ON AIR: With Owen Featuring Kaitlen Kelly – Senior Manager of Sales Development – EMEA at Outreach

Introducing our 17th 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 17th guest is Kaitlen Kelly – Senior Manager of Sales Development – EMEA at Outreach, and Co-Founder of SDRs Anonymous

Owen and Kaitlen discuss sales development management. Including: 

  • What a Sales Development Manager is responsible for 
  • The percentage of time spent team coaching 
  • The traits of a good sales coach 
  • Whether you can be a good SDR Manager without having been an SDR within the organisation before (or at all!) 
  • Advice for SDRs who want to become an SDR Manager and whether it’s right for everybody 
  • The biggest impact that Kaitlen has had as an SDR Manager 
  • How much time and effort should be spent on each channel 
  • The importance of using data to discover where your SDRs’ strengths are 
  • Whether SDRs should self-generate data more than being given data to target 
  • Whether it’s better to: 
    • Have quality or quantity focused SDRs 
    • Have a people and culture focused or process focused SDR Manager
    • Give up LinkedIn, phone or email (if Kaitlen had to choose one) 
    • Have company or individual set targets 
  • How much time should be spent on SDR development and the type of training Kaitlen finds works best 
  • Kaitlen’s favourite sales tool outside of Outreach 
  • What a good onboarding process looks like 
  • Encouraging your SDRs to fail quick to learn faster 
  • How an SDR Manager can use systems and processes to ensure SDRs are shaping their day correctly 
  • Common challenges for SDRs that Kaitlen sees within SDR Anonymous 

ON AIR: With Owen Featuring Jamie Beaumont – Founder at Playter Pay

Introducing our 16th 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 16th guest is Jamie Beaumont – Founder at Playter Pay.

Owen and Jamie discuss a fintech that makes money. Including:

  • Generating profit to drive business growth outside of raising equity
  • Jamie’s advice to early stage Founders or those thinking about founding their own organisation
  • The risk of running out of cash and survival mode
  • The benefits of being profitable when fundraising
  • Looking at revenue, not profitability, when scaling your business
  • Using proof of product and viability of the business to scale
  • The shortest term achievable profit point
  • The factors to consider if you want to prioritise profitability or prioritise scaling
  • Smaller markets
  • The ambition mindset
  • The impact that external influences and taking action make on success
  • Working out what commercial route is best for you

LIVE Roundtable: Setting Up An Outbound Sales Team – Onboarding SDRs

We hosted our second 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. Training

2. Mentoring

3. Culture

4. Setting targets & expectations

5. Communicating your business’ vision

6. Embracing ‘ready to go’ attitudes

Host

Owen Richards – Founder & CEO at Air Marketing

Speakers

Neil Clarke – Commercial Director at Air Marketing

Shabri Lakhani – Founder & CEO at SalesWorks

Georgina Aspden – Sales Development Manager at Perkbox

Who is it for?

Founders, sales leaders, SDR Managers and revenue leaders.

ON AIR: With Owen Featuring Tom Boston – Social Sales Evangelist at SalesLoft

Introducing our 15th 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 15th guest is Tom Boston – Social Sales Evangelist at SalesLoft

Owen and Tom discuss how personal brand can impact on your performance as a Sales Development Representative (SDR). Including: 

  • How Tom began social selling 
  • How Tom entertains via LinkedIn 
  • How Tom’s personal brand has increased the efficiency of outreach and level of engagement from prospects 
  • How Tom stays disciplined to produce videos consistently 
  • How to get over the first starting point 
  • How Tom has built credibility 
  • How Tom uses humour to open up the conversation around sales 
  • What SDRs can be doing towards building their personal brands 
  • The importance of authenticity in sales 
  • The impact that Tom’s videos have made on engagement 
  • How Tom produces videos 
  • How much better Tom’s results have been in terms of pipeline and closed business because of his personal brand 
  • Tom’s new role as Social Sales Evangelist 

ON AIR: With Owen Featuring James Ski – Partnerships Manager at Drift

Introducing our 14th 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 14th guest is James Ski – Partnerships Manager at Drift

Owen and James discuss running a partnerships channel. Including: 

  • What a partnerships programme looks like 
  • Why it’s so powerful 
  • Whether it’s only right for certain types of businesses 
  • Why fewer people consider a partnerships programme at an earlier stage than James thinks should 
  • Why it isn’t more popular than it should be 
  • The importance of relationships being reciprocal 
  • What’s required to set-up a successful partnerships programme 
  • Why it’s a channel that can’t go backwards or downwards in terms of performance very easily 
  • Being aligned on business objectives and how you’re trying to drive business outcomes for your clients 
  • Whether a lower quantity of quality partners, or a higher quantity of lower quality partners is best 
  • How to remunerate partners 
  • The key to making talking about your product/service a priority for partners 
  • How long until you can expect to see your partnership programme contributing to revenue 

ON AIR: With Owen Featuring Andy Whyte – Author & Host at MEDDICC

Introducing our 13th 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 13th guest is Andy Whyte – Author & Host at MEDDICC

Owen and Andy discuss all things MEDDICC. Including: 

  • What MEDDICC is 
  • How Andy came to find MEDDICC 
  • How it compliments other sales frameworks and methodologies 
  • Why it’s so powerful in comparison to BANT 
  • The type of organisations where MEDDICC has been most successful 
  • The value that MEDDICC adds 
  • How it will increase your forecasting accuracy and create efficiencies in resource planning 
  • How much time people spend in deals that they should be out of 
  • Being more confident in yourself 
  • What MEDDICC & MEDDPICC stands for 
  • How it’s being implemented from the bottom-up 
  • The challenges of implementing it 
  • How MEDDICC identifies where you’re weak in a deal 
  • The story of how MEDDICC was founded 

LIVE Roundtable: Setting Up An Outbound Sales Team – Planning & Hiring

We hosted our very first LIVE 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 on the last Thursday of every month for the next 12 months, 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. Setting targets, forecasts and stakeholder expectations (including how far forward to forecast cost of wages and on costs, expenses (other), and revenue)

2. Building your playbook

3. Choosing your channels

4. Defining your messaging

5. Building your data strategy

6. Hiring the right people

Host

Owen Richards – Founder & CEO at Air Marketing

Speakers

Neil Clarke – Commercial Director at Air Marketing

Greg Freeman – VP Revenue at kleene.ai

Who is it for?

Founders, sales leaders and revenue leaders.

ON AIR: With Owen Featuring Caleb Buscher – Senior Channel Account Manager (EMEA Region) at HubSpot & Sophie Ambridge – Client Strategy Director at Roots to Market (HubSpot Partner)

Introducing our 12th episode of ON AIR: With Owen – our latest interview video series with honest conversation about scaling revenue, hosted by our Founder & CEO, Owen Richards.

This episode features, not one, but two guests for the first time ever on ON AIR: With Owen. Our guests are Caleb Buscher – Senior Channel Account Manager (EMEA Region) at HubSpot and Sophie Ambridge – Client Strategy Director at our sister company, Roots to Market (they’re also a HubSpot Partner!). 

Owen, Caleb and Sophie discuss how to make the most out of HubSpot as a revenue growth business tool to help drive your business forwards. Including: 

  • What HubSpot is 
  • Why Roots to Market recommends HubSpot 
  • Why businesses need a CRM 
  • What HubSpot can teach you about your customers and prospects 
  • The difficulties with not using a CRM 
  • How easy HubSpot is to implement 
  • The benefit of sales and marketing being in one place 
  • The must-do quick tips and tricks that you can implement from the start 
  • Relevancy and the ability to see when a proposal has been opened 
  • The benefits of working with Roots to Market and HubSpot 
  • What reporting HubSpot offers 
  • How a Founder can use HubSpot to learn about their own business 
  • Investing in change to see success 
  • How Individual Contributors can benefit from HubSpot 
  • The future of HubSpot and features in the pipeline 
  • What Roots to Market helps businesses with aside from HubSpot 
  • Who within an organisation tends to recognise that they need HubSpot 
  • How HubSpot helps customer experience 
  • How to get a free version of HubSpot, the functionality and why HubSpot offer this 

ROI Calculator

ROI Calculator

ROI Calculator

With this calculator, you’ll be able to estimate your return on investment within the first 12 months of working with Air Marketing and better understand the setup costs of doing this activity in-house.

B2B Cold Call Guide & Script Template

B2B Cold Call Guide & Script Template

B2B Cold Call & Script Template

There are five core sections to this script template and within each there are often multiple options on wording. You should pick and choose and test what works for you. The sections covered are:

  • Introduction – Your first impression and the way you start the call is critical.
  • Pitch – Telling your prospect why you’re calling and what you have to offer.
  • Transition to questioning/discovery – Often a missed part of the cold call.
  • Discovery/questions – The part where you uncover whether there is a good fit between your offering and your prospect’s situation.
  • Close/wrap up – If you don’t ask, you don’t get. So how do you close for the meeting?

As a bonus, we’ve also added a section on:

  • Wrap up – Ironically, most people don’t plan how to end a call after booking a meeting.
  • Objection handling – How you respond to questions and objections will define your success, so how do you overcome these.

Download the guide by filling in the form below and we’ll answer all the questions and more…