SDR and BDR teams
Earn more prospecting conversations, ask better questions, handle objections, and create better-qualified handoffs.
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Customized B2B Sales Training
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.
Available as live virtual/online or in-person training.Available live online or in person.
Why This Training Works
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.
Humans and authenticity, not robots. There is a difference between a script and sounding scripted. Your reps learn why the strategies work and how to adapt when a real buyer takes the conversation somewhere unexpected.
Who It Is For
Earn more prospecting conversations, ask better questions, handle objections, and create better-qualified handoffs.
Improve discovery, quantify economic impact, multi-thread opportunities, access authority, and validate a real timeline.
Create a common coaching language and improve deal inspection, forecasting, and reinforcement. Explore sales management training and coaching.
Turn founder intuition into a repeatable sales motion before and after building the first team. Explore founder-led sales training.
Improve renewal, expansion, upsell, cross-sell, risk, and executive-alignment conversations. Explore customer success training.
Align sales, customer success, marketing, operations, and leadership around a practical common language.
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 uses your value propositions, use cases, prospects, customers, pipeline, objections, and real conversations. Role-play and real-play scenarios are approved by you so the work reflects what your team actually faces.
The language stays human and adaptable. People learn how to think through conversations without sounding as if they memorized someone else’s script. Learn more about our sales training philosophy.
The program can incorporate your buyer personas, outreach, discovery calls, objections, competitive situations, deal stages, manager expectations, and active opportunities.
How It Works
Confirm the conversations, skills, and sales-process moments your team needs to improve.
Build the work around your prospects, pipeline, language, objections, personas, and industry.
Use interactive training, discussion, role-play, and real-play instead of a lecture series.
Support sellers and managers with separate reinforcement sessions, coaching, deal reviews, and call reviews.
Coach people toward confidence and self-reliance using the new skills in live deals.
Identify where the team is gaining consistency and where managers should continue coaching.
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
“We saw immediate and consistent implementation and impact of Richard’s training.”
Greg Holmes, Head of Sales, Zoom
“Richard is a pro. He helped us up our sales game in a big way and provided us with the tools to crush it.”
Elliot Peterson, Head of Content Development, Udemy
FAQ
Customized B2B sales training and reinforcement for prospecting, discovery, qualification, objection handling, pricing, negotiation, deal execution, and sales management. Programs are customized to your 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 for B2B organizations managing complex, consultative sales 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 Harris Consulting Group does its homework before training begins.
SDRs, BDRs, account executives, sales managers, founders, customer success professionals, and other revenue-team members can participate. Marketing, product marketing, and sales operations 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 sellers through a rigid script.
Yes. N.E.A.T. Selling complements existing frameworks by strengthening discovery, qualification, and buyer conversations. A rip-and-replace approach is not required.
Yes. Reinforcement is included and can involve separate sessions for sellers and managers, coaching, call reviews, deal reviews, practice, and manager participation. The cadence depends on the team and engagement.
You should hear changes in sales conversations and see them reflected in pipeline and forecasting. Useful indicators include 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 through planning, training, coaching, and reinforcement, so the program stays consistent and customized.
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.
Buyer Resources
Tell us where your sales motion is working, where it is breaking down, and what you want your team to do differently.
