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Richard, a sales legend and founder of the Harris Consulting Group, shares his personal journey of becoming a consultant after being let go from his previous job during the 2008 financial crisis.

He discusses the challenges he faced in finding new employment and how he secured his first clients through networking. Richard also reflects on the evolution of prospecting and soft skills in sales over the past decade and shares insights on setting expectations for fractional sales roles.

He emphasizes the importance of clear communication and adapting to changing circumstances. Richard also touches upon the challenges of ineffective leadership in sales roles and the importance of hiring the right sales leadership for startups.

He shares about his new book, "The Seller's Journey", and shares how he feels as though the buyer is the one we think about when crafting our message, but the journey is really in that of the seller. Throughout the conversation, Harris emphasizes the importance of resilience, adaptability, and effective communication in sales.During today's show,

Richard shares his secrets on:

- the importance of soft skills in conversation

- digging out of an economic crisis & leveraging a network

- setting expectations in a fractional consulting role

Any founder, entrepreneur, or business leader can steal the lessons Richard shares in this episode and use them for their own success.

Follow Richard - https://www.linkedin.com/in/rharris415/

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