Richard Harris
speaker
681 appearances
3 recordings
3 series
first heard May 2021
last heard 14 Feb
Richard Harris’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 2 in all, peaking in Feb 2026 with 1.
Appearances
What's the detrimental fallout, right?
What happens if it does occur by July 1st?
So you sort of have this list of questions so that you don't get, you know, the phrase is called happy years.
I don't think I created it.
I know I didn't create it, but it's like so often we hear what we want to hear, not what needs to be heard.
So we hear that someone says July 1st and we think we've got a line in the sand.
We think we're going to close a deal by June 30th, when in fact, we need to ask more questions around what happens when that happens.
Who else is involved in the process?
Who are going to be the skeptics?
Who else is going to look through it?
How long does the vendor approval process take?
How long does the contract review process take?
How long does the procurement process?
There's all these things that do overlap to different parts of the sales process, but they all help center around this concept of timeline.
So I try to bucket those things so that when that topic comes up, I don't just sort of get happy ears and move along to the next thing thinking I've got it.
Yeah, so I don't think you need to get decision makers early on, because you're never going to get to them.
Every decision is a group decision.
Every decision has several committees involved.
And you've got to figure out who the skeptics are.
So like in a first conversation, my first conversation, you know, I will turn around and say, Hey, look, seems like this is a good conversation.
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