Richard works with some of the top companies in the world like Zoom, Visa, Google Cloud, and many more.
In this talk, Richard will share why call scripts work, the mental game of sales, and the psychology of prospecting.
Richard brings 20+ years of sales and Saas experience working with companies like Google, Zoom, Pandora, Visa, Pager Duty, Gainsight, and others to the table when teaching about sales.
His passion is helping companies close the gap between the old school feature and benefits approach to focus on earning the right to ask questions, which questions to ask and when to do it. Richard believes success comes when people stop talking about what they do and get them to start talking about the pains they solve. He ties all this together by focusing on a more relaxed conversational selling style that helps people go from strangers to acquaintances to trusted business allies.
Richard has been named a Top 25 Inside Sales Professional by the American Association of Inside Sales for the last 4 years. As well as a Top 10 Sales Development Leader as voted by Inside Sales and Sales Hacker. Published in Huffington Post, Inc, and most recently NBCNews
Richard lives in Northern California with a wife, Cathy, 2 boys, Riley (12) and Bodhi (10), and their dog Lola (2)