Category: Podcasts

Introducing 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 representative to change their mindset to focus on “why change? why now?” instead of “why us?”
– What actions should you take when focusing on buyer enablement?
– What a good ‘mutual action plan’ looks like
– Why it’s important to evaluate the decision-making process, whatever the outcome
– The downfall of rigid sales processes
– How to stand out and find the right customers in the sales tech space in 2022
– Buying committees: how are they broken down and what are the common profiles you see within them?

Introducing our 61st 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 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
– The defining factors of successful salespeople in SMEs compared to enterprise
– The need for ‘gravitas’ in enterprise sales
– Where does process come in when selling to SMEs?
– The evolution of CRM platforms
– What marketing teams can do to assist sales teams in selling to SMEs
– The resilience needed to work in the small business segment

Introducing our 60th 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 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 transition as smooth as possible

Introducing our 59th 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 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 channels
– Who should be using Vidu

Introducing our 58th 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 58th guest is Tim Hughes, CEO and Co Founder 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

Introducing our 57th 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 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 and collaboration with your team, wherever they are in the world
– The benefits of being on the front line as a leader and being involved in deals
– Avoiding the temptation of hiring the wrong candidates, too quickly

Introducing our 56th 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 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 quality come into play at each phase
– How to measure success in each phase
– The journey in switching from one mode to the other, and how messaging & process need to change
– The common mistake of applying the same strategy to all markets and why good self-awareness is important
– Moving faster than is comfortable – getting from ‘create’ to ‘capture’ much quicker
– Improving how you score your leads
– Why brand awareness is important at the ‘creating demand’ stage
– What metrics are important to Acquia right now and the tactics changed along the way
– The internal challenges within sales & marketing teams when switching modes

Introducing our 55th 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 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 evolves over time with bringing key people into a business
– Go-to-market strategy: the best strategies and channels for scaling a business
– At which stage should you have certainty and start to rely on outbound metrics?
– Why James believes the phone is the most effective tool you can use in outbound sales
– What motivates James to keep going 6 years into the journey