The GTMnow Podcast

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

Jun 7, 2023
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ANECDOTE

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.
INSIGHT

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.
ADVICE

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.
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