Top Insights From the Best: Richard Harris Artwork

Top Insights from the Best: Top Insights for CEOs, Sales & Marketing Leaders and Investors from the best experts in the world.

The "Top Insights from the Best" is the latest & greatest from the world of SaaS Sales, Marketing and overall Go-to-Market executives.We interview the most prominent CROs, VPs, senior operators and investors to discover their best insights, strategies, tactics and unique tips to succeed in scaling SaaS revenue. The focus of our conversations is on helping C-Level executives hear how others accelerate sales from $20 Million to $200 Million ARR and beyond - faster and better. Our Guests include Richard Harris, Scott Leese, Jeff Hyman, Jamal Reimer, Joe Caprio, Chris Lytle.⠀

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Top Insights from the Best: Top Insights for CEOs, Sales & Marketing Leaders and Investors from the best experts in the world.

Top Insights From the Best: Richard Harris

November 16, 2020 • Zorian Rotenberg • Season 1 • Episode 1

Richard Harris has 20+ years of sales and SaaS experience. Richard has worked at or as an adviser or consultant with Visa, Google, Zoom, PagerDuty, Headspace, and Gainsight.
He also hosts "The Surf & Sales" podcast with Scott Leese.

Richard has been named a Top 25 Inside Sales Professional by the American Association of Inside Sales for the last four years and has been voted as a Top 10 Sales Development Leader by Inside Sales and Sales Hacker. He has also been published in Huffington Post, Inc, and most recently NBC News.

In this episode:

- Richard's "best sales question ever"

- The RESPECT Contract in sales

- Trust / Circle of Trust

- Earning "the right to ask"

- Nuggets on sales questions to ask

- Getting "Access to Authority" and Richard's key question to ask

- The difference between Discovery & Qualification in sales

- How PE and VC investors can better prospect to source deals

- A tactical advice to improve your mental health in sales and reduce stress going into Q4

- Wanting to talk to @Manny Medina, CEO of Outreach & @Henry Schuck, CEO of ZoomInfo