57. The Hidden Cost of Selling Too Fast: Slowing Down to Win Big

In today’s fast-paced sales environment, it’s easy to focus on speed — but what’s the cost of moving too quickly? Rich Sander, Commercial Vice President at Smurfit WestRock, joins Harry Kendlbacher for a conversation about why slowing down can actually help you close bigger, more strategic deals. From resisting pressure to pitch too soon to earning trust in highly commoditized markets, Rich shares a refreshingly grounded take on what it really means to lead a sales team that delivers long-term value. They talk about: - The importance of doing real discovery — even when clients think they’ve already solved the problem - How to avoid being reduced to price in a commoditized market - What it means to slow down the sales cycle without losing momentum - Why intentionality, patience, and listening are your best tools in a high-velocity world This episode is for anyone who’s felt the pressure to rush — and is ready to rethink what it takes to win with consistency.