Category: Podcasts

Introducing our 36th 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 36th guest is Lisa Ansell, Business Development Geek at Sales Geek. Owen and Lisa discuss having purpose in a sales role – what do you believe in and what drives you.

Including:

• Tips for Founders that are starting a business venture with no sales background
• Why people dislike and don’t enjoy sales
• Why personality makes a high-performing sales professional over process
• The first steps to developing a graduate starting a sales career
• The big questions sales professionals should be asking
• What having purpose means in a sales role and why it’s important

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

Introducing our 34th 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 34th guest is Kristofer Bunker, Founder & CEO at Hapi Health. Owen and Kris discuss the challenges you have when growing out an outbound sales team aligned with growing revenue

Including:

• The strategies that helped Hapi Health grow from 0 – 200 clients
• The challenge Kris and Hapi Health faced and how they overcame them
• Growing backwards – How to align growing sales and resource
• How Kris created trust around the brand
• How trust plays and key role in internal and external growth
• Kris looks at the big challenges coming up in the next 12 months for Hapi Health

Introducing our 33rd 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 33rd guest is Gareth Steenson, Rugby Coach at Exeter Chiefs. Owen and Gareth discuss how Gareth transitioned from a player to a coach and the similarities and differences to rugby and business…

Including:

• The key elements to Exeter Chiefs long and sustained success
• How a player should be involved in building/setting goals
• How the club environment has changed in line with new and more ambitious goals
• The leadership qualities that helped Gareth transition into a coach
• The hardest bits Gareth faced during his transition into a coach
• Gareth describes his coaching process and mentality
• How Gareth incorporates data with coaching
• How Gareth develops skills and mentality
• How Exeter Chiefs leadership has made them so successful
• The similarities and difference between rugby and business success
• Gareth’s process for learning from failure Connect with Owen and Gareth on

Introducing our 32nd 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 32nd guest is Chris Duddridge, VP of Sales – EMEA at Soroco. Owen and Chris discuss Building out an outbound sales team from the ground up

Including:

• An overview of Chris’s experience building out Sales Teams
• Where good leaderships skills come from, Personality, Coaching or development
• How to create a sense of ownership and belonging for your employees
• The essential tools in a successful sales leader’s kit
• Techniques for dealing with the peaks and troughs of a Sales Teams motivation
• – When to be decisive with sales training and developmentHow much your team should shape your company’s culture

Introducing our 31st 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 31st guest is Alex Alleyne, Regional Sales Manager at Lacework. Owen and Emanuel discuss What makes a successful outbound prospector/cold caller?

Including:

– The biggest mistakes Alex made during his sales career

– How Alex became successful with Sales

– How Alex became a more refined Sales Professional

– How much should the phone still be apart of outreach

– What’s volume and velocity or personalisation is best

– How Alex approaches a cold call

– Why there is a gap in the market currently for good Outbound Sales Leadership

– How to enjoy the sales journey

– Alex’s top advice to improve your sales performance

Introducing our 30th 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 30th guest is Emanuel Frauenlob, Co-Founder & CEO at Mesg.ai. Owen and Emanuel discuss ideas exploring what sales looks like at the early stage of a start-up and the challenges and opportunities they will need to navigate.

Including:

• The key moments that lead to Emanuel starting Mesg.ai
• What things you should plan for before you start pitching your product
• How you should build out your Ideal Client Profile (ICP)
• Emanuel explains his value stick
• Small steps rather than one big step through the sales process
• The notion of pushing boundaries
• How important it is to be a hands-on Founder
• The right time to start building a team
• What you can do that doesn’t cost money to get good conversations
• How it feels to be a sales founder during those early conversations
• The basics that need before starting conversations
• The biggest challenges Emanuel has faced in the last 12 months

Introducing our 29th 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 29th guest is Matt Milligan, Co-Founder at Uhubs.

Owen and Matt discuss ideas around how a SaaS Founder transitions from selling and increasing revenue to growing a sales team.

Including:

– Who Matt and Uhubs are

– Where to target new business during the first couple of years for a start up

– How much time you should be spending as a Founder generating sales and growing revenue vs other things in the first 12 months

– Why Matt prioritised discover over revenue and product for the first 12 months

– Matt’s key learnings taken from the first 12 months of found Uhubs

– Matt’s advice for Founders looking to move away from sales to growing a sales team.

– How to Let go of control of the buying process and accepting failure

– When you think about the brand of buying experience

– The benefits of a Mentor and why you should invest in it

– Matt discusses the challenges new Founder will likely face during the first 12 months.

Introducing our 28th 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 28th guest is Rob Baxter, Director of Rugby at Exeter Chiefs. Owen and Rob discuss ideas around leadership – Building sustained success over a long period of time:

– How do you manage to rebuild confidence and motivation going into a new season after a disappointing end.

– Strategies for managing and maintain your teams motivation

– Setting themes and a nurturing environment and the planning that goes into it

– The process of learning from a loss

– How to create a culture of openness

– What Rob looks for in somebody to come and join the team

– The parts of the role Rob finds most challenging 

Introducing our 27th 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 27th guest is Louis Fernandes.

Owen and Louie discuss aligning your sales and marketing teams to drive revenue?

Including: 

– Who Louis and Uberall are

– Why sales and marketing need to collaborate to drive revenue

– Why companies align sales and marketing

– Who should be in charge of aligning the departments?

– CRO is not a customer centric role

– What the tell-tell signs are that your sales and marketing departments are not aligned 

– The steps to aligning sales and marketing

– How to overcome the fear of change

– How to create the desire to collaborate

– Good examples of collaboration

– Bad examples of collaboration