“I have a firm belief that there’s no such thing as a buyer’s journey. There’s only a seller’s journey, right? There’s a buyer’s experience.” – Richard Harris

“you’re saying that just because the customer said yes to a meeting, it doesn’t mean we earned the right to ask questions?” Ramzi Marjaba

“Look, I think. And I say this to, I don’t care what industry you’re in or I don’t care if you’re in marketing, IT, whatever, everybody’s in sales.” – Richard Harris

“SEs don’t ask about budget or if the CFO is going to sign on this, but we do ask questions that kind of open up the kimono where we are highlighting their faults and weaknesses and their mistakes that they’ve done so far” – Ramzi Marjaba

“I don’t like that kind of stuff. So first thing is salespeople got to relax. Take control or I’m sorry, let go of control.” – Richard Harris

“We love to go tell everybody about the food poisoning story we got at the really nice restaurant that one time. But we don’t ever tell the other four restaurants we’ve been to in the last month.” – Richard Harris

“Well, why is it a problem? Why don’t you like it that way? Like, what’s it preventing?” – Richard Harris about objections

“It’s not our job in sales to get people to fall in love with us. It’s our job to get them to fall in trust with us.” – Richard Harris