Gross sales groups use varied methodologies, together with MEDDIC, MEDDPIC, and NEAT, and infrequently change between them primarily based on the dominant pattern. However, as our visitor Richard Harris says, one measurement doesn’t match all, and it’s not so simple as rip-and-replace if a course of doesn’t convey rapid 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 dangerous leaders.
Richard could be the founding father of The Harris Consulting Group, however he’s nonetheless preventing impostor syndrome. In consequence, he reminds everybody — together with himself — to be type and pleasant to themselves, prioritizing self-care and psychological well being.
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💡 Identify: 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 primarily based 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 strategy could also be fruitful, a brand new government, particularly one who’s coming from one other firm, often brings their strategies and processes, and it might be a waste of time and sources to exchange the prevailing ones with these. ”In case you’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 If the outdated system isn’t working, there’s in all probability a superb probability it’s as a result of it wasn’t outlined with the appropriate exit standards, and extra importantly, it wasn’t coached commonly sufficient. So if MEDDIC works for you, then keep it up. Don’t rip and change and put NEAT within the system, or every other course of.”
⚡Individuals go away managers, not corporations.
However even a awful chief can educate you loads. After all, all of us want a supervisor who’s a coach and a mentor. However sadly, it’s nearly unattainable to not come throughout somebody who could also be an professional of their subject however is just not a superb chief. Nonetheless, 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 unique body of reference, then, to some bizarre diploma, we now have to be grateful for 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 strains however know when to make use of which.
One in every of Richard’s favourite chilly name opening strains 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 strains, it’s vital to find out the appropriate time, place, and account. ”You bought a listing of 100 accounts, and also you wanna strive these? Strive them on 199 and 198. Don’t strive them on primary. Don’t strive it together with your fortune manufacturers. Strive it with the opposite ones for a few causes. You solely get one shot on the large corporations 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 observe it 100 instances, it’s nonetheless going to be nerve-wracking. So don’t strive it on crucial accounts.”
Episode Highlights
Developments in Gross sales in Phrases of Processes, Methodologies, and Philosophies
”My reply relies 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 era the place you didn’t Google s*it. That didn’t exist. I might let you know about having to go to the library and looking out on microfiche for outdated newspaper articles. Half of you in all probability don’t even know what the f*ck that’s.
The entry to information of these items has gotten higher and larger. 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. That they had 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 Individuals Are Tactical, Others Are Extra Strategic, and Some Are Each
”I’m good at tactical stuff, coming in and grinding on that stuff sooner. I’ve impatience about sitting down with advertising and redefining the lead standards and redefining the definition. I’ll do it, and I’m pleased to do it. I get impatient.
That may very well be a part of my outdated age, however I used to be like this at 25. And because of this you could have a superb board of administrators round you personally and professionally to assist on the technique aspect. So I’m a bit of biased and predisposed that approach 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 identical time.”
Richard’s Favourite Chilly Name Opening Traces
”One in every 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 individual’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 really calling you.’’
Or, ‘Oh wow, somebody really picked up the telephone. You simply made my day.’ […] Whenever you make another person really feel good since you assume they’ve achieved 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. In case you don’t like what I’ve to say, simply cling up on me.’ […]
I’ve solely acquired one or two individuals the place I’m aware that perhaps the humor doesn’t work. Alternatively, I feel it does. […] I can respect anybody who’s acquired a unique body of reference than I do.
The strain 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 clever on the identical time that not everyone can do this. So, I do wanna be conscious of that.”
These Struggling With Impostor Syndrome Are Often the Ones Who Should Be The place They Are
”Let’s discuss 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 acquired the place you might be due to the work you’ve achieved. You’ve gotten to Gross sales Hacker due to the work you’ve achieved. When you’ve been at Gross sales Hacker, you’ve earned the appropriate to run this podcast.”
