Summary/Abstract Richard Harris is the owner and founder of the Harris Consulting Group, as well as the co-founder of Surf and Sales. He is also a five-time AAiSP Top 25 Most Influential Inside Sales Professional two times Salesforce Sales Leader. In the podcast, Jax and Richard discuss the early stages of SaaS startups, and how Richard is able to help them grow.  They also talk about the importance of microdoses in the sales process, and how they can help keep top of mind for potential customers.  Richard is a sales trainer, startup adviser, and trusted sales professional. He has always wanted to be in management and sales, and he started his company about ten years ago based on a startup he was working for.  Richard describes how he teaches sales reps how to earn the right to ask questions, which questions to ask, and when to do it from a sales training perspective.   If you're an upcoming Account Executive, this is an episode you don't wanna miss. Key Takeaways: Upfront Contract Sales Methodologies Mental Health Connect with Richard Harrison on LinkedIn https://theharrisconsultinggroup.com/