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 carry quick 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 will study loads, even from unhealthy leaders.
Richard stands out as the founding father of The Harris Consulting Group, however he’s nonetheless combating impostor syndrome. Consequently, he reminds everybody — together with himself — to be variety and pleasant to themselves, prioritizing self-care and psychological well being.
Hear👇
Watch it right here 👇
Visitor-at-a-Look
💡 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 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 great 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 govt, particularly one who’s coming from one other firm, often brings their strategies and processes, and it might be a waste of time and assets to interchange the prevailing ones with these. ”If you happen to’re utilizing MEDDIC, don’t rip and exchange 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 great probability it’s as a result of it wasn’t outlined with the precise 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 exchange and put NEAT within the system, or some other course of.”
⚡Individuals depart managers, not firms.
However even a awful chief can train you loads. In fact, all of us want a supervisor who’s a coach and a mentor. However sadly, it’s virtually not possible to not come throughout somebody who could also be an skilled of their discipline however just isn’t a great chief. Nonetheless, as Richard advises, ”These crappy managers and leaders we had, if we’re prepared to take what they tried to show us and relearn it in a distinct body of reference, then, to some bizarre diploma, we now have 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 artistic 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 stated 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 essential to find out the precise time, place, and account. ”You bought a listing of 100 accounts, and also you wanna attempt these? Strive them on 199 and 198. Don’t attempt them on primary. Don’t attempt it along with your fortune manufacturers. Strive it with the opposite ones for a few causes. You solely get one shot on the large firms in some circumstances. 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
Tendencies in Gross sales in Phrases of Processes, Methodologies, and Philosophies
”My reply relies on what I see, expertise, and imagine […] The concept 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 inform you about having to go to the library and searching 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 these items has gotten higher and higher. The generational acceptance of discovering and making an attempt 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 comfortable 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 for this reason you may have a great board of administrators round you personally and professionally to assist on the technique facet. So I’m a bit biased and predisposed that means 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
”One in every of my favorites is from Company Bro. I requested him this query a few years in the past. I stated, ‘What’s your favourite line?’ And he goes, ‘Your mother stated 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 making an attempt to sound totally 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 suppose they’ve executed 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 temporary. If you happen to don’t like what I’ve to say, simply cling up on me.’ […]
I’ve solely obtained 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 obtained a distinct body of reference than I do.
The strain I really feel is totally 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 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 obtained the place you’re due to the work you’ve executed. You’ve gotten to Gross sales Hacker due to the work you’ve executed. Whilst you’ve been at Gross sales Hacker, you’ve earned the precise to run this podcast.”
