In this episode of Tech Sales Insights, Randy Seidl interviews Richard Harris, the author of the upcoming book, "The Seller's Journey." In this episode, they delve into the intricacies of sales, from the importance of understanding the buyer's journey to the art of respecting contracts. Richard shares insights from his extensive experience in sales training and go-to-market strategies, providing valuable tips for both seasoned professionals and newcomers to the field. KEY TAKEAWAYS Navigating the Sales Landscape: Understand the nonlinear nature of the sales process and the importance of having a clear map and compass to guide your journey. Personalization in Sales: Recognize that sales is inherently personal and learn how to effectively connect with prospects on a human level. Respect Contracts: Embrace the concept of respect contracts to set expectations, maintain control of conversations, and foster mutual understanding with prospects and clients. QUOTES "There is no such thing as a buyer's journey. It's all about the buyer's experience through a seller's journey." "Sales is always personal. Don't pretend rejection doesn't sting; acknowledge it and learn from it." "Respect contracts are the foundation of effective communication in sales, setting the tone for productive conversations." Find out more about Richard Harris through the links below: LinkedIn: https://www.linkedin.com/in/rharris415/ The Seller’s Journey Book by Richard Harris: https://a.co/d/8B9TA9s This episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/ Spotlight: https://www.Spotlight.ai/