GTM 82: Use These Sales Negotiation Tactics to Win with Richard Harris

The GTM Podcast

Helping founders with GTM Strategies and teaching sales reps how to earn the right to ask questions, which questions to ask, and when is the primary driver for Richard Harris. He brings 20+ years of experience, having done all the roles - SDR, AE, Manager, Director, VP of Sales, and Director of Sales Ops - to the table. His client list includes Zoom, Salesforce, Gainsight and 80+ SaaS start-ups. He is also the Co-Founder of Surf and Sales as well as the host of the Surf and Sales Podcast.

What You Will Learn:

• Key strategies for handling sales negotiations, including preparing for negotiations with procurement departments, and delivering pricing effectively.
• Perspective on the future of AI in the sales industry.
• Common mistakes that Richard sees founders make and how to avoid them.
• The importance of sales coaching and role playing.

Highlights:
(5:13) Unveiling Richard's book: The Seller's Journey.

(10:51) The art of negotiation: engaging with procurement.
(19:52) Understanding pricing and commercial terms.
(21:47) The art of negotiation: offering discounts.
(25:31) The future of sales in the age of AI.
(31:26) Common mistakes founders make and how to avoid them.
(36:44) The importance of training and role playing in sales.
(34:55) One thing revenue leaders believe to be true that Richard thinks is bull$***.
(36:39) One thing that is working for Richard in go-to-market right now.

Guest Speaker Links (Richard Harris):
LinkedIn: www.linkedin.com/in/rharris415/
Phone Number: 415-596-9149
Book: www.thesellersjourney.co/the-sellers-journey-free-preview
Book (Amazon): www.amazon.com/Sellers-Journey-Guidebook-N-T-ebook/dp/B0CV32BJ5K
Surf and Sales Podcast: www.surfandsales.com/the-surf-sales-podcast
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsor:
Today’s episode is sponsored by Wiza. If you’ve used big-name prospecting tools before, you know that they all share one, massive problem: bad data. These tools are built on static databases, playing cat-and-mouse to keep up with job titles changes, employee turnover, and bouncing emails. As sales professionals and operators ourselves, we needed more. So, we built Wiza, the only prospecting platform that sources and verifies its data in real-time, the moment it’s requested, using LinkedIn as its source of truth.
Wiza offers an accuracy-obsessed B2B contact database with 99% coverage of Li

The GTM Podcast
Features conversations with well-known tech executive, VC, and founders - the expert operators in the trenches who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories, revealing expert insights around what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund - sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350 of the best go-to-market executives.
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