322: The Seller’s Journey - with Richard Harris

Scale Your SaaS

EPISODE SUMMARY
In today’s rapidly evolving software sales environment, mastering the art of sales is more crucial than ever. This week on "Scale Your SaaS," host Matt Wolach and guest Richard Harris, founder of The Harris Consulting Group and a renowned sales influencer, discuss innovative approaches to selling that can significantly enhance your software sales strategy. Learn how to make your sales process not only effective but also profoundly impactful here.

PODCAST-AT-A-GLANCE

Podcast: Scale Your SaaS with Matt Wolach

Episode: Episode No. 322, “The Seller’s Journey - with Richard Harris”

Guest: Richard Harris, Founder at The Harris Consulting Group

Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor

Sponsored by: Leadfeeder

TOP TIPS FROM THIS EPISODE

• 1. Embracing the Sellers' Journey
• 2. Tactics Over Features
• 3. Demos Shouldn’t Be Training Sessions
• 4. The Importance of Mental and Emotional Preparation

EPISODE HIGHLIGHTS

• Changing the Sales Paradigm
• Negotiating with Procurement

TOP QUOTES
Richard Harris

[06:25] “I titled the book, 'The Sellers Journey,' because I don't believe that there's a buyer's journey... There's a buyer's experience through the seller's journey."

[17:17] "Talk about the pain you solve, not what you do. Nobody cares what you do; they care what pains you solve."
Matt Wolach

[17:43] "The truth is, tweaking and refining our approach can lead to perfection in how we handle sales processes.”

[25:46] "Even the best, the reason that they're the best, is because they work the hardest to continue to improve to continue to be the best."

LEARN MORE

To learn more about The Harris Consulting Group, visit: https://theharrisconsultinggroup.com/

You can also find Richard Harris on LinkedIn: https://www.linkedin.com/in/rharris415/

For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.

Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/

Get even more tips by following Matt elsewhere:

• Sales Tips
• LinkedIn
• Twitter
• Instagram