

How to Make an Established Process Work Instead of Replacing It With a Trendy One
Jun 7, 2023
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Richard Harris's Sales Origin Story
- Richard Harris knew he wanted to be in sales from a young age, starting at The Gap in high school.
- After working various sales jobs and a layoff, consulting opportunities led him to found his own sales consulting company.
Consistent Process Beats Trendy Switches
- Sales process methodologies like MEDDIC, MEDDPIC, and NEAT have been around for a long time, but method access and acceptance have increased.
- The key is consistent exit criteria and coaching, not swapping methodologies hastily, to drive revenue growth.
Test Cold Call Openers Gradually
- Try humorous and unconventional cold call openers to stand out, but test them on lower-priority accounts first.
- Practice cold opens to suit your style before using them on key targets.