Top Insights From the Best: Richard Harris

Richard Harris has 20+ years of sales and SaaS experience. Richard has worked at or as an adviser or consultant with Visa, Google, Zoom, PagerDuty, Headspace, and Gainsight. 
He also hosts "The Surf & Sales" podcast with Scott Leese. 

Richard has been named a Top 25 Inside Sales Professional by the American Association of Inside Sales for the last four years and has been voted as a Top 10 Sales Development Leader by Inside Sales and Sales Hacker. He has also been published in Huffington Post, Inc, and most recently NBC News.  

In this episode:

- Richard's "best sales question ever"

- The RESPECT Contract in sales

- Trust / Circle of Trust

- Earning "the right to ask"

- Nuggets on sales questions to ask

- Getting "Access to Authority" and Richard's key question to ask

- The difference between Discovery & Qualification in sales

- How PE and VC investors can better prospect to source deals

- A tactical advice to improve your mental health in sales and reduce stress going into Q4

- Wanting to talk to @Manny Medina, CEO of Outreach & @Henry Schuck, CEO of ZoomInfo