Amotions AI Fireside Chat on Good Discovery with Sales Coach Richard Harris 05 2025 Live Sales Coach
Posted on February 13, 2026
by Amotions AI Team
Watch: Amotions AI Fireside Chat on Good Discovery with Sales Coach Richard Harris 05 2025 Live Sales Coach
A fireside chat on “good discovery” with Richard Harris and Amotions AI founder Pianpian Guthrie.
Discovery Questions You Want Your Team to Ask
In this fireside chat, Pianpian, Founder and CEO of Amotions AI, interviews Richard Harris, founder of Harris Consulting Group and author of The Seller’s Journey.
The discussion centers on what “good discovery” means in sales, common pitfalls, and how leaders can coach teams to improve performance.
Amotions AI’s mission to provide real-time, emotionally intelligent coaching during live sales calls closely aligns with Harris’s philosophy of earning the right to ask better questions.
About Richard Harris
Richard brings 20+ years of experience across SDR, AE, Manager, Director, VP of Sales, and Director of Sales Ops.
His client list includes Zoom, Salesforce, Human Interest, Dusty Robotics, Gainsight, and more. He is also the co-founder of Surf and Sales.
Helping founders with GTM strategies and teaching sales reps how to earn the right to ask questions, which questions to ask, and when is a primary driver for Richard.
About Amotions AI
Amotions AI provides real-time AI coaching live in calls and role play for sales teams and leaders, boosting productivity and revenue.
We use emotional intelligence, LLM, and company data to detect emotions and suggest responses live.
About Pianpian Guthrie
Founder and CEO Pianpian Guthrie received her master’s degrees in sociology from Yale University with a thesis on social mobility and psychological well-being.
She received her master’s in social science from Hong Kong University of Science and Technology, a BA in Japanese from Sun Yat-sen University in China, and also studied at Kobe University in Japan.
She led product management and growth at multiple tech companies such as GoDaddy and Ticketmaster before founding Amotions AI.
Amotions AI - AI Coach For Sales
Amotions AI - AI coach for sales, live sales coach and assistance that can boost sales, make reps more effective, and cut ramp time.
It provides real-time coaching during live conversations, reinforcement of your sales process, objection handling and discovery guidance, and live technical or product answers.
It also provides post-call coaching and works with telesales, phone and audio, and video calls. https://www.amotions.ai
Key Themes and Insights
The Biggest Pitfall in Sales: Fear of Asking. Many reps know what questions they should ask but are afraid to ask them and have not been coached on how to earn the right to ask.
What Is “Good Discovery”? Good discovery results in the prospect wanting the next meeting because the conversation was valuable. It is not a single call or a checklist, and it is not about pitching.
The “Respect Contract.” Establish a mutual agreement on time boundaries, goals, permission to ask questions, and mutual fit before discovery begins.
Discovery Is Not Pitching. Reps often jump into pitching before understanding the real problem, which leads to weak positioning.
Coaching Tenured Reps. Use discovery on them, understand their resistance, and lead by example.
Balancing Discovery with Sales Cycle Speed. Define clear exit criteria for each stage, quantify pain, and identify stakeholders to avoid endless discovery.
Alignment with Amotions AI. Real-time AI coaching helps reps ask better questions live, handle objections, and earn the right to deeper conversations.
Core Takeaway. Sales success is not about convincing. It is about asking questions that help buyers convince themselves.
Amotions AI is a Silicon Valley based startup building an emotionally intelligent teammate embedded in sales calls. We provide live coaching in-call and post-call, and tailored AI role play, while answering technical questions. We boost win rates and cut ramp time, starting with sales and expanding to other use cases. https://www.amotions.ai
Related resources: pricing, FAQ, and AI sales coaching solutions.
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