In this episode of the Inspire Sales Podcast, Justin Leigh is joined by Richard Harris, sales trainer, consultant, keynote speaker and author of The Seller's Journey.

With more than 30 years of experience across sales, sales leadership and consulting, Richard brings a refreshing blend of practical wisdom, straight-talking advice and humour to a conversation that explores what it really takes to succeed in modern sales.

Together, Justin and Richard discuss:

• Why discovery remains the most overlooked and underdeveloped skill in sales

• The origins of Richard's NEAT sales framework (Need, Economic Impact, Access to Authority, Timeline)

• Why many sales teams focus on the wrong problems when trying to improve performance

• The growing importance of AI and how sales professionals can make it a genuine partner in their daily workflow

• The decline of human-to-human communication skills and its impact on sales effectiveness

• Why coaching, reinforcement and repetition are essential for long-term behavioural change

• How sales leaders can help their teams build lasting sales skills rather than temporary knowledge

• The psychology behind influence, persuasion and human behaviour

Richard also shares his journey from corporate sales leadership to building a successful consulting business, along with practical advice for sales professionals at every stage of their careers.

One of the most powerful messages from this episode is surprisingly simple:

Invest just 15 minutes each week developing your sales craft.

Small, consistent improvements create extraordinary long-term results.

Whether you're a sales professional, sales leader, business owner or someone looking to improve your ability to influence and communicate, this episode is packed with practical insights you can apply immediately.

Connect with Richard Harris:

📧 richard@theharrisconsultinggroup.com

🔗 LinkedIn:
https://www.linkedin.com/in/rharris415/

🌐 Website:
https://theharrisconsultinggroup.com/

📖 Book:
The Seller's Journey

Connect with Justin Leigh:

https://linktr.ee/JustinLeigh

If you enjoyed this episode, please subscribe, share it with your network and leave a review. It helps us continue bringing world-class sales conversations to more listeners.

🎯 Want to understand your own sales strengths and development areas?

Take the free Sales Acceleration Scorecard:
https://salesacceleration.scoreapp.com/

In this episode of the Inspire Sales Podcast, Justin Leigh is joined by Justin Shriber — CEO and co-founder of Terrett — for a bold and thought-provoking conversation about AI, sales leadership, and the future of revenue organisations.

Drawing on experience from companies including McKinsey, Siebel, Oracle and LinkedIn, Justin Shriber shares why he believes the traditional CRO role is rapidly evolving — and why many current sales structures simply won’t survive the pace of AI-driven change.

Together, Justin and Justin explore:

• Why traditional sales leadership models are under pressure
• How AI is transforming coaching, enablement and sales execution
• The challenge of changing sales behaviours at scale
• Why most sales training fails due to the “forgetting curve”
• The rise of self-directed “autodidacts” in modern organisations
• How AI can dramatically reduce operational complexity in sales teams
• The risks of poor AI implementation inside enterprise organisations
• Why businesses should focus on adaptability over rigid sales processes
• The future of RevOps, enablement and sales management
• Why Justin Shriber believes traditional frameworks like MEDDIC are becoming outdated

The conversation also dives into practical AI deployment, including real-time coaching, call intelligence, contextual prompting, security considerations, and the importance of combining human expertise with AI systems intelligently.

This is an energetic, challenging and highly relevant discussion for sales leaders, CROs, founders, revenue teams and anyone trying to understand where AI is taking modern selling.

If you’re serious about the future of sales performance, this episode will make you think differently.

Connect with Justin Shriber:
[Insert LinkedIn]
[Insert Website]

Connect with Justin Leigh:
https://linktr.ee/JustinLeigh

If you enjoyed this episode, please subscribe, share the episode with your network, and leave a review — it helps us continue bringing world-class sales conversations to more listeners.

If you enjoyed this episode, please subscribe, share it with your network, and leave a review — it helps us continue bringing world-class sales conversations to more listeners.

If you’re serious about accelerating sales performance and identifying the biggest opportunities in your sales approach, take Justin Leigh’s free Sales Acceleration Scorecard here:

⁠https://salesacceleration.scoreapp.com/⁠

The scorecard helps sales professionals and leaders uncover strengths, blind spots and key development areas across mindset, skills and sales execution.

In this episode of the Inspire Sales Podcast, Justin Leigh is joined by Hannah Ajikawo — CEO of Revenue Funnel and one of the most forward-thinking voices in modern B2B sales and AI-powered growth.

With nearly two decades of experience spanning SaaS, startups, sales leadership and AI consulting, Hannah shares her journey from traditional software sales into the rapidly evolving world of AI-enabled business growth.

Together, Justin and Hannah explore:

• Why many organisations still struggle to adopt AI effectively
• The biggest mistakes sales teams make when trying to generate growth
• Why “more leads” is rarely the real problem
• How AI tools like Claude, Gemini, Manus, Cassidy and Relevance AI are changing the way sales professionals work
• The importance of research, context and deep customer understanding
• Why follow-up discipline remains one of the greatest differentiators in sales success
• How businesses can use AI to create value rather than noise
• The future of sales enablement, revenue operations and human expertise.

Hannah also shares practical advice for sales leaders and professionals looking to embrace AI without losing the human connection that sits at the heart of great selling.

This is an insightful, honest and highly practical conversation about the future of sales, business growth and the mindset required to stay relevant in a rapidly changing world.

If you're in sales, leadership, business development or revenue growth — this episode is packed with actionable insights you can apply immediately.

Connect with Hannah Ajikawo:
LinkedIn: https://www.linkedin.com/in/hannah-ajikawo/
Website: https://revenuefunnel.co.uk/

Connect with Justin Leigh:⁠https://linktr.ee/JustinLeigh

If you enjoyed this episode, please subscribe, share it with your network, and leave a review - it really helps us reach more people who want to grow.

If you'd like to take the Sales Acceleration Scorecard, it's completely free.

Here's the link:

https://salesacceleration.scoreapp.com/

Wishing you extraordinary sales success.