Founder Interview Video
How The Harris Consulting Group Built a Boutique Sales Consulting Practice Serving SaaS Leaders (Interview with Richard Harris)
Chapters
- 0:00Introduction and Background
- 0:52Richard's Reaction to Being on the Show
- 0:59Getting In Early With Gainsight
- 2:55Current Engagement Model and Pricing
- 4:51Client Capacity and Business Philosophy
- 5:55NEAT Selling and the Book in Progress
- 6:30Hire the Closer First, Build the Process Later
- 9:37Should Founders Do the First Million in Sales
- 10:50Hiring the First Sales Rep
- 12:20ACV Thresholds for Inside Sales
- 14:14SaaS Clients He Has Worked With
- 14:41Expansion Revenue: AE vs CSM Responsibility
- 16:07Group vs Individual Quotas for Expansion
- 17:46Famous Five Rapid Fire
- 18:35What Richard Wishes He Knew at 20