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
And I would say that about any music, but it's a little less of a structured process when you think about jazz.
And so I was trying to differentiate myself, to be honest with you.
Like, why was I doing this?
Because, look, there's enough acronyms.
There's MEDIC and BANT and SPIN and, you know, not a lot's changed since Mesopotamia.
We're all just trying to, like, sort of position ourselves.
And my approach was that...
it's never the same conversation twice in the exact same order.
So to sort of follow some acronym specifically to an order, it doesn't necessarily make sense in the common sales world.
And so, because I had an N and an E, I was like, oh, it could be like a compass.
And frankly, you can start anywhere on a compass, right?
Like you got to start to get your direction and it could be need, it could be economic impact, which is the E. Then there's access to authority and timeline.
And those are the,
Those are the things you need in any sales cycle and any deal.
But you don't always start with need.
And you don't always know that you're talking to the right person.
You don't even know if the person you're talking to can get you access to the right person.
So that's why it became a compass.
And that's where it came from.
Yeah, I'm very transparent about this.
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