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Gross sales groups use varied methodologies, together with MEDDIC, MEDDPIC, and NEAT, and sometimes change between them based mostly on the dominant development. However, as our visitor Richard Harris says, one dimension doesn’t match all, and it’s not so simple as rip-and-replace if a course of doesn’t deliver instant or fast outcomes.
On this episode of Gross sales Hacker, Richard shares how he approaches processes from creation to implementation. Richard additionally discusses manager-employee relationships and the way we are able to be taught loads, even from unhealthy leaders.
Richard would be the founding father of The Harris Consulting Group, however he’s nonetheless combating impostor syndrome. Because of this, he reminds everybody — together with himself — to be type and pleasant to themselves, prioritizing self-care and psychological well being.
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💡 Title: Richard Harris
💡 What he does: Richard is the founding father of The Harris Consulting Group and the co-founder of Surf and Gross sales.
💡 Firm: The Harris Consulting Group
💡 Noteworthy: Richard is a seasoned SaaS gross sales chief, inside gross sales coach, and advisor with 20+ years of expertise.
💡 The place to seek out Richard: LinkedIn
Key Insights
⚡Have a course of that’s constant and based mostly on the exit standards, not on the staging names.
It’s widespread for gross sales groups to decide on a sound methodology or put in place a superb course of however constantly stumble upon inefficiency. Such points are sometimes solved by bringing in a brand new supervisor. Though such an method could also be fruitful, a brand new government, particularly one who’s coming from one other firm, normally brings their strategies and processes, and it could be a waste of time and sources to switch the present ones with these. ”If you happen to’re utilizing MEDDIC, don’t rip and change as a result of your new VP of gross sales or CRO is available in and says they need a rip-and-replace. If the previous system isn’t working, there’s most likely a superb probability it’s as a result of it wasn’t outlined with the proper exit standards, and extra importantly, it wasn’t coached repeatedly sufficient. So if MEDDIC works for you, then keep it up. Don’t rip and change and put NEAT within the system, or some other course of.”
⚡Folks go away managers, not firms.
However even a awful chief can train you loads. After all, all of us need a supervisor who’s a coach and a mentor. However sadly, it’s nearly inconceivable to not come throughout somebody who could also be an professional of their subject however just isn’t a superb chief. Nevertheless, as Richard advises, ”These crappy managers and leaders we had, if we’re keen to take what they tried to show us and relearn it in a distinct body of reference, then, to some bizarre diploma, we have now to be pleased about these leaders as a result of they made us higher at what we wished to be as a human and as a pacesetter.”
⚡Be inventive with opening traces however know when to make use of which.
Considered one of Richard’s favourite chilly name opening traces is, “Your mother mentioned I ought to name.” It’s daring, uncommon, humorous, and catches individuals unprepared. However individuals don’t share the identical humorousness, and whereas it’s enjoyable to check out uncommon opening traces, it’s important to find out the proper time, place, and account. ”You bought a listing of 100 accounts, and also you wanna attempt these? Attempt them on 199 and 198. Don’t attempt them on primary. Don’t attempt it together with your fortune manufacturers. Attempt it with the opposite ones for a few causes. You solely get one shot on the massive firms in some instances. And two, you gotta make it sound such as you. And the primary time you do it, you’re going to be nervous. Even in case you follow it 100 occasions, it’s nonetheless going to be nerve-wracking. So don’t attempt it on a very powerful accounts.”
Episode Highlights
Developments in Gross sales in Phrases of Processes, Methodologies, and Philosophies
”My reply is predicated on what I see, expertise, and imagine […] The thought of a course of has gotten extra mainstream credibility as a result of it’s been talked about a lot, and I’ve to credit score social for that, and I’ve to credit score LinkedIn for that.
I’m of the technology the place you didn’t Google s*it. That didn’t exist. I might inform you about having to go to the library and looking out on microfiche for previous newspaper articles. Half of you most likely don’t even know what the f*ck that’s.
The entry to information of this stuff has gotten higher and better. The generational acceptance of discovering and attempting new issues has gotten higher. I noticed it within the millennials, and I’m speaking concerning the earlier millennials. They’d extra entry to data than I ever did, and I used to be jealous. […]
So the method has at all times been there. The entry to it has been there. The info is now higher.”
Some Folks Are Tactical, Others Are Extra Strategic, and Some Are Each
”I’m good at tactical stuff, coming in and grinding on that stuff quicker. I’ve impatience about sitting down with advertising and redefining the lead standards and redefining the definition. I’ll do it, and I’m glad to do it. I get impatient.
That might be a part of my previous age, however I used to be like this at 25. And that is why you have got a superb board of administrators round you personally and professionally to assist on the technique aspect. So I’m slightly biased and predisposed that method as a result of that’s how I function as a human. […]
I do know that there are different people who function strategically first, and I do know there are different nice people who can function strategically and tactically on the similar time.”
Richard’s Favourite Chilly Name Opening Strains
”Considered one of my favorites is from Company Bro. I requested him this query a few years in the past. I mentioned, ‘What’s your favourite line?’ And he goes, ‘Your mother mentioned I ought to name.’ And I used to be like, ‘Oh my God, that’s genius! However what do you do if the particular person’s mom’s deceased or they’re sick?’ He’s like, ‘You apologize and say, ‘Look, I’m simply attempting to sound completely different. It’s a gross sales name. Apologies, right here’s why I’m truly calling you.’’
Or, ‘Oh wow, somebody truly picked up the telephone. You simply made my day.’ […] If you make another person really feel good since you assume they’ve accomplished a pleasant factor, they really feel good and pay attention. […] My different favourite one is, ‘Look, I do know you’re busy. I promise I’ll be transient. If you happen to don’t like what I’ve to say, simply cling up on me.’ […]
I’ve solely received one or two individuals the place I’m aware that perhaps the humor doesn’t work. Then again, I believe it does. […] I can respect anybody who’s received a distinct body of reference than I do.
The stress I really feel is completely different from somebody who has a standard job. So, I’m aware of this, and I’m aware of my snarkiness and my try to be sarcastically humorous and sensible on the similar time that not all people can try this. So, I do wanna be aware of that.”
These Struggling With Impostor Syndrome Are Normally the Ones Who Need to Be The place They Are
”Let’s speak about impostor syndrome. All of us get it. I get it on a regular basis. It’s a part of my psychological well being. And right here’s what I’ve to remind myself: You’ve received the place you’re due to the work you’ve accomplished. You’ve gotten to Gross sales Hacker due to the work you’ve accomplished. Whilst you’ve been at Gross sales Hacker, you’ve earned the proper to run this podcast.”
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