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
They appreciate that I'm now able to support them and what they've got to go through internally.
Again, building trust.
Yeah, ROI is really just the religion of insecurity.
And everybody uses it to try and negotiate with salespeople, right?
The CFO loves to use it.
And I said this at fortune companies all the way down to an early stage founder when they asked for an ROI.
I just simply say, when was the last time a salesperson gave you an ROI and you believed their calculation?
And they all laugh.
And now that entire concern is disarmed.
now my job as a salesperson and generally it's before roi conversations occur is that i've done enough discovery to understand what's the economic impact of them making a decision not making a decision how is it going to help them grow their business how much is it going to hurt their business if they don't do it how much is the current process costing them presently so it's not just about like what are the hard costs around
you know, your current way of doing things.
It's like, well, if we get rid of that problem, how much does your company grow by?
And if you grow by 13%, okay, well now what can you do with that growth revenue?
Oh, now you can do that?
Well, what happens if you could hire four more sales?
And so you have to walk them through this economic impact, but you have to ask them the questions so that they're answering with their own numbers.
They can't argue against their own numbers.
They just can't, it's silly.
So this is why I hate the ROI question, the religion of insecurity.
And frankly, in some ways I kind of love it because that's when I know I've got them.
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