Introducing our 35th 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 35th guest is Lisa Dempster, Company Director at Sales Consult. Owen and Lisa discuss a broad range of sales topics such as discounting, pipeline management, how to recruit great sales people, and much more

• The dos and don’ts when it comes to discounting
• Why you shouldn’t build discounting into your sales cadence
• When you should provide discount and for what reasons
• The difference between a reduction and a discount
• The definition of pipeline management
• The dos and don’ts when it comes to pipeline management
• How to identify if somebody is or isn’t your buyer
• Why bravery is a key skill for a successful salesperson
• Why curiosity is such a powerful tool in sales
• The current state of recruitment in sales