Customized B2B Sales Training
Customized sales training matters. Help your SDRs, account executives, sales leaders, and customer success teams improve prospecting, discovery, qualification, negotiation, and closing using your buyers, your sales motion, and your real opportunities.
What We Do
The Harris Consulting Group provides customized B2B sales training created around your team’s market, buyers, language, and opportunities. Our award-winning experience includes technology, SaaS, manufacturing, professional services, financial services, healthcare, and other industries. The methodology is designed for organizations navigating complex, consultative sales conversations, from SMB and mid-market teams to enterprise sales organizations.
Humans and authenticity, not robots. There’s a difference between a script and sounding scripted. Your reps learn to stay authentic to your value propositions and their own voices. We customize the training so they understand why the strategies work and how to adapt when a real buyer takes the conversation somewhere unexpected.
Richard Harris created N.E.A.T. Selling™ because methodologies such as MEDDIC, SPIN, and Sandler can feel scripted, forced, or stale when applied too rigidly. N.E.A.T. Selling gives salespeople a flexible way to investigate Need, Economic Impact, Access to Authority, and Timeline. It works as a compass rather than a rigid checklist, bringing humanity back into sales while helping teams qualify and disqualify opportunities appropriately.
Who It Is For
Generate more prospecting conversations and improve sales qualification and discovery skills. Your team will learn how to earn the right to ask questions, which questions to ask, and when to ask them, whether someone picks up the phone, responds to an email, or enters a qualification conversation. They will handle objections more effectively and create better-qualified handoffs to account executives.
Learn how to earn the right to ask questions, conduct discovery beyond surface pains, and align conversations with your value propositions. Account executives build the courage and confidence to explore economic impact and prove ROI while improving multi-threading, access to authority, and commitment to a real timeline, without interrogating prospects and customers.
Sales training reinforcement helps leaders learn how to use, teach, and coach to a common language. They become more consistent at deal inspection and forecasting while reinforcing the behaviors the team is expected to use in live deals. Explore our sales management training and coaching.
Founder-led sales training turns intuition into a repeatable, scalable sales motion before, during, and after you build the first sales team.
Learn how to prospect into existing clients for upsell and cross-sell opportunities. Customer success professionals discover that sales is not a dirty word, and that they can be just as effective as salespeople at discovery and business conversations involving renewals, expansions, risk management, and executive alignment. Explore our customer success training.
Today’s buyer is not a single individual. There are buying committees, skeptics, end users, and influencers. You need sales training that addresses sales with a flexible methodology aligned with your value propositions and solutions. Whether you sell technology, SaaS, professional services, financial solutions, manufacturing solutions, healthcare services, or another complex B2B offering, our sales and reinforcement sessions are customized for you and your teams.
Create a repeatable, scalable sales process and common language across SDRs, BDRs, account executives, account managers, customer success, marketing, sales operations, and leadership. The approach is practical, easy to understand, and useful across the revenue organization.
Ready to Customize Your Sales Training?
What Teams Learn
Practical skills your team can use in real prospecting, discovery, qualification, and deal conversations.
What Makes It Different
Training is harder to forget when it is customized to your value propositions, use cases, prospects, customers, and pipeline. Role-play scenarios are approved by you so the right sales skills are covered and the work reflects the real conversations your team is having.
Sales training can incorporate your buyer personas, outreach, discovery calls, objections, competitive situations, deal stages, and manager expectations. The language stays human and adaptable so people can use it without sounding like they memorized a script.
The methodology is not tied to a specific industry, product category, or deal size. It is designed for organizations that need sellers to understand business problems, communicate economic impact, navigate multiple stakeholders, and qualify real timelines.
If your organization already uses MEDDIC, Challenger, SPIN, or another sales framework, N.E.A.T. Selling™ complements it. The objective is not to create a disruptive CRM project; it is to improve the sales skills, conversations, and decisions behind the fields in your CRM.
How It Works
1
We confirm which parts of the sales process and sales conversations you want your team to improve. We focus on your sales motion, buyers, goals, skill gaps, and the situations where deals lose momentum or disappear.
2
We align the content with the diagnosis and build role-play and real-play scenarios based on your prospects, pipeline, language, examples, objections, personas, industry, and actual selling conversations.
3
This is not a lecture series. It is a complete engagement with interactive training, discussion, realistic scenarios, practice, and reinforcement after the initial sessions.
4
After training, separate reinforcement sessions support managers, leaders, and salespeople. Training reinforcement, coaching, deal reviews, call reviews, and manager participation help the skills appear in live pipeline conversations.
5
The program encourages accountability across sales and revenue teams. The goal is not merely to teach people, but to coach them toward self-reliance and confidence using the skills.
6
By the end of the training and reinforcement, leaders can identify where the team is gaining confidence and where additional coaching should continue to build consistency and sustain a common language.
Turn training into skills your team uses in live sales conversations.
What Better Looks Like
No responsible sales training partner can promise a revenue number without understanding your team, market, pipeline, leadership, and execution. The useful question is whether the program changes the behaviors that influence revenue.
What Clients Say
“Richard was adaptable to our needs and our ambitious timeline. He delivered concrete tools that our team was able to apply the day after.”
Natalie P., VP Sales
“We’ve seen a big improvement in the depth of the conversations our team is having with customers.”
Donal T., Business Owner
Read independent reviews of The Harris Consulting Group on G2.
Frequently Asked Questions
The Harris Consulting Group provides customized B2B sales training and reinforcement for prospecting, discovery, qualification, objection handling, pricing, negotiation, deal execution, and sales management. Programs are customized to the team’s roles, market, buyers, and sales motion.
No. The Harris Consulting Group has experience with technology, SaaS, manufacturing, healthcare, financial services, professional services, and other industries. The training is designed for B2B organizations managing complex, consultative sales involving business impact, multiple stakeholders, and considered buying decisions across SMB, mid-market, and enterprise sales motions.
Yes. The training can use your buyer personas, language, industry, sales process, objections, examples, call scenarios, and active opportunities. The goal is for the material to feel relevant to the conversations your team has every day. The Harris Consulting Group does its homework before training begins.
The program is not limited to traditional sales roles. It supports SDRs, BDRs, account executives, sales managers, founders, and customer success professionals. Marketing, product marketing, and sales operations teams can also benefit from learning how sales conversations unfold.
N.E.A.T. Selling™ is Richard Harris’s sales discovery and qualification methodology. It stands for Need, Economic Impact, Access to Authority, and Timeline. It guides a natural buyer conversation rather than forcing a seller through a rigid sales script.
Yes. N.E.A.T. Selling complements existing frameworks by strengthening discovery, qualification, and buyer conversations. The integration should reflect how your team currently manages opportunities and coaches deals. A rip-and-replace approach is not required. Read our comparison of N.E.A.T. Selling, MEDDIC, BANT, SPIN, and Challenger.
Yes. Reinforcement is included with sales training and can include separate sessions for managers and leaders, sales coaching, call reviews, deal reviews, practice, and manager participation. The cadence depends on the team and engagement. The purpose is to keep new sales skills from fading after training ends.
You should hear changes in sales conversations and see them reflected in pipeline and forecasting. Useful indicators include conversation quality, discovery depth, stakeholder access, opportunity qualification, manager coaching consistency, and conversion patterns.
Richard Harris personally handles the planning, training, and reinforcement sessions. Clients work directly with Richard from the first conversation through the final reinforcement session.
The Harris Consulting Group is an award-winning boutique sales training company. Richard Harris is your single point of contact from the first call through planning, training, coaching, and reinforcement, so the program stays consistent and customized to your team.
Start with a free conversation about your desired outcomes, current sales motion, industry, challenges, and goals. If Richard cannot help, he will say so and may recommend someone he knows and trusts.
If you are comparing options, these guides will help you make the right decision for your team:
Tell us where your sales motion is working, where it is breaking down, and what you want your team to do differently.
