Richard Harris on Prospecting, Referrals, and Modern Sales

In this episode of Founders Future, with host Milan Kohut, we’re joined by Richard Harris, Founder of Harris Consulting Group and creator of the NEAT Selling framework. Richard shares how an unexpected career turn—getting laid off—led him into consulting, ultimately building a successful business rooted in decades of sales experience. From working his first sales job at The Gap to advising top companies like Salesforce and Zoom, Richard walks us through how he carved his own path in the world of B2B sales.He dives into the realities of building a consulting business, including the decision between scaling a company versus maintaining a lifestyle business. Richard also shares practical insights on client acquisition, emphasizing referrals, consistent outreach, and meeting your audience where they are. Beyond strategy, he opens up about mindset—imposter syndrome, staying consistent, and pushing beyond comfort zones—as he sets a bold goal to double his revenue while continuing to evolve alongside trends like AI.