labs/) - In this episode of the Surf & Sales Podcast, we talk about compensation mistakes around the land and expand model with Megan Bowen
- [Things that matter..”Just thinking of you, hope you are well”](https://theharrisconsultinggroup.com/t’s-the-little-things-that-matter....just-thinking-of-you-hope-you-are-well.”/) - Just a little message that the holidays can be a hard time for some. It's the little things that matter and this is just a message to say
- [Perfect Handoff: Best practices for the SDR to AE handoff](https://theharrisconsultinggroup.com/the-perfect-handoff-best-practices-for-conducting-the-sdr-to-ae-handoff/) - Master the Email Handoff and the Meeting Handoff.
- [Surf and Sales S1E88 - The Struggle to Breakthrough w/ Brian Smith Jr.](https://theharrisconsultinggroup.com/surf-and-sales-s1e88-the-struggle-to-breakthrough-w-brian-smith-jr/) - Brian Smith Jr. is a man who has overcome more than most. But he is also human and knows what it's like to ride the highs and lows of sales.
- [S1E193 -  Your customer journey is just a series of moments with Nina Butler of Alyce](https://theharrisconsultinggroup.com/s1e193-your-customer-journey-is-just-a-series-of-moments-with-nina-butler-of-alyce/) - Always be personal What does over personalization mean What are the dangers of gift-giving. DIfference between lead generation and demand generation
- [Surf and Sales S1E167 - The skills behind the skills with Sales Strategist LinkedIn Amy Franko](https://theharrisconsultinggroup.com/surf-and-sales-s1e167-the-skills-behind-the-skills-with-sales-strategist-linkedin-amy-franko/) - What it meant to redefine during a pandemic Self-improvement to thrive moving forward Teaching people to have the courage to take the risk
- [How to Become the Next Unicorn](https://theharrisconsultinggroup.com/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
- [Surf and Sales S1E1 - Mastering Sales Enablement](https://theharrisconsultinggroup.com/surf-and-sales-s1e1-mastering-sales-enablement/) - As sales enablement continues to grow, the roles often overlap between Sales Ops, Revenue Ops, Sales Management and Sales Enablement leaders. Who owns which part? Is there an easy way to define the roles?This podcast with Richard Harris and Scott Leese discusses all of it and more!Check out this episode!
- [S1E194 - How I know when to go for the close with Phil Neizvestny from Aircall](https://theharrisconsultinggroup.com/s1e194-how-i-know-when-to-go-for-the-close-with-phil-neizvestny-from-aircall/) - Which role is harder, SDR to AE? The difference between good and great How to move from SDR to an AE $1.2m goal What tactics are you using in 2020
- [S1E187 - Selling the win and selling the hope with Andrew Sidney of the Detroit Tigers](https://theharrisconsultinggroup.com/s1e187-selling-the-win-and-selling-the-hope-with-andrew-sidney-of-the-detroit-tigers/) - How to “make time” for training The 7th Inning stretch seller What folks in sports ticket sales are different than Saas. The strategy of selling sponsorships
- [S1E185 - Balancing a long term strategy with customer requests with Adam Schoenfeld of Drift](https://theharrisconsultinggroup.com/s1e185-balancing-a-long-term-strategy-with-customer-requests-with-adam-schoenfeld-of-drift/) - How to navigate annual long-term strategies with short-term goals. Playing to win Elon Musk – The Master Plan Focus on who are we best
- [Surf and Sales S1E181 - The only way to move forward as a leader with Director of Revenue Performance with Michael Tuso of Chili Piper](https://theharrisconsultinggroup.com/surf-and-sales-s1e181-the-only-way-to-move-forward-as-a-leader-with-director-of-revenue-performance-with-michael-tuso-of-chili-piper/) - How to discover if the objections you hear are real. How much time should be spent on tonality and delivery in sales training?
- [Surf and Sales S1E177 - The pressure of success as a Founder, Mother, and Wife  with Mary Grothe of SalesBQ](https://theharrisconsultinggroup.com/surf-and-sales-s1e177-the-pressure-of-success-as-a-founder-mother-and-wife-with-mary-grothe-of-salesbq/) - The courage of speaking the truth. Build a plan to 50% of yourself, then be happy with The biggest mistakes a founder makes You will only go so far by investing
- [Surf and Sales S1E169 - Being my best self day to day with Anna Kosior of Ada](https://theharrisconsultinggroup.com/surf-and-sales-s1e169-being-my-best-self-day-to-day-with-anna-kosior-of-ada/) - What you will learn in this episode: Combating the feeling of research vs. execution The difference between an entry-level, enterprise, and strategic
- [Surf and Sales S1E168 - How to sell in a highly competitive market Diana Hamister](https://theharrisconsultinggroup.com/surf-and-sales-s1e168-how-to-sell-in-a-highly-competitive-market-diana-hamister/) - Its always about the rapport and the relationship Adjusting the sales process during 2020 What it means to have your house in order when hiring salespeople
- [Surf and Sales S1E166 - Determination to twist the tools with Ernest Owusu of 6Sense](https://theharrisconsultinggroup.com/surf-and-sales-s1e166-determination-to-twist-the-tools-with-ernest-owusu-of-6sense/) - The 3 D’s of the NFL – Debt, Divorce, Dead The next step only takes a bit more effort The difference from good to great to excellence.
- [Surf and Sales S1E137 -  Why I spoke out in this time about misogyny in sales with Rachel Mae](https://theharrisconsultinggroup.com/surf-and-sales-s1e137-why-i-spoke-out-in-this-time-about-misogyny-in-sales-with-rachel-mae/) - The title says it all, and there’s more to the story too. Check out this episode on time about misogyny in sales with Rachel Mae
- [Surf and Sales S1E136 - Where do you go to learn about being a CRO with Zorian Rotenberg, CRO Infotelligent](https://theharrisconsultinggroup.com/surf-and-sales-s1e136-where-do-you-go-to-learn-about-being-a-cro-with-zorian-rotenberg-cro-infotelligent/) - A self-proclaimed math geek, Zorian answers the pivotal question, is sales an art or a science. And he discusses the following sales topics too
- [Surf and Sales S1E129 - The Victim mentality vs Warrior mentality with Glenn Ladd](https://theharrisconsultinggroup.com/surf-and-sales-s1e129-the-victim-mentality-vs-warrior-mentality-with-glenn-ladd/) - Defining Grit in sales Doesn’t take on the victim mentality of proactive procrastination. How do you find the right place for you in tech and sales?
- [Surf and Sales S1E126 - The first line of communication for IBM Sales with Rahki Voria](https://theharrisconsultinggroup.com/surf-and-sales-s1e126-the-first-line-of-communication-for-ibm-sales-with-rahki-voria/) - In 1st and 2nd grade Rahki put her lemonade stand on her red wagon and realized the best place for her stand was to roam around.
- [Surf and Sales S1E127 - Making the case for sales ops and revenue ops with Hannah Duncan](https://theharrisconsultinggroup.com/surf-and-sales-s1e127-making-the-case-for-sales-ops-and-revenue-ops-with-hannah-duncan/) - Hannah says the competition of being a professional dancer is a huge reason she likes sales. Join us as we chat with her to learn about: Good data vs bad data
- [Surf and Sales S1E122 - If I'm under estimated thats the best place for me to be with Camille Clemons Director of Business Development and Cohen and Company](https://theharrisconsultinggroup.com/surf-and-sales-s1e122-if-im-under-estimated-thats-the-best-place-for-me-to-be-with-camille-clemons-director-of-business-development-and-cohen-and-company/) - Camille isn’t our traditional podcast guest, which is what makes her such a great guest. We definitely talk about business, but we also dive deep
- [Surf and Sales S1E117 - How to find your sweet spot in sales with Galem Girmay of Flywire](https://theharrisconsultinggroup.com/surf-and-sales-s1e117-how-to-find-your-sweet-spot-in-sales-with-galem-girmay-of-flywire/) - Galem Girmay is an amazingly smart woman. She’s knowledgeable about sales and life, to say the least. She shares it all with us including
- [Surf and Sales S1E113 - Why Sales is not a numbers game with David Walter](https://theharrisconsultinggroup.com/surf-and-sales-s1e113-why-sales-is-not-a-numbers-game-with-david-walter/) - Understanding your belief system is your key to success Why the objection “I’m happy with what I have” is a great sales indicator Claim your qualities
- [Surf and Sales S1E111- Getting Hired The Unconventional Strategies work Austin Belcak](https://theharrisconsultinggroup.com/surf-and-sales-s1e111-getting-hired-the-unconventional-strategies-work-austin-belcak/) - Austin has cracked the code on getting deeper into the interview process and shares his unconventional methods with us.
- [Surf and Sales S1E106 -  Understanding the miss-fits in sales with Larry Long Jr](https://theharrisconsultinggroup.com/surf-and-sales-s1e106-understanding-the-miss-fits-in-sales-with-larry-long-jr/) - Why sales is like match-making How to ask the right questions in the interview Transitioning from Life After Sports Ageism in sales Changing hiring practices
- [Surf and Sales S1E104 - What it means to sell with purpose with Blake Hudson Sales Manager of Victory Lap](https://theharrisconsultinggroup.com/surf-and-sales-s1e104-what-it-means-to-sell-with-purpose-with-blake-hudson-sales-manager-of-victory-lap/) - Immediately a Top 5 All-Time Surf and Sales Guest. Stop reading this, just listen, and you will agree. How to set the vision as a sales team of one.
- [Surf and Sales S1E101 -  What the best Sales People, BDRs and SDRs do to succeed with Alex Olley](https://theharrisconsultinggroup.com/surf-and-sales-s1e101-what-the-best-sales-people-bdrs-and-sdrs-do-to-succeed-with-alex-olley/) - Alex Olley brings an awesome perspective to sales. His background as a lawyer and musician makes him very different than anyone else we’ve ever spoken with.
- [Surf and Sales S1E102 The 3 sentence cold email approach - James Bawden](https://theharrisconsultinggroup.com/surf-and-sales-s1e102-the-3-sentence-cold-email-approach-james-bawden/) - James Bawden is passionate, not just about sales, but life. And it comes through fully in this episode, we explore the following:
- [Surf and Sales S1E89 - Everything you wanted to know about sales with Sara Levinson](https://theharrisconsultinggroup.com/surf-and-sales-s1e89-everything-you-wanted-to-know-about-sales-with-sara-levinson/) - The moment you hear Sara speak, you become instantly hooked. Her experiences in sales are the ones we all love hearing about
- [Surf and Sales S1E92 What it takes to get that 7 figure executive salary with George McGehrin](https://theharrisconsultinggroup.com/surf-and-sales-s1e92-what-it-takes-to-get-that-7-figure-executive-salary-with-george-mcgehrin/) - George McGehrin had it all, and then he lost it all. All the money, all the houses, all the cars. Instead of giving up, he rebuilt it.
- [Surf and Sales S1E93 -   Sales are much more than just a performance mindset  with Joy Hewitt-Carvajal of The Sales Rebellion](https://theharrisconsultinggroup.com/surf-and-sales-s1e93-sales-are-much-more-than-just-a-performance-mindset-with-joy-hewitt-carvajal-of-the-sales-rebellion/) - Joy sold dirt at 8 years old, and that’s when she knew she’d be in sales. Join us in this conversation as we discuss this and a bunch of other amazing thoughts
- [Surf and Sales S1E98 - Laying the groundwork for selling your company with Elias Rubel of Matter Made](https://theharrisconsultinggroup.com/surf-and-sales-s1e98-laying-the-groundwork-for-selling-your-company-with-elias-rubel-of-matter-made/) - Elias Rubel is the leprechaun of start-ups. After listening to this episode you will understand why. He’s got a fantastic success story and shares practical tip
- [Surf and Sales S1E99 - The Origin of the Surf & Sales Partnership plus Breaking the Salesperson Stigma with Travis King and Kevin Mulrane](https://theharrisconsultinggroup.com/surf-and-sales-s1e99-the-origin-of-the-surf-sales-partnership-plus-breaking-the-salesperson-stigma-with-travis-king-and-kevin-mulrane/) - During this special episode of Surf and Sales Podcast, your co-hosts, Scott Leese and Richard Harris connect with life-long learner Travis King
- [Surf and Sales S1E86 - Understanding Content-Based Networking with James Carbary Sweetfish Media and B2B Growth Show](https://theharrisconsultinggroup.com/surf-and-sales-s1e86-understanding-content-based-networking-with-james-carbary-sweetfish-media-and-b2b-growth-show/) - If you ever wanted to know why podcasting is not that hard, then this is the episode for you. James fully admits sales are not his strength
- [Surf and Sales S1E85 - The Entrepreneur's Godmother with Alison Edgar](https://theharrisconsultinggroup.com/surf-and-sales-s1e85-the-entrepreneurs-godmother-with-alison-edgar/) - Are you being your best you and do you believe it Sales and customer service are exactly the same thing.
- [Surf and Sales S1E82 - Building World Class Sales Organizations with Steven Norman](https://theharrisconsultinggroup.com/surf-and-sales-s1e82-building-world-class-sales-organizations-with-steven-norman/) - Steve Norman is all about planning. Planning for now, and planning for the future. Be sure to check out this episode and learn how Steve plans around these idea
- [Surf and Sales S1E84 - Navigating the "no budget" conversation with Richard Smith Co-Founder Head of Sales of Refract](https://theharrisconsultinggroup.com/surf-and-sales-s1e84-navigating-the-no-budget-conversation-with-richard-smith-co-founder-head-of-sales-of-refract/) - The person who says “no budget” actually has no control over the budget. How to sell when there’s not a line item in the budget for their service
- [Surf and Sales S1E75 - Outbounding Best Practices with Belal El Batrawy of Bravado](https://theharrisconsultinggroup.com/surf-and-sales-s1e75-outbounding-best-practices-with-belal-el-batrawy-of-bravado/) - You’re in a fail category until you prove otherwise when it comes to social sellingTCold Sequence is about exploring, not asking for anything
- [Surf and Sales S1E76 -  What must be in your sales playbook with VP Revenue Jake Reni of Tiled](https://theharrisconsultinggroup.com/surf-and-sales-s1e76-what-must-be-in-your-sales-playbook-with-vp-revenue-jake-reni-of-tiled/) - What does a revenue title really mean? How do we make the content better and engaging? Moving from Adobe to a start-up? What goes in your playbook?
- [Surf and Sales S1E77 - Why it "Doesn't hurt to have a chip on your shoulder" w/ Lori Richardson](https://theharrisconsultinggroup.com/surf-and-sales-s1e77-why-it-doesnt-hurt-to-have-a-chip-on-your-shoulder-w-lori-richardson/) - Lori is the type of saleswoman who learned the power of referrals by having a lemonade stand on a dead-end street. As the Founder or both Score More Sales
- [Surf and Sales S1E73 - The most important types of sales content with Martin Roth VP of Revenue at LevelSet](https://theharrisconsultinggroup.com/surf-and-sales-s1e73-the-most-important-types-of-sales-content-with-martin-roth-vp-of-revenue-at-levelset/) - Martin is the youngest of 7 kids so he’s been conditioned to give quality content from the get-go. This conversation is no different.
- [Surf and Sales S1E68 - You cannot "Top-Down" Lead During a Crisis with Steve Benson of Badger Maps](https://theharrisconsultinggroup.com/surf-and-sales-s1e68-you-cannot-top-down-lead-during-a-crisis-with-steve-benson-of-badger-maps/) - Steve has spent a lot of time in his career around sales and sales leadership. In this episode, he shares a ton with us including
- [Surf and Sales S1E66 -  How Zoom beat Skype on a simple story with Andy Raskin of Self-Employed](https://theharrisconsultinggroup.com/surf-and-sales-s1e66-how-zoom-beat-skype-on-a-simple-story-with-andy-raskin-of-self-employed/) - Andy’s path is fascinating. A love for technology, the ability to write and get paid as a journalist, and then move into product ownership.
- [Surf and Sales S1E63 -  The way you do anything is the way you do everything with Olga Penchenko of Revenue Hire](https://theharrisconsultinggroup.com/surf-and-sales-s1e63-the-way-you-do-anything-is-the-way-you-do-everything-with-olga-penchenko-of-revenue-hire/) - Doing the opposite in recruiting is the best practice Making the rep sell to you. What to listen for when interviewing a candidate.
- [Surf and Sales S1E51 - Life is fleeting, fickle, and fast with Steven Broudy of Bevy](https://theharrisconsultinggroup.com/surf-and-sales-s1e51-life-is-fleeting-fickle-and-fast-with-steven-broudy-of-bevy/) - Steven Broudy has spent his life in the service of others. You learn this by hearing the way he talks, not just what he says.
- [Surf and Sales S1E46 - Why people don't believe in themself enough with Evan Carmichael](https://theharrisconsultinggroup.com/surf-and-sales-s1e46-why-people-dont-believe-in-themself-enough-with-evan-carmichael/) - There have been a few “cult classic” episodes of the Surf and Sales Podcast. This one is bound to end up there as well.
- [Surf and Sales S1E59 - Why its Good to be Selling Services During a Recession - from $3m Quota Carrying F500 Sales Legend Scott Ingrim](https://theharrisconsultinggroup.com/surf-and-sales-s1e59-why-its-good-to-be-selling-services-during-a-recession-from-3m-quota-carrying-f500-sales-legend-scott-ingrim/) - Scott Ingrim is an “Intentional Individual Contributor” who has found a multitude of ways to be a leader in the sales community.
- [Surf and Sales S1E58 - Why Executives w/o Sales Experience Struggle w/ Forecasting, w/ Rob Jeppsen](https://theharrisconsultinggroup.com/surf-and-sales-s1e58-why-executives-wo-sales-experience-struggle-w-forecasting-w-rob-jeppsen/) - Rob describes himself as competitive from birth and a troublemaker who pushed back on everything. He also started selling in HS and kept at it through college.
- [Surf and Sales S1E44 - Busting the myth that sales cannot be a remote workforce with Nicolas Vandenberghe of Chili Piper](https://theharrisconsultinggroup.com/surf-and-sales-s1e44-busting-the-myth-that-sales-cannot-be-a-remote-workforce-with-nicolas-vandenberghe-of-chili-piper/) - So you keep hearing about remote workforces. You think it's good for departments like engineering, marketing, etc, but NEVER for sales.
- [Surf and Sales S1E41 - Overcoming FOMO and Impostor Syndrome with Jack Wilson](https://theharrisconsultinggroup.com/surf-and-sales-s1e41-overcoming-fomo-and-impostor-syndrome-with-jack-wilson/) - Jack Wilson follows, coaches, and teaches the principles of Ikigai which helped him achieve the right balance in his life and career.
- [Surf and Sales S1E43 - I am a unicorn! I always wanted to been in sales! Ben Simms VP of Commercial Client Services of Market Source](https://theharrisconsultinggroup.com/surf-and-sales-s1e43-i-am-a-unicorn-i-always-wanted-to-been-in-sales-ben-simms-vp-of-commercial-client-services-of-market-source/) - Ben grew up knowing he wanted to be in sales. So much so his mom even said he didn’t need to go to college. Ben now oversees 30 different sales teams.
- [Surf and Sales S1E39 - #1 on the Leaderboard doesn't mean Shit with Sahil Mansuri of Bravado](https://theharrisconsultinggroup.com/surf-and-sales-s1e39-1-on-the-leaderboard-doesnt-mean-shit-with-sahil-mansuri-of-bravado/) - Sahil was supposed to be a doctor or a lawyer. He was never meant to be a salesperson. At least that’s what his parents kept telling him.
- [Surf and Sales S1E37 - I hate seeing my name in Red with Lindsay Boggs of Citrix](https://theharrisconsultinggroup.com/surf-and-sales-s1e37-i-hate-seeing-my-name-in-red-with-lindsay-boggs-of-citrix/) - Lindsay Boggs is a force of nature when it comes to sales. She figured out Social Selling before most of us, and she’s a true leader and pioneer
- [Surf and Sales S1E36 - My Dad was Dwight from Dunder Mifflin - The Sales Rebellion with Dale Dupree](https://theharrisconsultinggroup.com/surf-and-sales-s1e36-my-dad-was-dwight-from-dunder-mifflin-the-sales-rebellion-with-dale-dupree/) - This episode is sure to be an instant classic. Dale is an amazing storyteller. He opens up about his struggles, his love for his father, and the passion.
- [Surf and Sales S1E31 - How Men Can Be Less "Clumsy" in the "Me Too" Era with Paige Drews](https://theharrisconsultinggroup.com/surf-and-sales-s1e31-how-men-can-be-less-clumsy-in-the-me-too-era-with-paige-drews/) - Farmer? Check! Assistant Heart Surgeon on Pigs? Check. VP Sales w/ an exit? Check! Family member an original suffragette?
- [Surf and Sales S1E30 -  Cowboys, Librarians and Snipers with Steve Richard of ExecVision](https://theharrisconsultinggroup.com/surf-and-sales-s1e30-cowboys-librarians-and-snipers-with-steve-richard-of-execvision/) - Steve Richard is a legend in sales leadership, training, and coaching. But it didn’t always start out that way.
- [Surf and Sales S1E32 Perfecting Sales/Marketing Relationship w/ CMO Sydney Sloan of SalesLoft](https://theharrisconsultinggroup.com/surf-and-sales-s1e32-perfecting-salesmarketing-relationship-w-cmo-sydney-sloan-of-salesloft/) - Sydney Sloan offers an amazing perspective of Sales and Marketing. She’s worked at Fortune brand companies like Nestle and Adobe
- [Surf and Sales S1E29 - The Individual Contributor Mindset with Taylor Lobdell of RollWorks](https://theharrisconsultinggroup.com/surf-and-sales-s1e29-the-individual-contributor-mindset-with-taylor-lobdell-of-rollworks/) - Taylor is a legitimate sales person and surfer. He doesn’t remember the first time he was on a board, but he remembers the first time he bought one at Play
- [Surf and Sales S1E27 - Red Wagon Selling with James Buckley of JBarrows Sales Training](https://theharrisconsultinggroup.com/surf-and-sales-s1e27-red-wagon-selling-with-james-buckley-of-jbarrows-sales-training/) - What do a red wagon and ferret, and sales have in common? Tune into this episode of Surf and Sales as we speak with Mr. “Say What Sales” James Buckley.
- [Surf and Sales S1E26 - Product + Marketing + Sales with Chris Orlob of Gong](https://theharrisconsultinggroup.com/surf-and-sales-s1e26-product-marketing-sales-with-chris-orlob-of-gong/) - There are a few things Chris Orlob knows. Chris knows about sales. Chris knows about product marketing and Chris knows he’s not Neil Peart, but he loves to drum
- [Surf and Sales S1E23 - Growing into a Sales Manager with Daniel Molas of SolarWinds](https://theharrisconsultinggroup.com/surf-and-sales-s1e23-growing-into-a-sales-manager-with-daniel-molas-of-solarwinds/) - Daniel is the Director of Sales at SolarWinds. Before he got to this company he spent a lot of time in start-ups. He found a great leader to learn
- [Surf and Sales S1E21 -  How sales memes built a business with Daniel Disney](https://theharrisconsultinggroup.com/surf-and-sales-s1e21-how-sales-memes-built-a-business-with-daniel-disney/) - It started as an idea, and it grew into a business. The irony of this story, is well, all the irony. Join us as we speak with Daniel Disney of the Daily Sales
- [Surf and Sales S1E20 | How a Control Freak Can Learn to Scale Sales with Justin Welsh](https://theharrisconsultinggroup.com/surf-and-sales-s1e20-how-a-control-freak-can-learn-to-scale-sales-with-justin-welsh/) - Scaling a sales team takes a certain level of trust. Not just in others, but in yourself as well. As you hear Justin’s origin story you will learn
- [Surf and Sales S1E7 - Marketing Should Have Real Quotas too! with Tami McQueen](https://theharrisconsultinggroup.com/surf-and-sales-s1e7-marketing-should-have-real-quotas-too-with-tami-mcqueen/) - In this episode, we speak with Tami McQueen of 31 South, formerly of SalesLoft and one of the original Surf and Sales I attendees!
- [S2E26 - Stock Options Straight Talk with Sam Jacobs and Collin Cadmus](https://theharrisconsultinggroup.com/s2e26-stock-options-straight-talk-with-sam-jacobs-and-collin-cadmus/) - Nobody teaches this or talks about it in a way for folks to learn. Excited that we were able to join Sam Jacobs and Colin Cadmus. Chatting about what are those options worth? When to monetize for options vs salary? And a ton more Check out this episode!
- [Handling “Call me back next year”](https://theharrisconsultinggroup.com/handling-“call-me-back-next-year”/) - Answer to the dreaded “Call me back next year.” objection. The following are a few different options you can use. So be sure to think it through.
- [It was a great year for books](https://theharrisconsultinggroup.com/it-was-a-great-year-for-books/) - Take a dive into some of Richard Harris' favorite reads. And no, they aren't all business or sales related.
- [Surf and Sales S1E2 - Interviewing Skills for EVERYONE!](https://theharrisconsultinggroup.com/surf-and-sales-s1e2-interviewing-skills-for-everyone/) - Scott Leese and Richard Harris bust all the interviewing myths wide open on this episode of the Surf and Sales Podcast. Join us for this massive mind shift.
- [Surf and Sales S1E5  with Sarah Drake](https://theharrisconsultinggroup.com/surf-and-sales-s1e5-with-sarah-drake/) - In this episode of the Surf & Sales Podcast, we're joined by Sarah Drake, who shares how waiting tables taught her to sell, cross-sell, upsell,
- [S1E38 – Bringing Humanity Back into Sales with Tim Clarke](https://theharrisconsultinggroup.com/surf-and-sales-s1e38-bringing-humanity-back-into-sales-with-tim-clarke-of-salesforce/) - In this episode of the Surf & Sales Podcast, we are joined by Tim Clarke of Salesforce as we talk about bringing humanity back into sales.
- [Surf and Sales S1E67 - Understanding equity with Collin Cadmus](https://theharrisconsultinggroup.com/surf-and-sales-s1e67-understanding-equity-in-startups-with-collin-cadmus-of-aircall/) - Nobody teaches anyone about equity in startups until it's too late. During this conversation with Collin Cadmus of Aircall, we dive deep into what equity means
- [Surf and Sales S1E90 Bounce-back Ability with Jules White](https://theharrisconsultinggroup.com/surf-and-sales-s1e90-your-bounce-back-ability-with-jules-white-of-live-it-love-it-sell-it/) - Jules White has faced some serious life challenges both personally and professionally. In this episode, she talks about your bounce-back ability.
- [Surf and Sales S1E91 Customer Success with Nick Mehta](https://theharrisconsultinggroup.com/surf-and-sales-s1e91-way-beyond-customer-success-with-nick-mehta-of-gainsight/) - In this Surf & Sales episode, we're joined by Nick Mehta of Gainsight, who discusses how to go beyond your typical customer service.
- [3 Kinds of Demos](https://theharrisconsultinggroup.com/3-kinds-of-demos/) - Learn what are the 3 types of demos in sales when following N.E.A.T Selling™, including the Trailer, Main Feature, and Director's Cut.
- [S2E11 – Sales moving forward 2021 + 2022 with Keri Brooke](https://theharrisconsultinggroup.com/s2e11-sales-moving-forward-into-2021-2022-with-keri-brooke-rvp-marketing-salescloud-salesforce/) - Learn what sales moving forward into 2021 + 2022 looks like in this episode of the Surf & Sales Podcast with Keri Brooke, RVP Marketing Salescloud at Salesforce
- [Living WFH Through The Holidays](https://theharrisconsultinggroup.com/living-wfh-through-the-holidays/) - Working from home can be a challenge any time of year, but as the holidays are approaching, Richard Harris and Scott Leese joined forces for a Surf & Sales Bonfire Sessions with Co-CEO and Co-Founder of Predictable Revenue, Aaron Ross, to discuss how we can support our employees and how we can support ourselves and
- [S2E17 – First step to growth is humility with Ian Koniak](https://theharrisconsultinggroup.com/s2e17-the-first-step-to-growth-is-humility-with-ian-koniak-of-salesforce/) - Check out this episode as Ian Koniak of Salesforce shares two amazing stories! One centered around career growth at a large company.
- [S2E15 – Focusing on what’s easiest with Elizabeth Niemczyk](https://theharrisconsultinggroup.com/s2e15-battling-the-challenge-of-not-focusing-on-whats-easiest-with-elizabeth-niemczyk-of-extend/) - Check out this episode with Elizabeth Niemczyk of Extend as she talks about battling the challenge of not focusing on what’s easiest.
- [S1E148 – Sales is a Thinking Process with Mike Simmons](https://theharrisconsultinggroup.com/surf-and-sales-s1e148-sales-is-a-thinking-process-with-mike-simmons/) - Mike is a highly sought after sales leader. He brings amazing perspective and energy to the process. Join us as we discuss: Finding the catalyst of your sales deals The Free Me, the Inexpensive Me, and the Expensive Me Check out this episode!
- [S2E20 - Heart, Hunger and Hustle with Mike Lindstrom](https://theharrisconsultinggroup.com/s2e20-heart-hunger-and-hustle-with-mike-lindstrom/) - How does a mentor recognize someone who wants to be mentored? 3 things to look for in people: Heart, hunger, and hustle Every day brings you new materialHow beliefs drive behaviors Why the speed of the leader dictates speed of the pack Power of planning - What's written is real Check out this episode!
- [Surf and Sales S1E35 - Learning to Say No with Paul "Wick" Kline](https://theharrisconsultinggroup.com/surf-and-sales-s1e35-learning-to-say-no-with-paul-wick-kline/) - Saying no to upper management How to prioritize your day for yourself and your team Why your inbox will be the death of your management Vagueness is the killer of productivity Leveraging and Managing Up Check out this episode!
- [Surf and Sales S1E3 - Origin Story - Richard Harris](https://theharrisconsultinggroup.com/surf-and-sales-s1e3-origin-story-richard-harris/) - Everyone has a story. Every. Single. Person. In this episode, Scott gets Richard to share his origin story into sales. How and why he chose the profession. What mistakes he's made and learned from, and how his own childhood directly affected his desire to be in sales. Check out this episode!
- [The Missing Piece To Your Sales Puzzle](https://theharrisconsultinggroup.com/the-missing-piece-to-your-sales-puzzle/) - Learn from one of the gurus of inside sales, Scott Leese, SVP of Sales from OutboundEngine how he has learned to solve one of the biggest sales challenges.
- [Learning Work/Life Balance While Swimming With Sharks](https://theharrisconsultinggroup.com/learning-worklife-balance-while-swimming-with-sharks/) - Everyone we know regardless of profession struggles with finding the right work life balance. You can actually achieve it. Click here to find out how we do it.
- [Sales is a science, not an art](https://theharrisconsultinggroup.com/sales-is-a-science-not-an-art/) - Understanding the science of human behavior and decision making is what's behind this artificial art form people call sales.
- [How Confirming The Physical Commitment Helps You Close Deals](https://theharrisconsultinggroup.com/how-confirming-the-physical-commitment-helps-you-close-deals/) - In sales, closing deals takes more than a simple yes. Salespeople must follow that yes by defining the closing process, and confirming the physical commitment.
- [The 6 Dumbest Phrases Sales People Used in 2015](https://theharrisconsultinggroup.com/the-6-dumbest-phrases-sales-people-used-in-2015/) - It's gotten way worse than "checking-in", "reaching out", and "touching base". See what the worst of the worst are saying these days with this quick read.

## Pages

- [Blog & Events](https://theharrisconsultinggroup.com/blog-events/) - Looking to level up your sales skills? Check out our blog, podcasts, and upcoming events all in one place and don't miss out on an update!
- [Frequently Asked Questions](https://theharrisconsultinggroup.com/frequently-asked-questions/) - Frequently Asked Questions Modern sales training isn’t about scripts — it’s about teaching reps how to earn the right to ask questions, which questions to ask, and when to ask them.Below are the most common questions we get from SaaS and B2B revenue leaders about our customized sales training programs, built around NEAT Selling™, consultative
- [Customer Success Training](https://theharrisconsultinggroup.com/customer-success-training/) - Our customer success training will teach your reps to understand customer’s strategic business initiatives, and give them confidence to cross-sell and up-sell.
- [Services](https://theharrisconsultinggroup.com/services/) - Our sales training services cover a variety of needs, whether you need training for an SDR/BDR Team, Inside Sales Team, Field Sales Team, or Customer Success.
- [THCG Links](https://theharrisconsultinggroup.com/thcg-links/) - Hey there! The links below will help you with all the things The Harris Consulting Group Top 5 Reasons Why Your Sales Training Will Fail October 7 Webinar: Building a Successful SKO for Your Team JB Sales On Demand + N.E.A.T. Selling Training 4 Week Training and Reinforcement Program Previous On Demand Resources - Ebooks,
- [About](https://theharrisconsultinggroup.com/about/) - Learn all about The Harris Consulting Group, offering sales training, leadership & sales ops experience with proven, measurable results!
- [Total Addressable Market](https://theharrisconsultinggroup.com/total-addressable-market/) - Learn specific sales training strategies and how to identify and target your total addressable market for better sales efficiency.
- [Privacy Policy](https://theharrisconsultinggroup.com/privacy-policy/) - We take privacy seriously at The Harris Consulting Group. Check out our full privacy policy here, including what data we collect and how we use cookies.
- [Clients](https://theharrisconsultinggroup.com/clients/) - The Harris Consulting Group has provided sales training and consultations to improve the sales teams of our valued clients all over the world.
- [Awards](https://theharrisconsultinggroup.com/awards/) - The Harris Consulting Group is honored and privileged to be acknowledged through these awards noted by Salesforce and AA-ISP.
- [Inside Sales](https://theharrisconsultinggroup.com/inside-sales/) - Learn how we can help improve your inside sales to be more efficient, reduce sales cycles, create a faster scaling ability, and a higher ROI.
- [Social Selling](https://theharrisconsultinggroup.com/social-selling/) - Learn how we help you incorporate social selling and personal branding into the prospecting and sales cadence of the sales process.
- [Sales Kickoff & Sales Training Options](https://theharrisconsultinggroup.com/sales-kickoff-training/) - Check out all sales kickoff and sales training options from The Harris Consulting Group and find the perfect fit customized for your team.
- [Respect Contract](https://theharrisconsultinggroup.com/respect-contract/) - Learn how to breakthrough and take your team to the next level by providing them with sales training that will create mutual respect between them and their prospects.
- [SalesHacker Sales Training](https://theharrisconsultinggroup.com/saleshackersalestraining/) - Supercharge your reps and sales process to achieve better discovery, shortened sales cycles, and fewer clients going dark with no response.
- [Sales Training Philosophy](https://theharrisconsultinggroup.com/sales-training-philosophy/) - Get sales training that will help create mutual respect between your team & their prospects to earn the right to ask questions, which questions to ask & when.
- [Sales Training](https://theharrisconsultinggroup.com/sales-training/) - We specialize in understanding the SaaS sales model and provide sales team training and strategic solutions services that immediately impact their sales funnel.
- [Sales Process Vs Methodology](https://theharrisconsultinggroup.com/sales-process-vs-methodology/) - We understand the pains of effectively scaling the sales process and offer focused sales training and sales techniques to help your business grow.
- [Partners & Tools](https://theharrisconsultinggroup.com/partners-tools/) - Check out our trusted partners and learn how to become one to receive added-value marketing promotions and VIP sales training
- [GTMnow Sales Training](https://theharrisconsultinggroup.com/gtmnow-sales-training/) - Increase qualified pipeline and closed revenue. Make your sales teams and process more effective and efficient with our GTMnow full funnel sales training.
- [Ideal Customer Profile (ICP)](https://theharrisconsultinggroup.com/ideal-customer-profile/) - Learn how to identify, define, and target your ideal customer profile with sales training provided by The Harris Consulting Group.
- [4 Week N.E.A.T. Selling™ | Thank You!](https://theharrisconsultinggroup.com/5-week-n-e-a-t-selling-thank-you/) - Thank you for your interest in the 4 Week N.E.A.T. Selling™ Training & Reinforcement Program We’ll be contacting you soon. In the meantime, check out our free ebooks, podcasts, and on-demand webinars. Go To Resources Trusted by companies of all sizes including: What Can This Do For Your Team? Sales Coaching: The Complete Guide for
- [The Seller's Journey](https://theharrisconsultinggroup.com/the-sellers-journey/) - The Seller's Journey, your guidebook to closing more deals with N.E.A.T. Selling™, brought to you by Richard Harris from The Harris Consulting Group.

## My Templates

- [Default Kit](https://theharrisconsultinggroup.com/?elementor_library=default-kit)
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- [Delphi](https://theharrisconsultinggroup.com/?elementor_library=delphi) - Say hello to your very own on-demand sales mentor, CoachRichardGPT. We all know sales training is as much about the reinforcement of the training as it is the training itself. Whether you are an individual AE or SDR looking for sales coaching, or your an organization looking for a customized and powerful sales training and
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- [Sales Kickoff - Page - 3325](https://theharrisconsultinggroup.com/?elementor_library=sales-kickoff-page-3325) - Why hire Richard for your next sales kickoff or sales event? 100% customized to your team's specific desired growth strategy and skills development. Ability to motivate across generational divides. It's not a boring lecture, audience engagement is built-in. Richard delivers actionable and meaningful content your team will want to utilize immediately. Trusted by Salesforce, Zoom,
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- [Testimonials Slider](https://theharrisconsultinggroup.com/?elementor_library=testimonials-slider) - "Your training reminded me that everyone in the organization is selling, not just sales." Ted S. CFO, GainSight.com I've used Richard's training at multiple companies to help us shape our lead generation efforts with our SDR teams as well as outside sales executives. He helped us examine our process, tune it up, as well as
- [404 Page Template](https://theharrisconsultinggroup.com/?elementor_library=404-page-template) - Page not found, but you can check out our blog and upcoming events page! Visit Blog
- [Archive Template](https://theharrisconsultinggroup.com/?elementor_library=archive-template) - Template: Archive Template Blog Sales Coaching: The Complete Guide for Sales Leaders Sales Coaching: The Complete Guide for Sales Leaders Updated for 2025-2026 | By Richard Harris, Founder of The Harris Consulting Group | Author of The S7E5 – The Brutal Truth About Layoffs, Severance Negotiation & Why High Performers Still Need Coaching Richard Harris
- [Inside Sales - $100m-Fortune Brands](https://theharrisconsultinggroup.com/?elementor_library=100m-fortune-brands) - Inside Sales Teams have changed the sales process as much as the internet has changed the buyers’ journey. Your buyer is more informed than ever before and does not want to speak with your sales team until they are ready. The good news is you have more information about your buyer as well. So the
- [Inside Sales - Expansion Stage Start-Up](https://theharrisconsultinggroup.com/?elementor_library=inside-sales-expansion-stage-start-up) - Post-Series A and Up to Series B Inside Sales Teams have changed the sales process to generate higher revenue in half the time as traditional sales. The Buyers’ Journey has transitioned to a sales process where they expect instant access to resources before speaking with someone in sales. Have you capitalized on this changing environment?
- [Inside Sales - Growth Stage Start-Up](https://theharrisconsultinggroup.com/?elementor_library=inside-sales-growth-stage-start-up) - Series C and Beyond Inside Sales Teams have changed the sales process as much as the internet has changed the buyers’ journey. Your buyer is more informed than ever before and does not want to speak with your sales team until they are ready. Is your inside sales team ready to speak to them? Train
- [Inside Sales - Early Stage Start-Up](https://theharrisconsultinggroup.com/?elementor_library=inside-sales-early-stage-start-up) - Pre-Series A or less than $5 million in Funding Inside Sales Teams have changed the sales process to generate higher revenue in half the time as traditional sales. The Buyers’ Journey has transitioned to a sales process where they expect instant access to resources before speaking with someone in sales. Have you capitalized on this
- [Post Filter](https://theharrisconsultinggroup.com/?elementor_library=post-filter) - Recent Posts AllBlogPodcastEvents Sales Coaching: The Complete Guide for Sales Leaders July 10, 2026S7E5 – The Brutal Truth About Layoffs, Severance Negotiation & Why High Performers Still Need Coaching May 18, 2026S7E4 – The Death of Inbound Leads March 30, 2026 Who Are The Best Sales Training Companies 2026? March 17, 2026S7E3 – Selling Against
- [Case Study Template](https://theharrisconsultinggroup.com/?elementor_library=case-study-template) - How We Helped Other Happy Clients Customized To Fit Your Needs We understand each company has different pains. That’s why we offer customized training to help you with specific needs. Get Started
- [Testimonial - Yozio](https://theharrisconsultinggroup.com/?elementor_library=testimonial-yozio) - What Testimonial – Yozio Says With the combination of a vivacious personality and innovative sales methodology, Richard completely transformed the cold outreach of our sales team.
- [Testimonial - Visistat](https://theharrisconsultinggroup.com/?elementor_library=testimonial-visistat) - What Testimonial – Visistat Says Richard's training is interactive and fun. Regardless if you've had any prior sales training, you will definitely learn something new and realize best practices in a different light with Richard. Brian Shank Senior Account Executive Richard provided exceptional insight into the buyer's mind, and how to best communicate on an
- [Testimonial - Udemy](https://theharrisconsultinggroup.com/?elementor_library=testimonial-udemy) - What Testimonial – Udemy Says Richard is a pro. He helped us up to our sales game in a big way and provided us with the tools to crush it. I would absolutely recommend Richard to anyone looking to boost sales. Elliot Peterson Head of Content Development Richard’s sales training program delivers essential sales concepts
- [Testimonial - TopOpps](https://theharrisconsultinggroup.com/?elementor_library=testimonial-topopps) - What Testimonial – TopOpps Says Within hours of Richard’s coaching, we saw immediate results in how sales calls were handled. We had a greater command of the conversation, we're able to better position our value proposition, and increase the quality and quantity of pipelined deals. Mark Small VP Sales
- [Testimonial - Zignal Labs](https://theharrisconsultinggroup.com/?elementor_library=testimonial-zignal-labs) - What Testimonial – Zignal Labs Says Sales training without the ego! Richard offered a fun, energetic, and professional approach to coaching. His feedback was pertinent, relevant, and will certainly be implemented as I go forward. Stefan Mayo The Harris Consulting Group focuses on the basic foundation of selling while updating approaches aand talk tracks that
- [Testimonial - SocialChorus](https://theharrisconsultinggroup.com/?elementor_library=testimonial-socialchorus) - What Testimonial – SocialChorus Says A great perspective refresh on how to engage prospects, I’ve been able to immediately apply some of the learnings to my daily sales rituals. Brad Evans The Respect Contract is critical for every successful sales cycle. Stefan Mayo
- [Testimonial - ResearchGate](https://theharrisconsultinggroup.com/?elementor_library=testimonial-researchgate) - What Testimonial – ResearchGate Says Richard has completely changed the way I work. His energy, presence, and experience have inspired me and given me a confidence I never had before. Lucy Fullard Sales Development Richard’s training was insightful, fun, and engaging. He used real, relevant examples and showed me how to successfully apply them with
- [Testimonial - Mashery](https://theharrisconsultinggroup.com/?elementor_library=testimonial-mashery) - What Testimonial – Mashery Says Richard understands what it takes to be a strong sales leader. He is passionate about his work, colleagues, and always makes decisions based on what he feels is best for the company. I knew early on that Richard would always have my back. He was asked to take on many
- [Testimonial - LevelEleven](https://theharrisconsultinggroup.com/?elementor_library=testimonial-leveleleven) - What Testimonial – LevelEleven Says Richard Harris has one of the deepest understandings of the modern sales process of anyone I’ve encountered. His insights have helped me personally and our team as a whole become aware of blind spots in our approach and he’s given us the tools, skills, and ammunition to correct and execute
- [Testimonial - Findly](https://theharrisconsultinggroup.com/?elementor_library=testimonial-findly) - What Testimonial – Findly Says Richard’s training methodologies set a new bar for sales and marketing training. His direct, yet humble approach poses for a new way modern salespeople should be selling. Sheridan Gaenger Director of Marketing
- [Testimonial - Evestment](https://theharrisconsultinggroup.com/?elementor_library=testimonial-evestment) - What Testimonial – Evestment Says With the combination of a vivacious personality and innovative sales methodology, Richard completely transformed the cold outreach of our sales team. His sales techniques and strategies evolve with the times as to prepare his students for the rising tide of sales resistance. I too, am impressed with his ever-evolving knowledge
- [Testimonial - BabyLi.st](https://theharrisconsultinggroup.com/?elementor_library=testimonial-babyli.st) - What Testimonial – BabyLi.st Says When we explained our sales process, Richard knew exactly what we were missing. He taught us the value of a sales process and each step, explaining the psychology behind every word, and practiced with us until we got it perfect. We’ve doubled our business as a result. Brittany Murlas Director
- [Testimonial - Datanyze](https://theharrisconsultinggroup.com/?elementor_library=testimonial-datanyze) - What Testimonial – Datanyze Says His guidance on understanding the psychology of a buyer and seller at a deeper level was eye-opening! Jason Vargas Managing Director, Sales Development Richard is incredible. I’ve had several sales trainers in the past, but none compare to Richard’s ability to understand the buying cycle. Andrew Munds Account Executive
- [Single Post](https://theharrisconsultinggroup.com/?elementor_library=single-post) - Single Post Sales Coaching: The Complete Guide for Sales Leaders Updated for 2025-2026 | By Richard Harris, Founder of The Harris Consulting Group | Author of The Seller’s Journey What You Will Learn Why most sales coaching doesn’t work, and the specific reasons it fails The real differences between sales coaching and sales management A
- [Single Resource Entry](https://theharrisconsultinggroup.com/?elementor_library=single-resource-entry) - Single Resource Entry December 2, 2020 Facebook Twitter LinkedIn Pinterest Sales Coaching: The Complete Guide for Sales Leaders Updated for 2025-2026 | By Richard Harris, Founder of The Harris Consulting Group | Author of The Seller’s Journey What You Will Learn Why most sales coaching doesn’t work, and the specific reasons it fails The real
- [Customer Logos](https://theharrisconsultinggroup.com/?elementor_library=customer-logos) - Some of Our Clients
- [New Home](https://theharrisconsultinggroup.com/?elementor_library=new-home) - Services Sales Training and Reinforcement Program Sales Management and Leadership Training Coaching Services Founder Led Sales Training Online Sales Training AI Sales Coaching Hire Richard for Your Event Resources The N.E.A.T. Selling™ Mindset Webinars, Ebooks & More The Seller’s Journey Book Surf and Sales Podcast State of Mental Health in Sales Sales Leadership Benchmarks Partners
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## Resources

- [If You Don’t Invest in Yourself Why Should a Company](https://theharrisconsultinggroup.com/resources/if-you-dont-invest-in-yourself-why-should-a-company/) - Invest in yourself to show companies you’re worth hiring and promoting.
- [How to Become a 7-Figure AE](https://theharrisconsultinggroup.com/resources/how-to-become-a-7-figure-ae/) - Learn proven strategies to become a 7-Figure AE and accelerate your sales career success.
- [No Pressure Closing Training for Your Sales Team](https://theharrisconsultinggroup.com/resources/no-pressure-closing-training-for-your-sales-team/) - Master no pressure closing training to boost sales and empower your team with confidence.
- [Scary Good Sales Stories and Skills for Your Team](https://theharrisconsultinggroup.com/resources/scary-good-sales-stories-and-skills-for-your-team/) - Discover sales stories and skills that inspire teams and drive performance.
- [How to Win 2023 With Sales Enablement](https://theharrisconsultinggroup.com/resources/how-to-win-2023-with-sales-enablement/) - Boost results with Sales Enablement 2023 strategies to drive growth and win more deals.
- [Stock Options Straight Talk](https://theharrisconsultinggroup.com/resources/stock-options-straight-talk/) - Stock Options Straight Talk helps employees understand equity and make smarter career decisions.
- [John Barrows is interviewed by Richard Harris](https://theharrisconsultinggroup.com/resources/john-barrows-is-interviewed-by-richard-harris/) - Richard Harris flips the script and interviews John Barrows on this episode of Make It Happen Mondays.
- [How to Increase Sales 5x With a Targeted Outbound Process](https://theharrisconsultinggroup.com/resources/sales-hacker-webinar-how-to-increase-sales-5x-with-a-targeted-outbound-process/) - Sales Hacker Webinar - How to Increase Sales 5x With a Targeted Outbound Sales Process @saleshacker @growlabs
- [Pre-Sales Power: Mastering the Art of Asking the Right Questions at the Right Time](https://theharrisconsultinggroup.com/resources/pre-sales-power-mastering-the-art-of-asking-the-right-questions-at-the-right-time/) - In this episode of Trailblazer Talks with Piyusha Pilania, Richard discusses pre-sales and mastering the art of asking the right questions at the right time.
- [Why “Customer Success” Will Earn You More Money With Richard Harris](https://theharrisconsultinggroup.com/resources/why-customer-success-will-earn-you-more-money-with-richard-harris/) - On this episode of The Salesman Podcast, Richard explains what “customer success” is and how we can leverage it to earn bigger commissions bonuses.
- [How to Be the Type of Revenue Leader Companies Clamor to Hire](https://theharrisconsultinggroup.com/resources/how-to-be-the-type-of-revenue-leader-companies-clamor-to-hire/) - In this webinar on-demand, 5 of the best women in sales discuss the top attributes of being an effective sales leader in today's climate.
- [How to Prepare Your Sales Team for 2023](https://theharrisconsultinggroup.com/resources/how-to-prepare-your-sales-team-for-2023/) - Watch this on-demand session with The Harris Consulting Group and Highspot as they discuss how to prepare your sales team for 2023.
- [2023 Planning Does Not Look Like 2022 Planning. You Ready?](https://theharrisconsultinggroup.com/resources/2023-planning-does-not-look-like-2022-planning-you-ready/) - 2023 planning looks nothing like 2022 planning. Everything is different, again. We've got some of the brightest minds in sales having a conversation in this on-demand session.
- [ROI Is Dead](https://theharrisconsultinggroup.com/resources/roi-is-dead/) - NOTHING is more annoying than when your prospect brings up ROI. Often, the person asking, even the CFO, doesn't even know what it means. Check out this Bonfire Session around ROI with Scott Leese, John Barrows, and Richard Harris.
- [What does DEIB Really Mean in 2022?](https://theharrisconsultinggroup.com/resources/what-does-deib-really-mean-in-2022/) - What does DEIB mean in 2022? Watch this on-demand session where we have a honest conversion about it!
- [Why a No Commission Sales Org Is Your Best Option](https://theharrisconsultinggroup.com/resources/why-a-no-commission-sales-org-is-your-best-option/) - Would you take a sales role with a much higher base and smaller bonus component? Check out this discussion of new school vs old school with a leader who has implemented the model.
- [Top Sales Strategies Your Team Should Be Using in 2022](https://theharrisconsultinggroup.com/resources/top-sales-strategies-your-team-should-be-using-in-2022/) - In this session, understand the critical difference between sales strategy, sales process, and sales execution in 2022.
- [Why Your AE's MUST Prospect Even with SDR Support](https://theharrisconsultinggroup.com/resources/why-your-aes-must-prospect-even-with-sdr-support/) - In this Bonfire Session discussion with Antony Natoli of Outreach.io, you will hear about the gaps your team is missing in their prospecting efforts.
- [How to Support Mental Health With Your Sales Team](https://theharrisconsultinggroup.com/resources/how-to-support-mental-health-with-your-sales-team/) - In this on-demand session, we discuss how sales leaders who understand the value of mental health see a better performance from their teams.
- [Unique Gifting and Personalization to Inspire Human Connections](https://theharrisconsultinggroup.com/resources/unique-gifting-and-personalization-to-inspire-human-connections/) - In this Bonfire Session on-demand, we talk with Sendoso CEO, Kris Rudeegraap, as he shares new ways to inspire human connections by being one of the best gifters in the industry.
- [What Sales Engagement and Intelligence Means for Your Team](https://theharrisconsultinggroup.com/resources/what-sales-engagement-and-intelligence-means-for-your-team/) - In this Bonfire Session, you will learn what it means to truly align sales, marketing, and executives with the buyers' experience in mind.
- [Sales Team Process, Creation and Auditing Checklist](https://theharrisconsultinggroup.com/resources/sales-team-process-creation-and-auditing-checklist/) - We give this document to all of our clients and now we are making it available to you for FREE. Whether you're just building your team or looking to expand, this points you in all the right directions.
- [N.E.A.T. Selling™ with Richard Harris](https://theharrisconsultinggroup.com/resources/n-e-a-t-selling-with-richard-harris/) - Richard Harris of the Harris Consulting group and SalesHacker joins John Barrows to talk about BANT selling and why it needs to be replaced with N.E.A.T. Selling™.
- [AA-ISP Training Tuesday 2.12.19 (Kristy Ellington)](https://theharrisconsultinggroup.com/resources/aa-isp-training-tuesday-2-12-19-kristy-ellington/) - AA-ISP Training from AA-ISP on Vimeo.
- [AA-ISP Training Tuesday 7.19.19 (Christopher and Tim)](https://theharrisconsultinggroup.com/resources/aa-isp-training-tuesday-7-19-19-christopher-and-tim/) - AA-ISP Training from AA-ISP on Vimeo.
- [Why Every Revenue Leader Should Care About Customer Success](https://theharrisconsultinggroup.com/resources/why-every-revenue-leader-should-care-about-customer-success/) - Increase the retention and growth of your customers by learning from category creator and CEO of Gainsight, Nick Meta, about going above and beyond what you already know about Customer Success.
- [How AI Will Change Your Sales Team in 2022](https://theharrisconsultinggroup.com/resources/how-ai-will-change-your-sales-team-in-2022/) - In this Bonfire Session, we share how AI can actually help your sales team be more effective AND efficient at a tactical level in 2022.
- [How to Drive Effective Use of Video for Your Sales Team](https://theharrisconsultinggroup.com/resources/how-to-drive-effective-use-of-video-for-your-sales-team/) - Vidyard, Richard Harris Consulting, and JB Sales Training have joined forces to teach you how to effectively leverage the power of video in your sales process.
- [Building a Successful SKO for Your Team in 2022](https://theharrisconsultinggroup.com/resources/building-a-successful-sko-for-your-team-in-2022/) - In this on-demand session, learn how to make your Sales Kickoff (SKO) have a bigger meaning and support your culture, visions, and values too.
- [How to De-Risk Your Forecast and What Makes Your Deals Slip](https://theharrisconsultinggroup.com/resources/how-to-de-risk-your-forecast-and-what-makes-your-deals-slip/) - In this Bonfire Session on-demand, get 3 reasons why a deal pushes and dies and learn what leaders should manage specifically and what they should coach their teams on better.
- [Masterclass: Growing Your Sales Team for 2022](https://theharrisconsultinggroup.com/resources/masterclass-growing-your-sales-team-for-2022/) - The first-ever Sales-Cyborg, Justin Michael, joins this Surf and Sales Bonfire to discuss the crossroads of Sales and Technology in this masterclass for growing your sales team in 2022.
- [Your 2022 Sales Management Planning Guide](https://theharrisconsultinggroup.com/resources/your-2022-sales-management-planning-guide/) - In this on-demand webinar, learn all about what to do when it comes to your goal setting, headcount, sales stack, coaching stack, sales training, budget, and navigating the conversation with C-Suite.
- [5 Sales Coaching Tactics Your Team Can Start Using Today](https://theharrisconsultinggroup.com/resources/5-sales-coaching-tactics-your-team-can-start-using-today/) - In this ebook, uncover the mentality and skills it takes to build a healthy culture of enablement and coaching.
- [What to Do With the Unproductive Sales Rep](https://theharrisconsultinggroup.com/resources/what-to-do-with-the-unproductive-sales-rep/) - A far too common scenario is dealing with an unproductive inside sales or outside sales rep. Download this in-depth guide to learn how to handle them.
- [4 Lessons I Wish My Sales Manager Had Taught Me](https://theharrisconsultinggroup.com/resources/4-lessons-i-wish-my-sales-manager-had-taught-me/) - The Harris Consulting Group and Salesforce bring you this on-demand session will give you insights into 4 areas you wish sales leadership had taught you.
- [Hostage Negotiation Sales Training For Your Team](https://theharrisconsultinggroup.com/resources/hostage-negotiation-sales-training-for-your-team/) - Learn how to break the rules, change the game, and avoid common communication problems altogether through physical and psychological insights.
- [4 Soft Sales Skills Your Team Needs Right Now to Hit Targets ebook](https://theharrisconsultinggroup.com/resources/4-soft-sales-skills-your-team-needs-right-now-to-hit-targets-ebook/) - In this ebook by The Harris Consulting Group and Salesforce, learn what soft sales skills you need today to move deals forward.
- [3 Mistakes to Avoid When Building a Sales Coaching Culture](https://theharrisconsultinggroup.com/resources/3-mistakes-to-avoid-when-building-a-sales-coaching-culture/) - In this Bonfire Session on-demand, we uncover the mentality and skills it takes to build a healthy culture of enablement and coaching.
- [2021 State of Mental Health in Sales Report](https://theharrisconsultinggroup.com/resources/2021-state-of-mental-health-in-sales-report/) - In spring 2021, UNCrushed, Sales Health Alliance, and The Harris Consulting Group came together to conduct research around the state of mental health in sales. This report shares these insights based on 770 respondents who took the survey.
- [My Action Plan Worksheet](https://theharrisconsultinggroup.com/resources/my-action-plan-worksheet/) - Download the worksheet we use for our events to help you easily organize your learnings.
- [The Skills Your Team Needs to Negotiate With Procurement And Reduce Discounting](https://theharrisconsultinggroup.com/resources/the-skills-your-team-needs-to-negotiate-with-procurement-and-reduce-discounting/) - In this Bonfire Session on-demand, learn how procurement influences the process, what to you do when procurement says no, and how to bake in and negotiate discounts.
- [4 Soft Sales Skills Your Team Needs Right Now to Hit Targets](https://theharrisconsultinggroup.com/resources/4-soft-sales-skills-your-team-needs-right-now-to-hit-targets/) - This on-demand session presented by The Harris Consulting Group and Salesforce, learn what four soft sales skills you need today to move deals forward.
- [4 Lessons I Wish My Sales Manager Had Taught Me ebook](https://theharrisconsultinggroup.com/resources/4-lessons-i-wish-my-sales-manager-had-taught-me-ebook/) - Even the intentions of sales leaders don't always give you the extra knowledge you would like. This ebook will give you insights into 4 areas you wish sales leadership had taught you.
- [Strategies For Mental Resiliency in Sales in 2021](https://theharrisconsultinggroup.com/resources/strategies-for-mental-resiliency-in-sales-in-2021/) - As part of May #MentalHealthAwarenessMonth, UNCrushed and Sales Health Alliance joined this Bonfire Session to share lessons learned from their recent sales mental health survey.
- [Make Sales Easier (By Finding Your Ideal Customers) With Richard Harris](https://theharrisconsultinggroup.com/resources/make-sales-easier-by-finding-your-ideal-customers-with-richard-harris/) - On this episode, Richard Harris shares how we can narrow down who our ideal customer is and why this makes your job of closing them easier.
- [Why you need a Sales Process and a Sales Methodology w/ Richard Harris](https://theharrisconsultinggroup.com/resources/why-you-need-a-sales-process-and-a-sales-methodology-w-richard-harris/) - In this episode, we discuss critical differences between a sales process and a sales methodology, and why companies need both to succeed in sales, plus how to build a playbook around big deals.
- [Sales Training, with Richard Harris](https://theharrisconsultinggroup.com/resources/sales-training-with-richard-harris/) - Richard Harris joins Andy Paul for a conversation about sales training, the area of sales where there is the biggest room for improvement, and what impact current times will have on how we train sellers.
- [Living WFH Through The Holidays](https://theharrisconsultinggroup.com/resources/living-wfh-through-the-holidays/) - Richard Harris and Scott Leese joined forces for a Surf & Sales Bonfire Sessions with Co-CEO and Co-Founder of Predictable Revenue, Aaron Ross, to discuss how we can support our employees and how we can support ourselves and our families during the holidays.
- [Turning Side Hustles Into THE Hustle](https://theharrisconsultinggroup.com/resources/turning-side-hustles-into-the-hustle/) - On this Surf & Sales Bonfire Session, we walk you through building a side hustle, step-by-step, and give you all the feedback you wanted, but never knew to ask.
- [The Future of Sales is Female](https://theharrisconsultinggroup.com/resources/the-future-of-sales-is-female/) - On this Bonfire Session, we talk about why sales is an incredible career for women and how to overcome the barriers women face in sales.
- [Mentorship at Scale](https://theharrisconsultinggroup.com/resources/mentorship-at-scale/) - In this Surf & Sales Bonfire Session we help individuals and organizations understand their own definition of mentorship and discuss best practices to drive mentoring through an organization.
- [Corporate Bro Takeover](https://theharrisconsultinggroup.com/resources/corporate-bro-takeover/) - This Surf & Sales Bonfire Session is being taken over by Corporate Bro! Understand S.A.D.N.E.S.S. and learn what it really takes to be a sales slinger.
- [How to Build Out Your 2021 Revenue Modeling](https://theharrisconsultinggroup.com/resources/how-to-build-out-your-2021-revenue-modeling/) - 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 around revenue modeling that can be used even during these unprecedented times.
- [How to Become the Next Unicorn](https://theharrisconsultinggroup.com/resources/how-to-become-the-next-unicorn/) - 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.
- [Goal Setting with Kevin Dorsey](https://theharrisconsultinggroup.com/resources/goal-setting-with-kevin-dorsey/) - Richard Harris and Scott Leese joined forces for a Surf & Sales Bonfire Sessions with VP of Inside Sales at PatientPop, Kevin Dorsey, to discuss how to balance personal and professional goals, how many goals to have, and how to help kids set goals.
- [Achieving Powerful Discovery](https://theharrisconsultinggroup.com/resources/achieving-powerful-discovery/) - In this webinar with Nikki Ivey, Sales Development at Emtrain and Co-Founder of SDRDefenders, get actionable steps to ensure you never waste another discovery call again. Gain exercises that will make you go pro before you pick up the phone and understand the psychology behind the questions you should be asking.
- [Building a Revenue Operations Rocket Ship](https://theharrisconsultinggroup.com/resources/building-a-revenue-operations-rocket-ship/) - Richard Harris and Scott Leese joined forces for a Surf & Sales Bonfire Sessions with SmartBug Media, Salesforce, and Paycor to talk about building a revenue operations rocket ship.
- [AA-ISP Training Tuesday 12.11.18 (Curtis Bendt)](https://theharrisconsultinggroup.com/resources/aa-isp-training-tuesday-12-11-18-curtis-bendt/) - AA-ISP Training Tuesday 12.11.18 (Curtis Bendt) from AA-ISP on Vimeo.
- [AA-ISP Training Tuesday 1.8.19 (Ryan Longfield)](https://theharrisconsultinggroup.com/resources/aa-isp-training/) - AA-ISP Training from AA-ISP on Vimeo.
- [The Secret To Making B2B Sales Easy… Know Their “WHY”!](https://theharrisconsultinggroup.com/resources/the-secret-to-making-b2b-sales-easy-know-their-why/) - The Secret To Making B2B Sales Easy… Know Their “WHY”! @salesmanpodcast
- [The fine art of sporting event ticket sales](https://theharrisconsultinggroup.com/resources/the-fine-art-of-sporting-event-ticket-sales/) - The fine art of sporting event ticket sales @SportsTao
- [Make Sales Easier (By Finding Your Ideal Customers)](https://theharrisconsultinggroup.com/resources/make-sales-easier-by-finding-your-ideal-customers/) - Make Sales Easier (By Finding Your Ideal Customers) @salesmanpodcast
- [How to Create Your Onboarding Playbook](https://theharrisconsultinggroup.com/resources/how-to-create-your-onboarding-playbook/) - How to Create Your Onboarding Playbook with @_RobbyAllen @rharris415 @Mixmax @saleshacker
- [Where is the ROI on Events?](https://theharrisconsultinggroup.com/resources/where-is-the-roi-on-events/) - Where is the ROI on Events? with @GIDSelling @outreach.io @JoeCapSoftware @chorus.ai @saleshacker
- [The Essentials of Leveraging Technology in Your Sales Process](https://theharrisconsultinggroup.com/resources/sales-hacker-sales-machine-17-the-essentials-of-leveraging-technology-in-your-sales-process/) - Sales Hacker Sales Machine 17 - The Essentials of Leveraging Technology in Your Sales Process @saleshacker Bradley Martin @Adobe Will Hunt @Apptus
- [Sales + Marketing + Customer Success Alignment = Building a Winning Enablement Feedback Loop](https://theharrisconsultinggroup.com/resources/sales-hacker-revenue-summit-2018-sales-marketing-customer-success-alignment-building-a-winning-enablement-feedback-loop/) - Sales Hacker Revenue Summit 2018 - Sales + Marketing + Customer Success Alignment = Building a Winning Enablement Feedback Loop @jenspencer @smartbugmedia @haleykatsman @HighSpot @kkmoraski @KaseyaCorp @saleshacker
- [How to Execute Key Predictions on The Future of Sales Tech](https://theharrisconsultinggroup.com/resources/sales-hacker-webinar-how-to-execute-key-predictions-on-the-future-of-sales-tech/) - Sales Hacker Webinar - How to Execute Key Predictions on The Future of Sales Tech @becker3ww @OctivInc @saleshacker
- [How to Build a Word-Class SDR](https://theharrisconsultinggroup.com/resources/sales-hacker-webinar-how-to-build-a-word-class-sdr/) - Sales Hacker Webinar - How to Build a Word-Class SDR @IsVital @insidesalesteam @TheRossNetwork @outreach.io @saleshacker
- [How to Create  Predictable, Scalable, Revenue and Triple Your Growth Rate](https://theharrisconsultinggroup.com/resources/sales-hacker-webinar-how-to-create-predictable-scalable-revenue-and-triple-your-growth-rate/) - Sales Hacker Webinar - How to Create Predictable, Scalable, Revenue and Triple Your Growth Rate @motoceo @savo_group @saleshacker
- [How to Leverage Your Personality As a Competitive Advantage in Sales](https://theharrisconsultinggroup.com/resources/how-to-leverage-your-personality-as-a-competitive-advantage-in-sales/) - How to Leverage Your Personality As a Competitive Advantage in Sales @AA_ISP #TrainingTuesday @iSalesGirl @SellingAgency #TrainingTuesday
- [Mastering The Break Through Script](https://theharrisconsultinggroup.com/resources/mastering-the-break-through-script/) - Mastering The Break Through Script @Chris8649 @ConnectAndSell @AA_ISP #TrainingTuesday
- [Outbound Sales Focus On The Fundamentals](https://theharrisconsultinggroup.com/resources/outbound-sales-focus-on-the-fundamentals/) - Outbound Sales Focus On The Fundamentals @rreisert @RexTheTrep @AA_ISP #TrainingTuesday
- [The Art and Science of Sales](https://theharrisconsultinggroup.com/resources/the-art-and-science-of-sales/) - The Art and Science of Sales - @walkupkevin @salesloft @AA_ISP #TrainingTuesday
- [AA-ISP Training Tuesday 7.10.18 with Jason Ferrell](https://theharrisconsultinggroup.com/resources/aa-isp-training-tuesday-7-10-18-with-jason-ferrell/) - AA-ISP Training Tuesday 7.10.18 (Jason Ferrell) from AA-ISP on Vimeo.
- [Cold Calling and the Live Pick Up](https://theharrisconsultinggroup.com/resources/cold-calling-and-the-live-pick-up/) - Cold Calling and the Live Pick Up
- [AA-ISP Training Tuesday 10.9.18 (Zeenath Kuraisha)](https://theharrisconsultinggroup.com/resources/aa-isp-training-tuesday-10-9-18-zeenath-kuraisha/) - AA-ISP Training Tuesday 10.9.18 (Zeenath Kuraisha) from AA-ISP on Vimeo.
- [Why "Customer Success" Will Earn You More Money](https://theharrisconsultinggroup.com/resources/why-customer-success-will-earn-you-more-money/)

## Case Studies

- [TopOpps](https://theharrisconsultinggroup.com/case-study/topopps/) - TopOpps needed help getting their sales teams to speak the same language. Like most start-ups, everyone was following their own path
- [Babyli.st](https://theharrisconsultinggroup.com/case-study/babyli-st/) - The Harris Consulting Group Helps Babyli.st Improve Sales Forecasting Through Proven, Creative Sales Techniques Designed To Increase All Funnel Activity.
- [Yozio](https://theharrisconsultinggroup.com/case-study/yozio/) - Yozio’s Mobile Growth Platform is built from the ground up to help track, acquire, activate and engage new users through organic
- [Workspot](https://theharrisconsultinggroup.com/case-study/workspot/) - Workspot has raised over $15 million in funding from investors, including Helion Ventures, Translink Capital, and Qualcomm.
- [Udemy](https://theharrisconsultinggroup.com/case-study/udemy/) - Udemy built something great and wanted to take it to next level and brought in the Harris Consulting Group to improve their inside sales
- [Visistat](https://theharrisconsultinggroup.com/case-study/visistat/) - Visistat brought in the Harris Consulting Group to improve their sales team’s prospecting and communication skills when talking to prospects.
- [StudyLog](https://theharrisconsultinggroup.com/case-study/studylog/) - StudyLog was referred to The Harris Consulting Group by Apttus to rethink the traditional sales process and cycle. With Richard’s guidance and sales training
- [Outbound Engine](https://theharrisconsultinggroup.com/case-study/outbound-engine/) - Through the past few years, Outbound Engine has been on the fast track to growth with demand doubling every quarter. However, there was no set Sales Process
- [Spanning](https://theharrisconsultinggroup.com/case-study/spanning/) - Spanning wanted to focus on increasing the ROI on their outbound sales efforts. They brought The Harris Consulting Group in to train their reps
- [SocialChorus](https://theharrisconsultinggroup.com/case-study/socialchorus/) - Like many start-ups, SocialChorus had already built a strong inside sales organization and lead generation team but wanted to make sure everyone was following
- [Revel Systems](https://theharrisconsultinggroup.com/case-study/revel-systems/) - Revel Systems sales training kickoff program by the Harris Consulting Group brought in 40 plus inside sales reps and SDRs.
- [Pushpay](https://theharrisconsultinggroup.com/case-study/pushpay/) - Pushpay has quickly scaled of their sales development, SDR, team to 40 reps and needed the Sales Hacker and The Harris Consulting Group
- [Mashery](https://theharrisconsultinggroup.com/case-study/mashery/) - Mashery was one of Richard’s last full-time jobs before he established the Harris Consulting Group. During his time with Mashery, Richard worked directly
- [LevelEleven](https://theharrisconsultinggroup.com/case-study/leveleleven/) - LevelEleven was looking to increase conversions and close ratios. With the help of The Harris Consulting Group, LevelEleven was able to more strongly identify
- [Helm Operations](https://theharrisconsultinggroup.com/case-study/helm-operations/) - Helm Operations sought help from the Harris Consulting Group to contact and sell to an established customer base. The current sales structure was for the SDR
- [Evestment](https://theharrisconsultinggroup.com/case-study/evestment/) - This fast-growing financial company called upon the Harris Consulting Group to train their Evestment sales development team of 13 people
- [Dynamic Signal](https://theharrisconsultinggroup.com/case-study/dynamic-signal/) - Harris Consulting Group thrives on referrals and also on past success. In the case with Dynamic Signal, Richard was asked to again implement his proven sales
- [Datahug](https://theharrisconsultinggroup.com/case-study/datahug/) - Datahug was recently acquired by CallidusCloud to be an essential part of the company’s future expansion and service offerings.
- [Datanyze](https://theharrisconsultinggroup.com/case-study/datanyze/) - Datanyze is still a young company and has been generating exceptional growth rates, up to 25% in some months. Realizing that it needed a formal training program
- [PandaDoc](https://theharrisconsultinggroup.com/case-study/pandadoc/) - It was quickly established that there was a specific need to level set the sales group due to the wide range of experience levels
- [Gainsight](https://theharrisconsultinggroup.com/case-study/gainsight/) - Gainsight brought in The Harris Consulting Group to help develop and refine their sales process. From there, the entire organization, not just sales trained
- [Findly](https://theharrisconsultinggroup.com/case-study/findly/) - Findly - The Harris Consulting Group was brought in to provide sales training customized around improving the quality of outbound prospecting efforts and filling the top of the funnel with qualified opportunities.
- [Litmos](https://theharrisconsultinggroup.com/case-study/litmos/) - Richard Harris was brought in by CallidusCloud to help form a strong sales training program and work with Litmos and other brands under CallidusCloud. The Harris Consulting Group was hired in 2016 for an ongoing year-long training program that will focus on all aspects of the sales cycle from SDR (Top of Funnel), to AE
- [dESCO](https://theharrisconsultinggroup.com/case-study/desco/) - dESCO’s long history of excellence had built something great and wanted to take their sales team to the next level. The Harris Consulting Group was brought in to improve their inside sales team’s communication skills when talking to prospects. They also asked for help on how to train the inside sales team to have a

## Campaigns

- [Customized Sales Training](https://theharrisconsultinggroup.com/campaign/customized-sales-training/) - 30-minute conversation · no pitch · no pressure Book a call with Richard No obligation · 30 min Customized sales training for B2B teams Your sales team deserves training that actually sticks — not a generic workshop they forget by Friday. Richard Harris works directly with your team to build a sales training program around

## Categories

- [Inside Sales](https://theharrisconsultinggroup.com/category/inside-sales/) - This group of sales professionals whose primary location is stable and out of a single location could be an office setting or a work from home situation.
- [Sales Training](https://theharrisconsultinggroup.com/category/sales-training-2/) - Sales training is the interaction whereby one salesperson improves and increases their sales knowledge, sales skills, to improve sales performance
- [SDR Training](https://theharrisconsultinggroup.com/category/sdr-training/) - Also known as BDR or MDR training, this is a very specific form of sales training that focuses on teaching sales reps, often early in their career
- [Sales](https://theharrisconsultinggroup.com/category/sales/) - In Sales we’ll look at the buyers’ journey and sellers journey to form a complete sales process or transaction.
- [Sales Trainer](https://theharrisconsultinggroup.com/category/sales-trainer/) - Sales trainers conduct sales training, often in person but this can also be done in a virtual environment or via on online sales training portal or sales training platform
- [Online Sales Training](https://theharrisconsultinggroup.com/category/online-sales-training/) - Online Sales Training focuses on the ability for someone in the sales profession to improve their sales knowledge and sales skills via an educational platform provided online. This is often part of an LMS or considered virtual training.
- [Discovery Skills](https://theharrisconsultinggroup.com/category/discovery-skills/) - In all forms of sales, inside and outside sales, the goal is to understand your suspects’, prospects’, and customers’ points of view.
- [Sales Kickoff](https://theharrisconsultinggroup.com/category/sales-kickoff/) - A sales kickoff is a company-wide gathering often at the beginning of a fiscal year or quarter to bring the sales team and other members.
- [Inside Sales Training](https://theharrisconsultinggroup.com/category/inside-sales-training/) - Similar to sales training in general, but slightly more specific and designed for non-field or outside sales teams, overall sales skills improvements are the desired outcome, but additional focus on the following sales skills may be included: Cold calling, cold emailing, gatekeeper training, and social selling.
- [AE Training](https://theharrisconsultinggroup.com/category/ae-training/) - Also called Account Executive Training, we’ll examine this type of sales training, with its very specific focus on improving the discovery and qualifying skills of sales account executives, specifically how to take control of a conversation from the initial sales meeting all the way through the sales process including negotiation and closing.
- [Customer Success Training](https://theharrisconsultinggroup.com/category/customer-success-training/) - This is training for the individuals who own an account after the sale has been made. They could have titles of Customer Success, Account Manager.
- [WFH](https://theharrisconsultinggroup.com/category/wfh/)
- [Work From Home](https://theharrisconsultinggroup.com/category/work-from-home/)
- [Field Sales](https://theharrisconsultinggroup.com/category/field-sales/)
- [Marketing](https://theharrisconsultinggroup.com/category/marketing/)
- [Events](https://theharrisconsultinggroup.com/category/events/)
- [Consultative Selling](https://theharrisconsultinggroup.com/category/consultative-selling/)
- [Sales Management](https://theharrisconsultinggroup.com/category/sales-management/)
- [Sales Management Training](https://theharrisconsultinggroup.com/category/sales-management-training/)
- [Sales Messaging](https://theharrisconsultinggroup.com/category/sales-messaging/)
- [Founder Led Sales](https://theharrisconsultinggroup.com/category/founder-led-sales/)
- [SMB Teams](https://theharrisconsultinggroup.com/category/smb-teams/)
- [Enterprise Sales](https://theharrisconsultinggroup.com/category/enterprise-sales/)
- [Reinforcement](https://theharrisconsultinggroup.com/category/reinforcement/) - Reinforcement
- [Objection Handling](https://theharrisconsultinggroup.com/category/objection-handling/)
- [Storytelling Skills](https://theharrisconsultinggroup.com/category/storytelling-skills/)
- [Compensation Plans](https://theharrisconsultinggroup.com/category/compensation-plans/)
- [Sales Leadership](https://theharrisconsultinggroup.com/category/sales-leadership/)
- [sales teams](https://theharrisconsultinggroup.com/category/sales-teams/)
- [Sales Forecasting](https://theharrisconsultinggroup.com/category/sales-forecasting/)
- [AI Sales](https://theharrisconsultinggroup.com/category/ai-sales/)
- [Transactional Sales](https://theharrisconsultinggroup.com/category/transactional-sals/)
- [Sales Methodology](https://theharrisconsultinggroup.com/category/sales-methodology/)
- [Sales Technology](https://theharrisconsultinggroup.com/category/sales-technology/)
- [Revenue Growth](https://theharrisconsultinggroup.com/category/revenue-growth/)
- [Sales Operations](https://theharrisconsultinggroup.com/category/sales-operations/)
- [B2B Sales](https://theharrisconsultinggroup.com/category/b2b-sales/)
- [sales training](https://theharrisconsultinggroup.com/category/sales-training/)
- [Customer Success](https://theharrisconsultinggroup.com/category/customer-success/)

## Tags

- [sales reps](https://theharrisconsultinggroup.com/tag/sales-reps/)
- [sales training](https://theharrisconsultinggroup.com/tag/sales-training/)
- [sales rep](https://theharrisconsultinggroup.com/tag/sales-rep/)
- [SDR](https://theharrisconsultinggroup.com/tag/sdr/)
- [Lead Generation Team](https://theharrisconsultinggroup.com/tag/lead-generation-team/)
- [Field Reps](https://theharrisconsultinggroup.com/tag/field-reps/)
- [sales manager](https://theharrisconsultinggroup.com/tag/sales-manager/)
- [spin selling](https://theharrisconsultinggroup.com/tag/spin-selling/)
- [solution selling](https://theharrisconsultinggroup.com/tag/solution-selling/)
- [sales kickoff](https://theharrisconsultinggroup.com/tag/sales-kickoff/)
- [sko](https://theharrisconsultinggroup.com/tag/sko/)
- [Enterprise Sales Team](https://theharrisconsultinggroup.com/tag/enterprise-sales-team/)
- [Lead Gen Team](https://theharrisconsultinggroup.com/tag/lead-gen-team/)
- [Sales](https://theharrisconsultinggroup.com/tag/sales/)
- [Sales Meeting](https://theharrisconsultinggroup.com/tag/sales-meeting/)
- [Buyers Journey](https://theharrisconsultinggroup.com/tag/buyers-journey/)
- [Fields Sales Team](https://theharrisconsultinggroup.com/tag/fields-sales-team/)
- [Selling Conversations](https://theharrisconsultinggroup.com/tag/selling-conversations/)
- [sales kickoff meeting](https://theharrisconsultinggroup.com/tag/sales-kickoff-meeting/)
- [crm](https://theharrisconsultinggroup.com/tag/crm/)
- [inside sales](https://theharrisconsultinggroup.com/tag/inside-sales/)
- [lead generation](https://theharrisconsultinggroup.com/tag/lead-generation/)
- [voicemail scripts](https://theharrisconsultinggroup.com/tag/voicemail-scripts/)
- [Start-Up](https://theharrisconsultinggroup.com/tag/start-up/)
- [sales strategies](https://theharrisconsultinggroup.com/tag/sales-strategies/)
- [training](https://theharrisconsultinggroup.com/tag/training/)
- [women in sales](https://theharrisconsultinggroup.com/tag/women-in-sales/)
- [the xx factor](https://theharrisconsultinggroup.com/tag/the-xx-factor/)
- [field sales](https://theharrisconsultinggroup.com/tag/field-sales/)
- [sales forecasting](https://theharrisconsultinggroup.com/tag/sales-forecasting/)
- [great sales people](https://theharrisconsultinggroup.com/tag/great-sales-people/)
- [shark tank](https://theharrisconsultinggroup.com/tag/shark-tank/)
- [kevin o'leary](https://theharrisconsultinggroup.com/tag/kevin-oleary/)
- [work/life balance](https://theharrisconsultinggroup.com/tag/worklife-balance/)
- [sales leader](https://theharrisconsultinggroup.com/tag/sales-leader/)
- [sales development](https://theharrisconsultinggroup.com/tag/sales-development/)
- [social selling](https://theharrisconsultinggroup.com/tag/social-selling/)
- [salesstack](https://theharrisconsultinggroup.com/tag/salesstack/)
- [sales stack](https://theharrisconsultinggroup.com/tag/sales-stack/)
- [sales hacker](https://theharrisconsultinggroup.com/tag/sales-hacker/)
- [saleshacker](https://theharrisconsultinggroup.com/tag/saleshacker/)
- [strategy](https://theharrisconsultinggroup.com/tag/strategy/)
- [sales development reps](https://theharrisconsultinggroup.com/tag/sales-development-reps/)
- [startups](https://theharrisconsultinggroup.com/tag/startups/)
- [start up strategies](https://theharrisconsultinggroup.com/tag/start-up-strategies/)
- [sales scripts](https://theharrisconsultinggroup.com/tag/sales-scripts/)
- [sales teams](https://theharrisconsultinggroup.com/tag/sales-teams/)
- [sales methodology](https://theharrisconsultinggroup.com/tag/sales-methodology/)
- [sales philosophy](https://theharrisconsultinggroup.com/tag/sales-philosophy/)
- [Inside Sales Team](https://theharrisconsultinggroup.com/tag/inside-sales-team/)
- [Sales Team](https://theharrisconsultinggroup.com/tag/sales-team/)
- [Metrics](https://theharrisconsultinggroup.com/tag/metrics/)
- [BDR](https://theharrisconsultinggroup.com/tag/bdr/)
- [sales process](https://theharrisconsultinggroup.com/tag/sales-process/)
- [sales management](https://theharrisconsultinggroup.com/tag/sales-management/)
- [sales leadership](https://theharrisconsultinggroup.com/tag/sales-leadership/)
- [managing millennials](https://theharrisconsultinggroup.com/tag/managing-millennials/)
- [sales strategy](https://theharrisconsultinggroup.com/tag/sales-strategy/)
- [bant](https://theharrisconsultinggroup.com/tag/bant/)
- [anum](https://theharrisconsultinggroup.com/tag/anum/)
- [sales culture](https://theharrisconsultinggroup.com/tag/sales-culture/)
- [leadership roles](https://theharrisconsultinggroup.com/tag/leadership-roles/)
- [AE](https://theharrisconsultinggroup.com/tag/ae/)
- [job interviews](https://theharrisconsultinggroup.com/tag/job-interviews/)
- [interviews](https://theharrisconsultinggroup.com/tag/interviews/)
- [hiring manager](https://theharrisconsultinggroup.com/tag/hiring-manager/)
- [resume](https://theharrisconsultinggroup.com/tag/resume/)
- [update your resume](https://theharrisconsultinggroup.com/tag/update-your-resume/)
- [revenue operations](https://theharrisconsultinggroup.com/tag/revenue-operations/)
- [rev ops](https://theharrisconsultinggroup.com/tag/rev-ops/)
- [sales ops](https://theharrisconsultinggroup.com/tag/sales-ops/)
- [marketing ops](https://theharrisconsultinggroup.com/tag/marketing-ops/)
- [account executives](https://theharrisconsultinggroup.com/tag/account-executives/)
- [sales technology](https://theharrisconsultinggroup.com/tag/sales-technology/)
- [Growth](https://theharrisconsultinggroup.com/tag/growth/)
- [sko meetings](https://theharrisconsultinggroup.com/tag/sko-meetings/)
- [efficiency](https://theharrisconsultinggroup.com/tag/efficiency/)
- [effectiveness](https://theharrisconsultinggroup.com/tag/effectiveness/)
- [productivity](https://theharrisconsultinggroup.com/tag/productivity/)
- [Work-life balance](https://theharrisconsultinggroup.com/tag/work-life-balance/)
- [Burnout](https://theharrisconsultinggroup.com/tag/burnout/)
- [handoffs](https://theharrisconsultinggroup.com/tag/handoffs/)
- [customer success](https://theharrisconsultinggroup.com/tag/customer-success/)
- [scripts](https://theharrisconsultinggroup.com/tag/scripts/)
- [sales coach](https://theharrisconsultinggroup.com/tag/sales-coach/)
- [online training](https://theharrisconsultinggroup.com/tag/online-training/)
- [sales coaching](https://theharrisconsultinggroup.com/tag/sales-coaching/)
- [sales motivation](https://theharrisconsultinggroup.com/tag/sales-motivation/)
- [sales leaders](https://theharrisconsultinggroup.com/tag/sales-leaders/)
- [remote sales](https://theharrisconsultinggroup.com/tag/remote-sales/)
- [AI](https://theharrisconsultinggroup.com/tag/ai/)
- [artificial intelligence](https://theharrisconsultinggroup.com/tag/artificial-intelligence/)
- [salestraining](https://theharrisconsultinggroup.com/tag/salestraining/)
- [customer experience](https://theharrisconsultinggroup.com/tag/customer-experience/)
- [personalization](https://theharrisconsultinggroup.com/tag/personalization/)
- [conversational selling](https://theharrisconsultinggroup.com/tag/conversational-selling/)
- [emotional intelligence](https://theharrisconsultinggroup.com/tag/emotional-intelligence/)
- [sales tips](https://theharrisconsultinggroup.com/tag/sales-tips/)
- [sales cycle](https://theharrisconsultinggroup.com/tag/sales-cycle/)
- [RevOps](https://theharrisconsultinggroup.com/tag/revops/)
- [Sales Tech Stack](https://theharrisconsultinggroup.com/tag/sales-tech-stack/)
- [Sales Analytics](https://theharrisconsultinggroup.com/tag/sales-analytics/)
- [Tech Stack Optimization](https://theharrisconsultinggroup.com/tag/tech-stack-optimization/)
- [Process Automation](https://theharrisconsultinggroup.com/tag/process-automation/)
- [Objection Handling](https://theharrisconsultinggroup.com/tag/objection-handling/)
- [Sales Objections](https://theharrisconsultinggroup.com/tag/sales-objections/)
- [Discovery](https://theharrisconsultinggroup.com/tag/discovery/)
- [Qualification](https://theharrisconsultinggroup.com/tag/qualification/)
- [N.E.A.T. Selling](https://theharrisconsultinggroup.com/tag/n-e-a-t-selling/)
- [Objection Prevention](https://theharrisconsultinggroup.com/tag/objection-prevention/)
- [Price Objections](https://theharrisconsultinggroup.com/tag/price-objections/)
- [Marinate in Objections](https://theharrisconsultinggroup.com/tag/marinate-in-objections/)
- [Sales Discovery](https://theharrisconsultinggroup.com/tag/sales-discovery/)
- [Sales Qualification](https://theharrisconsultinggroup.com/tag/sales-qualification/)
- [Consultative Selling](https://theharrisconsultinggroup.com/tag/consultative-selling/)
- [B2B Sales](https://theharrisconsultinggroup.com/tag/b2b-sales/)
- [Revenue forecasting](https://theharrisconsultinggroup.com/tag/revenue-forecasting/)
- [forecast accuracy](https://theharrisconsultinggroup.com/tag/forecast-accuracy/)
- [sales pipeline management](https://theharrisconsultinggroup.com/tag/sales-pipeline-management/)
- [pipeline health](https://theharrisconsultinggroup.com/tag/pipeline-health/)
- [sales leadership coaching](https://theharrisconsultinggroup.com/tag/sales-leadership-coaching/)
- [sales management training](https://theharrisconsultinggroup.com/tag/sales-management-training/)
- [Consultative Sales](https://theharrisconsultinggroup.com/tag/consultative-sales/)
- [Diagnostic Selling](https://theharrisconsultinggroup.com/tag/diagnostic-selling/)
- [Economic Impact](https://theharrisconsultinggroup.com/tag/economic-impact/)
- [Strategic Selling](https://theharrisconsultinggroup.com/tag/strategic-selling/)
- [Sales Enablement](https://theharrisconsultinggroup.com/tag/sales-enablement/)
- [Consultative Approach](https://theharrisconsultinggroup.com/tag/consultative-approach/)
- [Value Selling](https://theharrisconsultinggroup.com/tag/value-selling/)
- [MEDDIC](https://theharrisconsultinggroup.com/tag/meddic/)
- [Challenger Sale](https://theharrisconsultinggroup.com/tag/challenger-sale/)
- [Sales Framework](https://theharrisconsultinggroup.com/tag/sales-framework/)
- [Modern Sales](https://theharrisconsultinggroup.com/tag/modern-sales/)
- [Sales Methodology Comparison](https://theharrisconsultinggroup.com/tag/sales-methodology-comparison/)
- [Enterprise Sales](https://theharrisconsultinggroup.com/tag/enterprise-sales/)
- [SaaS Sales](https://theharrisconsultinggroup.com/tag/saas-sales/)
- [sales forecasting best practices](https://theharrisconsultinggroup.com/tag/sales-forecasting-best-practices/)
- [Richardson Sales Training](https://theharrisconsultinggroup.com/tag/richardson-sales-training/)
- [Brooks Group](https://theharrisconsultinggroup.com/tag/brooks-group/)
- [IMPACT Selling](https://theharrisconsultinggroup.com/tag/impact-selling/)
- [sales training comparison](https://theharrisconsultinggroup.com/tag/sales-training-comparison/)
- [SaaS sales training](https://theharrisconsultinggroup.com/tag/saas-sales-training/)
- [Richard Harris](https://theharrisconsultinggroup.com/tag/richard-harris/)
- [sales training companies](https://theharrisconsultinggroup.com/tag/sales-training-companies/)
- [best sales training](https://theharrisconsultinggroup.com/tag/best-sales-training/)
- [sales coaching framework](https://theharrisconsultinggroup.com/tag/sales-coaching-framework/)
- [how to coach sales reps](https://theharrisconsultinggroup.com/tag/how-to-coach-sales-reps/)
- [sales manager coaching](https://theharrisconsultinggroup.com/tag/sales-manager-coaching/)
- [sales coaching vs sales training](https://theharrisconsultinggroup.com/tag/sales-coaching-vs-sales-training/)
- [sales 1:1s](https://theharrisconsultinggroup.com/tag/sales-11s/)
- [PREP-OTC coaching framework](https://theharrisconsultinggroup.com/tag/prep-otc-coaching-framework/)
- [sales coaching culture](https://theharrisconsultinggroup.com/tag/sales-coaching-culture/)
- [coaching sales teams](https://theharrisconsultinggroup.com/tag/coaching-sales-teams/)

## Resources Categories

- [Webinars](https://theharrisconsultinggroup.com/resources_category/webinar/) - Discover the secrets and solutions behind successful sales professionals by watching these effective webinars from the sales training experts at The Harris Consulting Group
- [ebooks](https://theharrisconsultinggroup.com/resources_category/ebooks/)
- [Assets](https://theharrisconsultinggroup.com/resources_category/assets/) - |