#58 Richard Harris - The Importance Of Systems In A Sales Team & How To Be More Concise

Episode 60!Just Sandy on this one, going through the top 5 lessons from the previous 10 episodes, and there are some good ones!As Pitstop has pivoted into the sales industry with our solution, that's been reflected in the guests we're having on the podcast. Whilst they're still experts, coaches and leaders, they're orientated within the sales industry and it's been a real masterclass!Expect to learn:Why talking less and listening more will help you get more salesWhy nobody cares about your product, only about the problems it can solve in their livesThe importance of staying authentic to yourself, even if it means going off-scriptAnd much more.Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Mark Colgan is a sales coach and consultant helping B2B businesses improve their sales pipeline and fix their broken outbound processes.Joining us to talk all about this, Mark shared the best pieces of advice he's received, why training and coaching is so important for all levels within a sales team and where he thinks AI truly should fit into an organisation.Expect to learn:How to stand out from all the noise in your prospects inboxWhy being authentic is so important for your confidence in callsWhy Ai can't fix all your problems and you need to address your systems first before implementing itThe importance of building a good culture within your teamWhy knowing your ICP is so essential for successAnd much more.Follow Mark on Linkedin here - https://www.linkedin.com/in/outboundsalestech/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Richard is a sales coach, consultant and founder of The Harris Consulting Group. He is also a podcaster and leads retreats in Costa Rica called 'Surf & Sales' for people in the industry to disconnect, find community and enjoy life outside the office.Joining us to talk all things systems and how to build a better one in your sales organisation, he explained why less is often more, the importance of disconnecting in order to connect better and much, much more.Expect to learn:The meaning behind his quote ‘Remember, nobody cares what you do, they only care what pains you solve’ and why more sales reps need to remember this.Why talking 25% less on your calls will help you to close more dealsThe importance of focusing on the pains your customer has rather than just the solution you offerWhy being empathetic and authentic is so important when it comes to reading your 'script' on callsHow to park your ego and build connection to win more dealsWhy all sales people should get into surfing!And much more.Follow Richard on Linkedin here - https://www.linkedin.com/in/rharris415/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

David Angel is a sales and business coach at TUSTA (The ultimate sales training academy), podcast host and TEDx speaker.Joining us to talk all things sales and the advice he gives to founders and teams on how to get better, David talked us through what's going in the industry and how you can zag when everyone else continues to zig.Expect to learn:What 'unconscious competence' is and how you can achieve itWhy starting small and 'just doing 1' is such an effective method of improving your lifeThe issues sales teams are running into and how to avoid themWhy selling is all about helping others and how that can help you sell betterThe impact of AI and how you can use it effectively And much more.Follow David on Linkedin here - https://www.linkedin.com/in/davidthesalesangel/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Richard Blundell is an author, GTM mentor and founder of Vencha. After our founder Emmett read Richard's book 'The Go To Market Handbook For B2B SaaS Leaders', we invited Richard onto the podcast to talk all things GTM, strategy and how to make your business stand out among all the noise in 2026.Expect to learn:How to find the right tactics for the right time in a businesses journeyWhy selling to everyone in 2026 is foolish and how to zero in on your ICPThe 'virtual theatre' analogy and how to fill yours with economic buyersWhy sales is so often the scapegoat for problems upstream in a business and how to spot themThe state of AI in 2026 and how it's affecting the SaaS industry and how to use it to maximise your opportunityAnd much more.Follow Richard on Linkedin here - https://www.linkedin.com/in/richardblundell/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Hannah Ajikawo is the founder of Revenue Funnel, a company helping B2B companies improve their GTM and sales efforts.Joining us to talk all things sales and how sales teams operate and can improve themselves and in turn, the results they generate, Hannah shared her insights from over a decade in the industry.Expect to learn:Why being yourself instead of reading the script will lead to more success in salesWhy doing more doesn't always mean achieving more and how to be more deliberate with your timeThe importance of trusting yourself and building that trust with your team and buyersThe impact of coaching on sales teamsAI's growing role in sales orgs and how the industry will change in the next few yearsAnd much more.Follow Hannah on Linkedin here - https://www.linkedin.com/in/hannah-ajikawo/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Morgan Cummins is the Co Owner of TalentHub and is known as 'The Mindful Recruiter'.Joining us to talk all things career, recruitment and how to make the right decisions when it comes to your career, Morgan explained why it's important to be so mindful and the power of slowing down, especially at the start of a new year.Expect to learn:How to properly reflect on the past and use it to move forwardThe importance of slowing down to move towards your goalsHow to properly prepare for a leadership role in your careerCreating a better culture within yourself that you can bring to any job roleHow to utilise fear and control itAnd much more.Follow Morgan on Linkedin here - https://www.linkedin.com/in/morgancummins12/Find out more about Pitstop and how we can help your sales team here - https://www.takeapitstop.com

Zac Lambrecht is a life coach and parenting coach helping families to connect better with each other and mentoring young people to achieve their full potential.Coming on to share his insights on how we can better improve the way you relate to your kids, Zac gave us the tips and tricks to make sure you're fully being present for them. Expect to learn:Why connection over correction is so important The HALT method and how it can help you build stronger bondsWhy young men are so lost at the moment and how you can help the ones in your lifeThe importance of listeningWhy self confidence is essential and how to empower children to increase theirsAnd much moreFollow Zac on Linkedin here - https://www.linkedin.com/in/zac-lambrecht-54615522b/Download our app and learn more about Pitstop’s AI Avatar coaching below:https://www.takeapitstop.comhttps://apps.apple.com/gb/app/pitstop-mens-health/id6470808583https://play.google.com/store/apps/details?id=com.pitstopdev.pitstopapp&pcampaignid=web_share

Joel Feren is a Nutritionist, Dietician and speaker helping people to have better relationships with food and their nutrition.When it comes to food, we all know that one size doesn't fit all, we all need different things and have our own relationship with eating. This was something Joel really highlights in his work and how he creates an accessible environment when it comes to coaching people on their diet.Expect to learn:How to view food as more than just fuel and a way to be productive The importance of the small changes to build sustainable long term changesHow to shift your mindset from crash dieting to more sustainable habitsCulture's effect on our eating habits and relationship with foodHow sentimental food can be and why to embrace thatAnd much moreFind out more about Joel here. - https://joelferen.com.auDownload our app and learn more about Pitstop’s AI Avatar coaching below:https://www.takeapitstop.comhttps://apps.apple.com/gb/app/pitstop-mens-health/id6470808583https://play.google.com/store/apps/details?id=com.pitstopdev.pitstopapp&pcampaignid=web_share

Dr Angela Holliday Bell is a physician, sleep specialist and coach, speaker and author.Joining us to talk all thing sleep, Dr. Angela shared her personal journey dealing with insomnia and how that impacted the work she does today, as well as dispelling myths around alcohol, supplements, emerging tech, naps and how they all affect our sleep. Expect to learn:Why one size doesn't fit all when it comes to sleep and you need to figure out what works for your lifestyleThe importance of a bedtime routine for better sleepThe positives/negatives of napping The framework to turn knowledge into active habitsThe importance of circadian rhythmAnd much moreFollow Dr Angela here - https://www.instagram.com/thesleep_md/?hl=enDownload our app and learn more about Pitstop’s AI Avatar coaching below:https://www.takeapitstop.comhttps://apps.apple.com/gb/app/pitstop-mens-health/id6470808583https://play.google.com/store/apps/details?id=com.pitstopdev.pitstopapp&pcampaignid=web_share