ON AIR: With Owen
87 episodes - English - Latest episode: 6 days ago -Air Marketing's latest interview series with honest conversation about scaling revenue, hosted by Founder & CEO, Owen Richards.
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Episodes
Episode 87 - Honest Conversations: The Real Truths About Starting and Scaling Your Own Business
June 26, 2024 16:00 - 39 minutes - 27.4 MBIntroducing our 87th episode of ON AIR: With Owen – our podcast series for honest conversations about starting and scaling your own business, hosted by our Founder & CEO, Owen Richards, and his new co-host, Neil Finnie. Meet Your Hosts: Owen Richards and Neil Finnie Owen Richards hails from Kent and began his sales career at Forrest Marketing Group in Sydney. After an 8-year stint, Owen returned to the UK and co-founded Air Marketing Group, growing it into a powerhouse offering specialist ...
Episode 86 - Honest Conversations: The Real Truths About Starting and Scaling Your Own Business
June 19, 2024 05:00 - 40 minutes - 28 MBIntroducing our 86th episode of ON AIR: With Owen – our podcast series for honest conversations about starting and scaling your own business, hosted by our Founder & CEO, Owen Richards, and his new co-host, Neil Finnie. Meet Your Hosts: Owen Richards and Neil Finnie Owen Richards hails from Kent and began his sales career at Forrest Marketing Group in Sydney. After an 8-year stint, Owen returned to the UK and co-founded Air Marketing Group, growing it into a powerhouse offering specialist ...
Episode 85 - Honest Conversations: The Real Truths About Starting and Scaling Your Own Business
June 12, 2024 13:00 - 41 minutes - 28.3 MBIntroducing our 85th episode of ON AIR: With Owen – our podcast series for honest conversations about starting and scaling your own business, hosted by our Founder & CEO, Owen Richards, and his new co-host, Neil Finnie. Meet Your Hosts: Owen Richards and Neil Finnie Owen Richards hails from Kent and began his sales career at Forrest Marketing Group in Sydney. After an 8-year stint, Owen returned to the UK and co-founded Air Marketing Group, growing it into a powerhouse offering specialist ...
Episode 84 - Honest Conversations: The Real Truths About Starting and Scaling Your Own Business
June 05, 2024 11:00 - 41 minutes - 28.4 MBIntroducing our 84th episode of ON AIR: With Owen – our podcast series for honest conversations about starting and scaling your own business, hosted by our Founder & CEO, Owen Richards, and his new co-host, Neil Finnie. Meet Your Hosts: Owen Richards and Neil Finnie Owen Richards hails from Kent and began his sales career at Forrest Marketing Group in Sydney. After an 8-year stint, Owen returned to the UK and co-founded Air Marketing Group, growing it into a powerhouse offering specialist ...
Episode 83 - Honest Conversations: The Real Truths About Starting and Scaling Your Own Business
May 29, 2024 15:00 - 37 minutes - 25.7 MBIntroducing our 83rd episode of ON AIR: With Owen – our podcast series for honest conversations about starting and scaling your own business, hosted by our Founder & CEO, Owen Richards, and his new co-host, Neil Finnie. Meet Your Hosts: Owen Richards and Neil Finnie Owen Richards hails from Kent and began his sales career at Forrest Marketing Group in Sydney. After an 8-year stint, Owen returned to the UK and co-founded Air Marketing Group, growing it into a powerhouse offering specialist ...
Episode 82 - Honest Conversations: The Real Truths About Starting and Scaling Your Own Business
May 23, 2024 06:00 - 58 minutes - 40.2 MBWe're excited to unveil the revitalised version of the ON AIR: With Owen podcast, now with a more fluid, engaging format that resonates with the ever-evolving business landscape. "Honest Conversations: The Real Truths About Starting and Scaling Your Own Business" aims to mesh the immediacy of real-world events with timeless business wisdom. This new style is not just a change; it’s an evolution aimed at making the podcast more organic, relevant, and influenced by external factors such as pol...
Episode 81: Andy McCreadie – MD, Sandler South West
July 12, 2023 12:00 - 39 minutes - 26.9 MBOur 81st guest is Andy McCreadie, Managing Director at Sandler South West. Owen and Andy discuss the challenges that sales teams face as they grow. Including: – Why do salespeople fail? – What mistakes are sales leaders making in the current environment? – The do’s and don’ts of growing out a sales team – The crucial shift shift every salesperson must make to start seeing results – What sales leaders and managers should be doing to support their teams – The important role training and coa...
Episode 80: Arden Styles - CCO, CEGEN Environmental Group
July 03, 2023 16:00 - 34 minutes - 23.5 MBOur 80th guest is Arden Styles, CCO at CEGEN Environmental Group. Owen and Arden have a discussion around discovering the true essence of a brand. Including: – What ‘brand essence’ means and why it’s important – Real life examples of brand essence – How brand essence can represent much more than the product you are selling – How brand essence works in a B2B environment – Increasing the degree of certainty: what it means and why it’s important for your clients – How to define the essence o...
Episode 79: Adam Graham - Managing Director, Gray Matters
May 03, 2023 13:00 - 35 minutes - 24.2 MBOur 79th guest is Adam Graham, Managing Director at Gray Matters and Founder of BD Matters. Owen and Adam discuss the topic of diagnosing the root cause of sales inefficiency and offer practical solutions to address it. Including: – Most common factors behind sales underperformance – The ideal mindset and culture of a leadership team – Common mistakes vs quick wins of positioning and branding – Pros and cons of being niche and the internal challenges that brings – Getting buy-in from your...
Episode 78: David Allison - Founder, The Valuegraphics Project
May 03, 2023 13:00 - 47 minutes - 32.7 MBOur 78th guest is David Allison, Founder of The Valuegraphics Project. Owen and David discuss how tapping into customers core values can unlock the ability to understand them on a deeper level and influence them more effectively. Including: – The difference between demographics and valuegraphics – How to use valuegraphics effectively – The concept of humans being values-driven – 3 key questions to ask your potential customers to reveal their core values – Getting to the ‘why’ – Demograph...
Episode 77: Shaun Doherty - Owner, the555club
April 05, 2023 10:00 - 30 minutes - 21.3 MBOur 77th guest is Shaun Doherty, Owner of the555club. Owen and Shaun discuss making space for clarity of thought, alleviating stress and being intentionally grateful; and how these things can elevate our lives both professionally and personally. Including: – Tools and techniques for managing stress, mental health and wellbeing – Living with stress and why it can be a good thing – the555club: Breathwork, Meditation, Gratitude – what are they and how to use them – How to differentiate yours...
Episode 76: Dale Dupree – Founder & CSO, The Sales Rebellion
March 03, 2023 13:00 - 42 minutes - 29.5 MBOur 76th guest is Dale Dupree, Founder & CSO of The Sales Rebellion. Owen and Dale discuss how to ‘sell more and suck less’. Including: – An introduction to Dale and The Sales Rebellion – How to stand out as an SDR in a crowded market – The ideal traits and skills of a high performing SDR – Advice for dealing with rejection, failure and lack of confidence – Most common things that sales reps do which ‘suck’ – The importance of humanising your sales strategy – The Sales Rebellion’s ‘R.E.A....
Episode 75: Julia Nimchinski & Justin Michael – Co-Founders, HYPCCCYCL
February 09, 2023 16:00 - 43 minutes - 29.8 MBOur 75th guests are Julia Nimchinski (Co-Founder & CEO at HYPCCCYCL) and Justin Michael (Co-Founder at HYPCCCYCL). They discuss alignment of sales and marketing teams; the role of salespeople as marketers and vice versa; and how today’s business world can benefit from customer-centric virtual events. Including: – How to truly align your sales and marketing teams – The role of salespeople as marketers and vice versa – Benefits of customer-centric virtual events – Encouraging sales and mark...
Episode 74: Alastair Banks – Co-Founder, Optix Solutions
February 09, 2023 16:00 - 36 minutes - 24.9 MBOur 74th guest is Alastair Banks, Co-Founder at Optix Solutions. Alastair and Owen discuss personal brand – how any salesperson trying to drive new business can build a personal brand and use it to their advantage. Including: – An introduction to Alastair and Optix Solutions – Why would an SDR/Account Executive/Head of Sales/Founder spend time building a personal brand, when they could be out selling? – How long does it take to build a personal brand, and are there quick wins along the wa...
Episode 73: James Shakespeare – Founder, Evosite
February 09, 2023 16:00 - 34 minutes - 24 MBOur 73rd guest is James Shakespeare, Founder at Evosite. James and Owen discuss the various growth stages along the journey of growing a small business (SME). Including: – Key challenges along the journey of growing a small business – When does your business outgrow your first 5-10 hires? – Intentional desire and ambition to grow, and how that mindset can change over time – Focusing on sales and marketing strategy vs. relying on organic growth – Letting go of control as a Founder and util...
Episode 72: Kate King – Head of Recruitment, Seed Talent
November 16, 2022 11:00 - 34 minutes - 23.5 MBOur 72nd guest is Kate King, Head of Recruitment at Seed Talent. Kate and Owen discuss the world of SDR recruitment, as it looks now. Including: – Who is Kate and who are Seed Talent? – The current state of SDR recruitment and how it’s changed in the last 12 months – What does it look like heading into 2023? – What’s working and what isn’t for organisations growing out their SDR functions – The soft skills recruiters look for which make a good SDR – What the top companies are doing to dif...
Episode 71: Adam Weekes – Sales Lead, EMEA, Bigtincan
November 09, 2022 12:00 - 33 minutes - 23.1 MBOur 71st guest is Adam Weekes, Sales Lead for EMEA at Bigtincan. Adam and Owen discuss prospecting via email. Including: – The do’s and don’ts when prospecting via email – The current trends around sales enablement – How salespeople are using data to make decisions at a strategic management level vs rep level – Where Adam has seen the most success with email prospecting in 2022 – Adam’s top-secret recipe for email prospecting – How to personalise your emails in an authentic way – The best...
Episode 70: John Richardson - Founder & CEO, ExP
October 26, 2022 10:00 - 43 minutes - 29.7 MBOur 70th guest is John Richardson, Founder & CEO at ExP. John and Owen discuss all things coaching for SDRs. Including: – What is coaching and why should managers be doing it? – The differences between training and coaching an SDR – How to coach effectively and productively – How to guarantee training sessions are not wasted – How does external coaching work? – How SDR managers’ roles have evolved over the last 10 years – 1-2-1 coaching vs. group coaching
Episode 69: Robert Smart – Enterprise Account Executive, Haiilo
October 20, 2022 14:00 - 39 minutes - 26.9 MBOur 69th guest is Robert Smart, Enterprise Account Executive at Haiilo. Owen and Robert have an interesting discussion about Ideal Customer Profile (ICP). Including: – The definition and purpose of an ICP – What elements define and document your ICP – A new concept: Acceptable Client Profile (ACP) – The downfalls of a scatter-gun prospecting approach – How your prospecting time could be better spent with research & data – How to approach a broad ICP from a targeting perspective – Deviatin...
Episode 68: Jack Shepherd – Co-Founder, The Social Shepherd
October 13, 2022 09:00 - 35 minutes - 24.4 MBOur 68th guest is Jack Shepherd, Co-Founder at The Social Shepherd. Owen and Jack have an in-depth discussion around ‘demand capture’ and ‘demand creation’. Including: – Definition of the terms ‘Demand Capture’ and ‘Demand Creation’ – The main differences between the two tactics – When you should focus on one over the other, and when to leverage both – Difference in quality of opportunities and how they behave when coming from capture vs creation – Insight into The Social Shepherd’s marke...
Episode 67: Omri Chosnek – Regional Sales Director, Salesforce
October 05, 2022 10:00 - 34 minutes - 23.7 MBOur 67th guest is Omri Chosnek – Regional Sales Director at Salesforce. Owen and Omri have an “all about sales” discussion… Covering: – Salesforce’s strategy for Demand Generation – The biggest challenges for sales leaders in today’s economy – Managing a multigenerational and multicultural workforce – Dealing with buyer hesitation and delayed decisions in the sales process – Big changes that have impacted what Salesforce are focusing on in 2022
Episode 66: Hannah Ajikawo – Practice Lead at Skaled Consulting & LinkedIn Top Voice in Sales 2021
September 21, 2022 10:00 - 39 minutes - 27.4 MBOur 66th guest is Hannah Ajikawo – LinkedIn Top Voice in Sales 2021, Practice Lead for EMEA at Skaled Consulting and Director of Global Partnerships at Sistas In Sales. Owen and Hannah discuss the sales process, with a particular focus on the discovery phase. Including: – What the discovery phase is and how it should be approached – Common mistakes sales organisations make during discovery – Where most companies are losing their way in the sales process – The downfalls of a rigid sales pr...
Episode 65: Nicki Paterson – Chief Growth Officer, Solutions Driven
September 21, 2022 10:00 - 33 minutes - 23.1 MBOur 65th guest is Nicki Paterson, Chief Growth Officer of Solutions Driven. Owen and Nicki discuss the importance of a growth plan in a business. Including: - What a growth plan is - The importance of being informed by data and the important metrics when it comes to growth - Nicki’s take on demand vs headcount growth
Episode 64: Charles Smee - Founder & CEO, Transaction Focus
August 26, 2022 16:00 - 34 minutes - 23.6 MBOur 64th guest is Charles Smee, Founder & CEO of Transaction Focus. Owen and Charles discuss best practices for expanding your business into international markets and territories. Including: – Most common reasons for companies choosing to explore new territories – Misconceptions around moving into international markets – Frequent mistakes made by leaders when breaking into new markets – Adapting to cultural differences in business around the world and adjusting internal company culture a...
Episode 63: Chris Loveridge - Regional Sales Manager, EMEA, BigPanda
August 18, 2022 13:00 - 29 minutes - 20.6 MBOur 63rd guest is Chris Loveridge, Regional Sales Manager for EMEA at BigPanda, previously Account Director at SAP Customer Experience. Owen and Chris discuss leveraging the team around you through a sales process and managing the politics within enterprise. Including: – What are you typically doing and who are you working with through an enterprise sales process? – Who is accountable for the end result? – How to effectively manage internal and external relationships and how you should sp...
Episode 62: Kevin Dixon - Founder, Boxxstep
August 10, 2022 10:00 - 32 minutes - 22.7 MBIntroducing our 62nd episode of ON AIR: With Owen – our latest interview video series with honest conversation about scaling revenue, hosted by our Founder & CEO, Owen Richards. Our 62nd guest is Kevin Dixon, Founder of Boxxstep. Owen and Kevin discuss a brand new topic: Buyer Enablement. Including: – What does it mean, where has it come from and why are we talking about it? – No-decision outcomes: how they’ve changed over the last 15 years and how to avoid them – How to get a sales repres...
Episode 61: Conrad Ford – Chief Product & Strategy Officer, Allica Bank
July 28, 2022 14:00 - 35 minutes - 24.3 MBOur 61st guest is Conrad Ford, Chief Product & Strategy Officer at Allica Bank. Owen and Conrad discuss selling into SMEs – the differences; the challenges; what works and what doesn’t. Including: – Why is it important to sell in a different way to SMEs? – How SMEs are misunderstood and underrepresented in society – The dos and don’ts of selling to SMEs – Commons mistakes Conrad has made or seen made by others – Spotting signals in data to talk to the right businesses, at the right time – ...
Episode 60: Mark Ackers - Sales Director, Allego
July 20, 2022 10:00 - 39 minutes - 27.3 MBOur 60th guest is Mark Ackers, Sales Director at Allego. Owen and Mark discuss why SDRs often fail to become effective AEs. Including: – Mark’s journey from SDR to AE and how failure contributed to his success – The difference between a high performing SDR and an AE – The top reasons SDRs fail to become good AEs – The danger of promoting an SDR too early – The things Managers can do to help their current SDRs become good AEs in the future – The things SDRs can do themselves to make the tra...
Episode 59: Will Holden - Co-Founder, Vidu
July 20, 2022 10:00 - 41 minutes - 28.5 MBOur 59th guest is Will Holden, Co-Founder at Vidu. Owen and Will discuss how to use Gifs, memes, and all forms of creative media effectively in your sales process and outreach. Including: – The definitions of memes and Gifs – How creative media works and when you should be using it – Examples of creative media that has worked and not worked well – The personas that work well with creative media – How to keep creative media fresh and engaging – How to integrate creative media with other cha...
Episode 57: Anup Khera - VP & GM International, Attentive
July 20, 2022 09:00 - 34 minutes - 23.5 MBOur 57th guest is Anup Khera, VP & GM International at Attentive. Owen and Anup discuss the dos and don’ts of scaling an organisation internationally. Including: – The importance of spending time getting to know the team and understanding the business – The importance of hiring when building a go-to-market strategy – The things Anup would definitely replicate and the mistakes he would avoid making again – The ‘thinking like a CEO’ mindset and why it’s important – How to maintain culture a...
Episode 58: Tim Hughes – Co-Founder & CEO, DLA Ignite
July 20, 2022 09:00 - 38 minutes - 26.3 MBOur 58th guest is Tim Hughes, Co-Founder and CEO at DLA Ignite. Owen and Tim discuss social selling and digital transformation in sales. Including: – Tim’s take on digital transformation in sales – What is “life content” and why you should be posting it on LinkedIn – The biggest social selling trends in 2022 – Why being yourself is the most important thing when it comes to social selling successfully – What’s more important when social selling – quality vs quantity
Episode 56: Tom Bianchi – VP of Marketing for EMEA, Acquia
June 15, 2022 11:00 - 32 minutes - 22.7 MBOur 56th guest is Tom Bianchi, VP of Marketing for EMEA at Acquia. Owen and Tom discuss the difference between creating demand and capturing demand. Including: – At what stage in your business journey would you use each of these strategies? – Does every organisation go through the same process and journey? – What types of things should a company be doing in the early stages i.e. ‘creating demand’ – The types of things you should be doing in the ‘capturing demand’ phase – How quality and qu...
Episode 55: James Isilay - CEO, Cognism
June 01, 2022 17:00 - 41 minutes - 28.5 MBOur 55th guest is James Isilay, CEO of Cognism. Owen and James have an inspiring conversation around Cognism’s start-up journey, since being founded in 2015, to becoming one of the fastest growing SaaS companies in the world. Including: – Lessons learned from Cognism’s start-up journey, since being founded in 2015 – How having an experienced mentor from the get-go can keep your start-up alive – Cognism’s outbound strategy and how it has played a key role in their growth – How a strategy ev...
Episode 54: Tom Lavery - Founder & CEO, Jiminny
May 31, 2022 14:00 - 39 minutes - 26.9 MBOur 54th guest is Tom Lavery, Founder & CEO at Jiminny. Owen and Tom discuss the learnings that come from the first five years of a start-up business. Including: – What does it feel like to be a founder in the early days of a start-up? – Why do so many startups fail? – What Jiminny got right and what Tom would do differently if he were starting out again – Is there a snowball effect once you get past £1-2m revenue? – Is there a bigger margin for error, the bigger a company gets? – Product ...
Episode 53: Mike Hann – EVP of Revenue, fabric
May 19, 2022 13:00 - 31 minutes - 21.6 MBOur 53rd guest is Mike Hann, EVP of Revenue at fabric. Owen and Mike discuss the notion of sales leaders adapting to business expansion, by moving away from first line management, towards a more strategic approach, in pursuit of revenue growth. Including: – Introduction to Mike and the story of fabric – What effecting revenue looks like in the early days of a start-up, and how that adapts and changes over time – How aspiring sales leaders can benefit from the experience of being in more de...
Episode 52: Lauren Wright – VP of Revenue, Demodesk
May 04, 2022 14:00 - 36 minutes - 25.4 MBOur 52nd guest is Lauren Wright, VP of Revenue at Demodesk. Owen and Lauren discuss remote, hybrid and in-office working, and whether there is a ‘right’ blend for a sales organization. Including: – The longevity of remote working – will it last forever? – How we treat in-office time in 2022 vs. how we treated it prior to the pandemic – Why leaders have a responsibility to be present, just as much as SDRs – How to manage push-back from your sales team about returning to the office – Did emp...
Episode 50: Morgan Ingram – Director of Sales Execution & Evolution at JB Sales
April 20, 2022 10:00 - 37 minutes - 25.7 MBOur 50th guest is Morgan Ingram, Director of Sales Execution & Evolution at JB Sales Training. He explains how, in order to break through the noise, you have to be different to the noise, and provides his tips on how to achieve this. Morgan and Owen also discuss: - The best channel for outreach (in Morgan’s opinion) - Cold calling: The negative feelings towards it vs. the data which validates it still works - The things you could be doing to break through the noise and set yourself apart ...
Episode 51: Andy Champion – GM for EMEA, Highspot
April 20, 2022 10:00 - 36 minutes - 24.9 MBOur 51st guest is Andy Champion, GM for EMEA at Highspot. Owen and Andy discuss how creating a culture of coaching puts a deliberate focus on helping people to thrive at what they do. Including: – The main benefits of creating a culture of coaching – The impact good coaching can have on talent retention rates – Types of activities that fall under the category of coaching – When to invest in coaching & how to measure it over a short period of time – How to increase & measure the level ...
Episode 49: Sunil Kumar – Co-Founder & CEO, Trainyo
April 04, 2022 13:00 - 25 minutes - 17.5 MBOur 49th guest is Sunil Kumar, Co-Founder & CEO of the successful start-up, Trainyo. Sunil tells Owen how the business has seen so much success in such a short period of time, what they have prioritized, and what he considers the most important element to focus on, in the next 6-12 months, to maintain that success. Including: – An introduction to Sunil, Trainyo and the services they offer – Trainyo’s journey so far and the learnings we can all take from it – What the planning phase of a st...
Episode 48: Ari Galper – World's #1 Authority on Trust-Based Selling
March 23, 2022 15:00 - 38 minutes - 26.3 MBOur 48th guest is Ari Galper, the World's #1 Authority on Trust-Based Selling and CEO of Unlock The Sales Game. Ari talks to Owen about the trust-building approach in sales, contrary to the relationship-building approach we see in traditional selling, and how this method can end the chasing game and improve your conversion rate. Including: - What is trust-based selling and how does it differ to typical selling? - The 'shift in mindset' required for trust-based selling - Why getting the tr...
Episode 47: Guy Rubin - Founder & CEO, Ebsta
March 09, 2022 15:00 - 30 minutes - 21.2 MBOur 47th guest is Guy Rubin, Founder and CEO at Ebsta. Owen and Guy discuss the impact engagement has on sales revenue and how being data-driven is necessary in order to scale your business. Including: - Insight into Ebsta's 2022 B2B Sales Benchmark Report and how they pull the data together - The steps you should be taking to obtain data certainty - Onboarding new clients, understanding their DNA and what success looks like on an individual basis - Understanding buyer behaviour - How ...
Episode 45: Jason Baskaran – Sales Director, GetAccept
March 04, 2022 15:00 - 33 minutes - 23.1 MBOur 45th guest is Jason Baskaran, Sales Director at GetAccept. Owen and Jason discuss New Business vs. Account Based growth – where should we focus our efforts? Including: - An intro to Jason, GetAccept, and how they help businesses create an online sales environment to close those all important deals - The role that authenticity and human relationships play within account/retention based growth - How to expand an account once it’s in the business - The difference between an Account Manag...
Episode 46: Will Koning - CEO & Founder, SaaSLeads.io
March 04, 2022 15:00 - 29 minutes - 20.6 MBOur 46th guest is Will Koning, CEO and Founder of SaaSLeads.io. Owen and Will discuss the notion of outsourcing your SDRs vs. building an inhouse sales team, and when is the right time to leverage both. Including: - Recognising when to run an SDR function externally, and when to hire internally - The likenesses and the differences in the journeys of both - An overview of the challenges in the current climate of hiring talented SDRs - How to solve a talent attraction challenge for a smalle...
Episode 44: Rebecca Drew - EMEA Sales Leader, Vidyard
February 11, 2022 16:00 - 38 minutes - 26.6 MBOur 44th guest is Rebecca Drew, EMEA Sales Leader at Vidyard. Owen and Rebecca discuss team building and expanding businesses into new territories. Including: – Who is Rebecca and who are Vidyard? – What is involved in building and a diverse and successful team, and how you enable that team – The four things to look for when hiring into a business – What is working well and what hasn’t worked so well in Rebecca’s EMEA journey – The challenges that have been overcome and the challenges ahe...
Episode 41: Kate Bradley Chernis - Co-Founder & CEO, LatelyAI
February 07, 2022 13:00 - 36 minutes - 25.3 MBOur 41st guest is Kate Bradley Chernis, Co-Founder & CEO of LatelyAI. Owen and Kate discuss the Lately platform which claims to achieve a genuine sales conversion rate of 98% using Artificial Intelligence and how Sales & Marketing Alignment play a part in that. They talk about: - How Lately uses A.I. to produce engaging content - How collaboration between teams can achieve higher sales conversion rates - Lead Generation from Sales & Marketing alignment - The types of social conten...
Episode 42: Chris Hatfield - Founder, Sales Psyche
February 07, 2022 13:00 - 37 minutes - 26 MBOur 42nd guest is Chris Hatfield, Founder of Sales Psyche. Owen and Chris discuss the ‘taboo’ subject of Mental Health, Wellbeing and Mindset, specifically in the sales industry and we’ll hear how Sales Psyche works to address and support the issue. Including: - Who is Chris, who are Sales Psyche and what is their story? - Why it’s important to talk about mental health in the workplace - The ways in which feelings of anxiety can evolve when running a business and how you can harness those...
Episode 43: Liz Fulham - CEO & Founder, TAMI
February 07, 2022 13:00 - 31 minutes - 21.5 MBOur 43rd guest is Liz Fulham, CEO & Founder at TAMI. Owen and Liz discuss all things Email Marketing. Including: - Who TAMI are and how they can help organizations scale and go global - The do’s and don’ts of email marketing - When email marketing should or shouldn’t be a part of your marketing strategy - The cornerstones of B2B strategies - Tips to achieve higher email open rates - Who to target with your emails - What to look out for when purchasing data from data vendors - How to use d...
Episode 40: Wendy Harris - Head of EMEA, Gong
February 07, 2022 12:00 - 40 minutes - 27.6 MBOur 40th guest is Wendy Harris, Head of EMEA at Gong. Owen and Wendy explore Revenue Intelligence and how ‘unlocking reality’ can help drive your business. They dive deep into: - Revenue Intelligence – what does it mean and why should sales leaders care about it? -The Gong journey and what it can do for Sales Leaders around Europe - Launching into EMEA; what you need to do and what you’re likely to get wrong - Busting sales myths – True or False ‘You should never mention price on t...
Boss to Boss Podcast Featuring Dan Holt & Owen Richards - The Death of B2B Telesales
February 04, 2022 10:00 - 32 minutes - 22.2 MBOur CEO and Founder, Owen Richards, joins Dan Holt, Managing Director of Boss Digital, on his popular 'Boss to Boss' podcast. Owen provides insight around what it takes to build a world class outbound sales function in 2022. Including: Traits that define the world’s best telesales professionals The channels which should sit alongside a telesales strategy in the digital age When to expect the “death of B2B telesales”
Episode 38: Helen Boothby – Director, Sales Express
January 31, 2022 16:00 - 32 minutes - 22.7 MBOur 38th guest is Helen Boothby, Director at Sales Express. Owen and Helen discuss High Performance Coaching – what kind of coaching is most effective in sales; what are the misconceptions and where are the 'quick wins'? Including: - The 3 types of coaching: career, development and live sales - What type of coaching is most effective in sales - The misconceptions around coaching - Pipeline and opportunity management - Where the 'quick wins' are with coaching