Episode Summary

Sales teams use various methodologies, including MEDDIC, MEDDPIC, and NEAT, and often switch between them based on the dominant trend. But, as our guest Richard Harris says, one size doesn't fit all, and it's not as simple as rip-and-replace if a process doesn't bring immediate or quick results.

In this episode of Sales Hacker, Richard shares how he approaches processes from creation to implementation. Richard also discusses manager-employee relationships and how we can learn plenty, even from bad leaders.

Richard may be the founder of The Harris Consulting Group, but he is still fighting impostor syndrome. As a result, he reminds everyone — including himself — to be kind and friendly to themselves, prioritizing self-care and mental health.

Guest-at-a-Glance

💡 Name: Richard Harris

💡 What he does: Richard is the founder of The Harris Consulting Group and the co-founder of Surf and Sales.

💡 Company: The Harris Consulting Group

💡 Noteworthy: Richard is a seasoned SaaS sales leader, inside sales trainer, and advisor with 20+ years of experience.

💡 Where to find Richard: LinkedIn

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How to Make an Established Process Work Instead of Replacing It With a Trendy One

The GTMnow Podcast

How to Make an Established Process Work Instead of Replacing It With a Trendy One