Ep. 49 Why Sales Success Starts with Trust, Not Tactics with Richard Harris

In this episode, Heidi and Richard Harris dive into the shifting world of sales and what it takes to succeed today. He breaks down some of the most common mistakes sales teams make and explores how AI is changing the sales process. Richard emphasizes the critical role of communication skills, especially for younger professionals who may find face-to-face interactions more challenging.

The conversation also explores how AI can boost efficiency without losing the human connection that’s essential for building strong client relationships. Richard shares his thoughts on how buyer expectations have evolved and why trust and overall experience now matter more than the traditional buyer’s journey.

Beyond tactics, Richard opens up about the mental health challenges many sales professionals face and why creating a supportive, understanding environment is more important than ever. He also reflects on his own business journey, the ups and downs of growth, and what works when it comes to building visibility through smart marketing.

The message to listeners is clear: embrace your unique voice, share your knowledge, and don't wait to put yourself out there.

BIO

Richard Harris is a multi-award-winning sales leadership expert and trainer who has fundamentally reshaped how modern companies approach sales conversations and customer engagement. As the founder of The Harris Consulting Group, he has earned recognition as a 4-time Salesforce Sales Leader and 5-time AAiSP Top Sales Leader for his innovative "Earn The Right" methodology, which transforms how sales teams navigate customer relationships and drive revenue.

His client portfolio spans Fortune 500 enterprises like General Electric, Visa, and Salesforce to high-growth startups such as Dusty Robotics and Lattice, demonstrating the versatility and effectiveness of his approach across different business scales. His training programs, focused on strategic questioning techniques and authentic customer journey development, have become particularly vital for organizations looking to strengthen their SDR, BDR, Account Executive, and Customer Success teams.

Beyond his consulting work, Harris is the co-founder of Surf and Sales and has established himself as a prominent voice in the sales community through his widely-followed podcast of the same name, which has aired over 400 episodes. His thought leadership and expertise have made him a sought-after guest speaker on numerous business and sales podcasts.

A passionate advocate for mental health awareness in sales, Harris balances his professional achievements with his role as a husband and father of two sons. His approach to sales leadership emphasizes both high performance and human-centric values, making him one of the most respected voices in modern sales transformation.

To connect with our guest, click on the links below:

LinkedIn:  https://www.linkedin.com/in/rharris415/

Website:  www.theharrisconsultinggroup.com

Call/Text:  (415) 596-9149

Connect with me:

Spotlight to Scale: Spotlight to Scale Blueprint

LinkedIn: https://www.linkedin.com/in/heidischalkcoaching/