GTM 82: Use These Gross sales Negotiation Ways to Win with Richard Harris

Serving to founders with GTM Methods and instructing gross sales reps methods to earn the appropriate to ask questions, which inquiries to ask, and when is the first driver for Richard Harris. He brings 20+ years of expertise, having accomplished all of the roles – SDR, AE, Supervisor, Director, VP of Gross sales, and Director of Gross sales Ops – to the desk. His shopper listing consists of Zoom, Salesforce, Gainsight and 80+ SaaS start-ups. He’s additionally the Co-Founding father of Surf and Gross sales in addition to the host of the Surf and Gross sales Podcast. 

What You Will Study:

• Key methods for dealing with gross sales negotiations, together with making ready for negotiations with procurement departments, and delivering pricing successfully. 
• Perspective on the way forward for AI within the gross sales trade.
• Widespread errors that Richard sees founders make and methods to keep away from them. 
• The significance of gross sales teaching and position enjoying. 

Highlights:

(5:13) Unveiling Richard’s guide: The Vendor’s Journey.

(10:51) The artwork of negotiation: participating with procurement.

(19:52) Understanding pricing and industrial phrases.

(21:47) The artwork of negotiation: providing reductions. 

(25:31) The way forward for gross sales within the age of AI. 

(31:26) Widespread errors founders make and methods to keep away from them.

(36:44) The significance of coaching and position enjoying in gross sales.

(34:55) One factor income leaders consider to be true that Richard thinks is bull$***.

(36:39) One factor that’s working for Richard in go-to-market proper now.

Visitor Speaker Hyperlinks (Richard Harris):
LinkedIn: www.linkedin.com/in/rharris415/
Cellphone Quantity: 415-596-9149
Ebook: www.thesellersjourney.co/the-sellers-journey-free-preview
Ebook (Amazon): www.amazon.com/Sellers-Journey-Guidebook-N-T-ebook/dp/B0CV32BJ5K
Surf and Gross sales Podcast: www.surfandsales.com/the-surf-sales-podcast

Host Speaker Hyperlinks (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
E-newsletter: thegtmnewsletter.substack.com/

Sponsor:
At this time’s episode is sponsored by Wiza. Should you’ve used big-name prospecting instruments earlier than, you recognize that all of them share one, huge drawback: unhealthy information. These instruments are constructed on static databases, enjoying cat-and-mouse to maintain up with job titles modifications, worker turnover, and bouncing emails. As gross sales professionals and operators ourselves, we would have liked extra. So, we constructed Wiza, the solely prospecting platform that sources and verifies its information in real-time, the second it’s requested, utilizing LinkedIn as its supply of reality.

Wiza presents an accuracy-obsessed B2B contact database with 99% protection of LinkedIn profiles in addition to a robust Chrome extension that works on LinkedIn and with Gross sales Nav. Should you’re combating inaccurate information from clunky database instruments, attempt Wiza without cost in the present day – and see why 300,000+ GTM professionals belief it of their every day prospecting.

The GTM Podcast
Don’t miss The GTM Podcast dropping each Tuesday discussing true tales and experiences together with trials and tribulations within the Go-To-Market world.