ON AIR: With Owen Featuring Rob Baxter – Director of Rugby – Exeter Chiefs

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 

ON AIR: With Owen Featuring Lous Fernandes – VP of Sales -EMEA – Uberall

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

ON AIR: With Owen Featuring Lauren McGuire

– Introducing our 26th 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 26th guest is Lauren McGuire.

– Owen and Lauren discuss how to structure the perfect cold call Including:

– Who Lauren McGuire is

– Why is data so hard to get right and such a problem for go to market teams

– How to overcome the myth of perfect data

– How to identify if bad data is negatively effecting your outreach

– How to measure data accuracy

– Should SDRS be building their own data? Or should your organisation provide it?

– The value of direct dials and why they are so important

– Where to draw the line when investing in data

– Why increasing headcount will not help without the right investment in data

– How to define bad data

– Who should own data accuracy and cleansing?

– Why data should be at the top of your agenda

 

LIVE Roundtable: Navigating Sales Technology – What Do You Really Need To Invest In?

We hosted our fifth roundtable as part of our NEW annual content series, around setting up an outbound sales function. Get ideas, inspiration and advice from our panel of experts, who share and discuss their own experiences and open the floor to questions from the live audience.

We’ll be going live every month until March 2022, chatting about all topics relating to outbound sales and the stages of building a team.

Agenda

We answered questions around (but not limited to):

1. The options available
2. What we’ve seen work well and not work well
3. Weighing up the cost
4. What is worth investing in
5. The human element of sales
6. Getting your sales tech stack balance right

Host

Owen Richards – Founder & CEO at Air Marketing

Speakers

Neil Clarke – Commercial Director at Air Marketing

Andrew Wood  – Chief Commercial Officer & Co-Founder at Willo

Ben Smith – Manager, Business Development at Reachdesk

Who is it for?

Founders, Sales Leaders, and Revenue Leaders.

ON AIR: With Owen Featuring Chris Dawson – Director at 6th Door Ltd

Introducing our 25th 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 25th guest is Chris Dawson – Director at 6th Door Ltd.

Owen and Chris discuss how to structure the perfect cold call Including:

– Who Chris and 6th Door Ltd Are

– The perfect mindset and mentality for making cold calls

– Hints and tips for getting past gatekeeper

– How you should start a sales call with a decision maker

– The debate around asking ‘How are you?’ on a sales call

– The next step on the sales call after your introduction

– How to handle objections effectively

– How to close a sales call

– What details to include in a cold call and when to bring them up

– Chris’ musts and thigs to avoid on a cold call

 

ON AIR: With Owen Featuring Jenny Brennan – Senior Director of Inside Sales at Agorapulse

Introducing our 24th 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 24th guest is Jenny Brennan – Senior Director of Inside Sales at Agorapulse. 

Owen and Jenny discuss building an inside sales team from the first hire, to a team of circa 10 and beyond Including: 

– Who Jenny and Agorapulse are 

– How Jenny ended up at Agorapulse and the initial brief Jenny had for building an inside sales team 

– How Jenny grew the volume of inbound sales alongside the growth of her team. 

– How Jenny made her first hire for her new team, and the criteria she was searching for 

– The compromises and Jenny had to make during her team building journey and the surprises along the way 

– The challenges Jenny faced making her second hire 

– How Jenny found her unique leadership voice and learned to let go of control 

– How Agorapulses culture shifted as the team grew 

– Why Jenny wanted to include outbound in Agorapulse’s sales strategy

– The biggest differences between inbound and outbound 

– Jenny’s top 3 absolute musts when building an inside sales team

ON AIR: With Owen Featuring Ollie Sharpe – VP of Sales- EMEA at SalesLoft

Introducing our 23rd 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 23rd guest is Ollie Sharpe – VP of Revenue – EMEA at SalesLoft.

Owen and Michael discuss Culture in a sales team and why it’s important to drive a successful sales team Including:

– Who Ollie and SalesLoft are

– What culture means to a sales team

– How culture can change each day

– The difference between culture and climate

– Why it’s important to have a conscious focus on culture within a sales team

– Whether your company’s culture is defined by leaders or employees

– What to do when someone joins your business that doesn’t fit the culture

– The trigger points to look for when finding out if someone doesn’t fit your company’s culture

– What’s important for SalesLoft’s culture

– How often you should be thinking about adjusting your culture

– The tell-tale signs for a leader to step in and address cultural problems

– How to positively impact your companies’ culture

– Defining the tangible inputs that contribute to your company’s culture

LIVE Roundtable: Choosing Your Outbound Channels & Sequences

We hosted our fourth roundtable as part of our NEW annual content series, around setting up an outbound sales function. Get ideas, inspiration and advice from our panel of experts, who share and discuss their own experiences and open the floor to questions from the live audience.

We’ll be going live every month until March 2022, chatting about all topics relating to outbound sales and the stages of building a team.

Agenda

We answered questions around (but not limited to):

1. Why it’s important
2. Keep your customers’ needs at the centre of your decisions
3. Finding the parts of your sales cycle that need attention
4. Assessing which channels and tools meet your needs
5. Building an integrated tech stack
6. Getting started

Host

Owen Richards – Founder & CEO at Air Marketing

Speakers

Neil Clarke – Commercial Director at Air Marketing

Michael Hanson – Founder & CEO at Growth Genie

Kaitlen Kelly – Senior Manager of Sales Development at Outreach

Who is it for?

Founders, sales leaders, SDR Managers and revenue leaders.

ON AIR: With Owen Featuring Michael Hanson – Founder & CEO, Growth Genie

Introducing our 22nd 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 22nd guest is Michael Hanson – Founder & CEO at Growth Genie.

Owen and Michael discuss What does a good outbound sequence/cadence look like? Including:

– Who is Michael and who is Growth Genie?

– What are the first considerations when you open a cadence?

– Understanding what you’re trying to achieve with your cadence, and who are you trying to engage?

– What channels should you use and the next steps?

– How to create a good cadence without harassing your prospects?

– Why you shouldn’t rely on one particular channel for your cadence?

– What’s the importance of the cadence compared to other parts of the strategy?

– Breaking down the 30 point cadence step by step

– What would dictate how many steps should be in your cadence?

– What to do if you’ve never created a cadence before?- If you had to drop a channel from your cadence, what would it be? 

ON AIR: With Owen Featuring Richard Smith – VP Sales, Refract

Introducing our 21st 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 21st guest is Richard Smith – VP Sales at Refract.

Owen and Richard discuss coaching, what it is and how do we do it well?. Including:

– Who is Richard and who Refract are?

– How long does good coaching take? 

– What’s the impact if you don’t prioritise training

– Why isn’t training prioritised by sales leaders?

– The downsides of split focus with Hybrid roles in sales

– The mindset of Sales Leaders without patience for coaching

– The power of communication in coaching

– Why you should be coaching by asking questions and not by telling

– The power of recording sales call when coaching

– Who’s coaching the coaches?

– How do you invest your time when coaching?

– Richards top tips for being a great coach