ON AIR: With Owen Episode 54 Featuring Tom Lavery – Founder & CEO at Jiminny

Introducing our 54th 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 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 development; sales or people – at what stages should you invest in these elements?
– Operational, tactical or strategic – is there a right balance for a Founder?
– When is the right time to let go of certain responsibilities as a Founder?

ON AIR: With Owen Episode 53 Featuring Mike Hann – EVP of Revenue at fabric

Introducing our 53rd 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 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 deals for longer
– How being a remote leader can add to the challenge of effecting revenue
– Which strategies to adopt to successfully expand operations into new territories
– Ways to shape new, less-experienced SDRs to adopt the culture of the business
– The challenges of hiring fresh talent remotely, in a fast-growing business
– Why revenue leaders are choosing to do smaller off-sites, more often

ON AIR: With Owen Episode 52 Featuring Lauren Wright – VP of Revenue at Demodesk

Introducing our 52nd 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 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 employers react to the pandemic and switch to remote working too quickly?
– How remote recruiting increased the talent pool during the pandemic
– Tools we can use utilize to keep transparency around remote team performance
– The euphoria of stepping onto a sales floor, and how Demodesk have re-created the experience in a virtual world

ON AIR: With Owen Episode 51 Featuring Andy Champion – GM, EMEA at Highspot

Introducing our 51st 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 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 of engagement with SDRs
– The optimum percentage of an SDR’s time that should be spent learning
– The basic tenets of coaching: what good and bad looks like
– How to mentor your team effectively & develop your own style of leadership
– Stimulating organic peer-to-peer coaching
– Individual contributor’s responsibility to self-coach & how leaders can encourage this.

ON AIR: With Owen Episode 50 Featuring Morgan Ingram – Director of Sales Execution & Evolution at JB Sales

Introducing our 50th 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 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 from the rest
• How to encourage SDRs to take responsibility for their own learning journey
• Pros & cons of quick sales hacks vs. playing the long game
• The benefits of time blocking and what to focus on
• The components & framework of a successful cold call
• How pauses during a cold call allow you to navigate the call better
• Cold call intro’s that answer the two most important questions: Who are you and what do you want?

ON AIR: With Owen Episode 49 Featuring Sunil Kumar – Co-Founder & CEO at Trainyo

Introducing our 49th 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 49th guest is Sunil Kumar, Co-Founder & CEO of the successful start-up Trainyo – an SDR bootcamp offering a training and placement programme for people from all backgrounds to start their career in tech sales.

Sunil gives us insight into 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 start-up looks like; the things you need to consider and executing the plan
– The emotions and feelings commonly felt as a Founder or CEO of a start-up in the early stages
– How to build a brand in the community when you are a small company with very few voices
– Tips for producing good content and communication techniques Trainyo use internally to ensure their content is consistently fresh and creative
– The challenges of hiring and onboarding for a start-up, and what to prepare for
– What to look for in people when recruiting for new roles, and the common threads that Sunil has identified as important in his team

ON AIR: With Owen Episode 48 Featuring Ari Galper – World’s #1 Authority on Trust-Based Selling & CEO of Unlock The Sales Game

Introducing our 48th 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 48th guest is Ari Galper, the World’s #1 Authority on Trust-Based Selling and CEO of Unlock The Sales Game.

Ari talks us through 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 truth out of a prospect is so important
– Improving your conversion rate with trust-building methods
– How to structure a cold call and the types of language you should use
– How to differentiate your company based on your approach to the market
– How to build trust in the discovery/nurture phase specifically

ON AIR: With Owen Episode 47 Featuring Guy Rubin – Founder & CEO at Ebsta

Introducing our 47th 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 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 psychology and fear of failure play a part in the number of days it takes SDRs to close a deal as ‘closed lost’, in comparison to a deal that is ‘closed won’
– Why a leadership team should be enabling their sales reps to close lost deals faster (in order to laser-focus on the opportunities that need attention)
– Drilling data down into one single metric and how it helps SDRs to adopt change
– Overcoming the challenges of getting your sales team to adopt new data points and utilise CRM properly

ON AIR: With Owen Episode 46 Featuring Will Koning – Founder & CEO at SaaSLeads.io

Introducing our 46th 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 46th guest is Will Koning, Founder & CEO at SaaSLeads.io. Owen and Will talk about the notion of outsourcing your SDRs vs. building an inhouse sales team, and when is the right time to leverage both.

Including:
– Recognizing 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 smaller businesses
– How to solve a talent retention issue for larger businesses
– How to keep your talent engaged to ultimately drive pipeline and revenue
– The importance of sales and marketing alignment in order to grow revenue
– Getting through to key stakeholders and managing expectations
– How solving your pipeline challenge leads to fixing your revenue problem.

ON AIR: With Owen 1st Birthday

We’re celebrating the 1st birthday of our incredibly popular interview series, ON AIR: With Owen!

We would like to take a moment to thank all of our wonderful guests that have been on the show and given their time to have open and honest conversations around the topic of scaling revenue, which has helped not only our viewers, but ourselves, having enabled us to learn and practice different ways of achieving that common goal of revenue growth.

The show has been so well received and such a success that we are very excited to announce that we will be continuing the series throughout 2022! So, you can look forward to PLENTY more of Owen’s over-enthusiastic “Hey Guys” intro’s (!) and watch as he interviews and challenges more fantastic guests from the sales and marketing industries about their views and valuable experiences on a variety of intriguing new topics.

New episodes will be released on Wednesday’s at 11am, and you can catch up on the entire series so far here.

You can also listen to the audio podcast while you’re on the go, via Spotify, Amazon Music and Apple Podcasts.

If you know a sales or marketing professional who would like to be a guest on the show, or could bring valuable insight to our discussions, we would love to hear from you! Please get in touch with Owen Richards directly via LinkedIn here.