Sales Archives - Page 5 of 28

From Good to Great: Transforming Sales Teams – Powered by Air Sales Academy

Posted on 17 July 20233 June 2025 by Hannah Sanders

Are you ready to take your sales team to new heights of success? Air Sales Academy presents a special live event aimed to reshape the way businesses approach SDR training and development.

Join our esteemed panel of sales leaders and experts as they unveil their strategies and approaches to building world-class SDR teams.

Panellists:
Erik Pollitt – Sales Trainer & Performance Coach
Michael Hanson – Founder & CEO of Growth Genie
Chris Ritson – Co-Founder & CEO of Flexprts

Host:
Owen Richards – Founder & CEO of Air Marketing

This live roundtable will give you a front-row seat to captivating discussions and valuable insights from experts in the field.

You will hear about:
– Insight from the experts who have achieved extraordinary success in building and empowering top-performing SDR teams.
– Innovative approaches to SDR training, enablement, and development that are redefining industry standards.
– Proven strategies, cutting-edge techniques, and best practices for transforming your sales team’s performance.
– The latest tools, technologies, and methodologies that have driven SDR performance in recent years.
– Exclusive insight into the brand new sessions and resources offered by Air Sales Academy, designed to equip SDR teams for success.

Who is it for?
Founders & CEOs
Sales & Marketing Leaders
Revenue Leaders
Sales & Marketing Managers
Sales Development Representatives (SDRs)
Business Development Representatives (BDRs)

Don’t miss out on this opportunity to unlock your team’s true potential and set new standards of success in the SDR landscape.

The Revenue Revolution Podcast by Jointflows Featuring Owen Richards – Founder & CEO, Air Marketing

Posted on 12 July 20233 June 2025 by Hannah Sanders

We’re thrilled to share an exciting podcast episode from The Revenue Revolution series, hosted by Jointflows – a game-changing tool that simplifies the sales process, with a particular focus on the crucial closing stages.

In this episode, hosts Mick Gosset (CEO of Jointflows) and Hitesh Kapadia (CRO of Jointflows) engage in a captivating conversation with Air Marketing’s Founder & CEO, Owen Richards. They delve into Owen’s insightful perspective on the current state of the sales and revenue landscape; shedding light on various factors that influence it, including the emergence of new stakeholders during the final stages of the sales process.

They share their thoughts on the essential skills that sales leaders should possess, which unfortunately many often lack. Moreover, Owen reveals the innovative and creative strategies that set Air Marketing apart from competitors in a saturated market.

As the conversation continues, Hitesh and Mick explore Owen’s thoughts on the potential revolution brought about by AI in the sales industry, including how it may reshape the sales landscape, presenting exciting possibilities for the future.

ON AIR: With Owen Episode 81 Featuring Andy McCreadie – MD, Sandler South West

Posted on 12 July 20233 June 2025 by Hannah Sanders

Introducing our 81st 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 81st guest is Andy McCreadie, Managing Director at Sandler South West. Owen and Andy discuss the challenges that sales teams face as they grow.

Including:
– Why do salespeople fail?
– What mistakes are sales leaders making in the current environment?
– The do’s and don’ts of growing out a sales team
– The crucial shift shift every salesperson must make to start seeing results
– What sales leaders and managers should be doing to support their teams
– The important role training and coaching plays in an SDR’s development

I Bet Your SDRs Aren’t Hitting Quota… Here’s Why | SaaSGrowth2023 | Owen Richards

Posted on 11 July 202311 July 2023 by Hannah Sanders

Discover the top 10 reasons why your SDRs may not be hitting their quota in this insightful event talk by our Founder & CEO, Owen Richards, at SaaSGrowth2023 – powered by Sales Confidence.

A bit about Owen:

Originally from Kent, Owen started his sales career at our Sister Company, Forrest Marketing Group (FMG), in Sydney, Australia while traveling. He started as a Telesales Executive and, having planned to be in Australia for a year, he was sponsored by the company and one year eventually became 8. During this time he progressed into a Head of Sales and Operations role.

In 2015, Owen and his wife, Amy, moved back to the UK to start a family, and in early 2016, he co-founded Air Marketing Group with his business partner and Managing Director of FMG, Richard Forrest. Seven years on, Air is now one of the UKs leading sales and marketing agencies; is the parent company to a sales and marketing recruitment company (Seed Talent); and trains and coaches other sales professionals to elevate their performance from good to great through Air Sales Academy.

ON AIR: With Owen Episode 80 Featuring Arden Styles – CCO at CEGEN Environmental Group

Posted on 28 June 20233 June 2025 by Hannah Sanders

Introducing our 80th 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 80th guest is Arden Styles, CCO at CEGEN Environmental Group. Owen and Arden have a discussion around discovering the true essence of a brand.

Including:
– What ‘brand essence’ means and why it’s important
– Real life examples of brand essence
– How brand essence can represent much more than the product you are selling
– How brand essence works in a B2B environment
– Increasing the degree of certainty: what it means and why it’s important for your clients
– How to define the essence of your brand, and at what stage it should be done
– Aligning a personal brand with an organisation’s brand, and the part digital presence plays
– The know, like, trust funnel
– The types of content a marketer should be producing to promote the essence of the brand
– Real life examples of marketing campaigns that have done this effectively

From Zero Knowledge to Big Sales Success – Event Talk with Air Marketing’s Katelyn Tomlinson

Posted on 11 May 20233 June 2025 by Hannah Sanders

We’re excited to share the inspiring talk by our very own Business Development Executive (BDE), Katelyn Tomlinson, at Sales Confidence‘s SDRs and BDRs event. Katelyn shared her personal journey of going from a beginner position with little knowledge of SaaS to becoming a successful BDE at Air Marketing.

In her talk, Katelyn gave insightful B2B sales tips that helped her achieve her goals, and encouraged others who are new to the SaaS space, thinking about launching a new career in sales, or even seasoned professionals to learn from her experience.

Through her infectious motivation and drive, Katelyn showed that success in sales is not only about having prior knowledge or experience, but also about the right mindset, determination, and willingness to learn and grow.

At Air, we believe that everyone has the potential to achieve their goals, and we are proud to have Katelyn as a part of our team. Her success story is a testament to the value we place on personal development and continuous learning, which we believe is vital to our growth as a business.

So, whether you’re new to the SaaS space or a seasoned professional, we invite you to watch Katelyn’s 7-minute talk and get inspired to take your sales game to the next level!

ON AIR: With Owen Episode 79 Featuring Adam Graham – Managing Director, Gray Matters

Posted on 3 May 20233 June 2025 by Hannah Sanders

Introducing our 78th 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 79th guest is Adam Graham, Managing Director at Gray Matters and Founder of BD Matters. Owen and Adam discuss the topic of diagnosing the root cause of sales inefficiency and offer practical solutions to address it.

Including:
– Most common factors behind sales underperformance
– The ideal mindset and culture of a leadership team
– Common mistakes vs quick wins of positioning and branding
– Pros and cons of being niche and the internal challenges that brings
– Getting buy-in from your sales team
– Go-to-market strategy: what’s working and what’s not in 2023

What is a Sales and Marketing Tech Stack?

Posted on 2 May 20232 May 2023 by Hannah Sanders

In sales and marketing, a tech stack often refers to the collection of digital tools and software applications that a company uses to automate, optimise, and measure its sales and marketing activities. It typically includes customer relationship management (CRM) software, email marketing platforms, social media management tools, landing page builders, lead generation and qualification tools, lead nurturing solutions, analytics and reporting software, and many others. The sales and marketing tech stack is crucial for enabling organisations to manage their customer interactions and improve their overall sales and marketing performance.

Managing your tech stack

Consolidate your tech stack: Rather than using a variety of different tools and software, streamline your tech stack by consolidating tools and focusing on a few core platforms. This can help make your tech stack more efficient and easier to manage.
Regularly review your tech stack: Review your tech stack frequently to ensure that all tools and software are still relevant and useful. Get rid of any tools or software that are no longer needed or useful.
Invest in training: Invest in training and education for yourself and your team to ensure that everyone is proficient in the tools and software that are being used. This can help increase productivity and efficiency.
Use cloud-based software: Using cloud-based software can help make your tech stack more flexible and easier to manage. This can also help reduce costs associated with maintaining hardware and software.
Seek feedback: Regularly seek feedback from your team and customers to find out what tools and software are working well and what could be improved. Use this feedback to make informed decisions about your tech stack.

Software you should consider adding to your tech stack (or at least reviewing):

Salesforce – Salesforce is the most popular CRM software being used today.
HubSpot – HubSpot is a marketing and sales software platform that provides tools for companies to attract, engage, and delight customers. It includes a wide range of features, including email marketing, social media management, search engine optimisation, website design and development, customer relationship management, and more. HubSpot is designed to help businesses streamline their marketing and sales processes, improve customer relationships, and ultimately drive revenue growth.
Adobe Marketo Engage – Marketo Engage is the world’s largest marketing automation platform, a singular solution that combines the power of automation, content, lead development and account-based marketing. It helps connect you with customers and keeps them coming back, saving your team time, effort, and resources.
Oracle Eloqua – Eloqua is a marketing automation software that provides insights and marketing campaign management capabilities.
Hootsuite – Hootsuite is a social media marketing platform that helps businesses manage their social media accounts to publish content, monitor engagement, and analyse performance.
Google Analytics – Google Analytics is a free analytics tool that helps businesses track website traffic and user behaviour on their website.
Optimizely – Optimizely is a testing and optimisation software that allows businesses to test different versions of their website to optimize conversion rates.
SEMrush – SEMrush is an SEO and SEM software that provides competitive intelligence, keyword research and tracking, and site auditing capabilities.
ZoomInfo – ZoomInfo is a B2B data intelligence platform that helps businesses identify and target potential customers.
ChatGPT – ChatGPT is a natural language processing tool driven by AI technology that allows you to have human-like conversations and much more with the chatbot. The language model can answer questions and assist you with tasks like composing emails, essays, and code. Most of what you have read above was written by ChatGPT, not Shaun Weston 😊

Opinion piece by Shaun Weston – CRM Manager at Air Marketing

We’re offering a FREE tech stack audit to help you understand your existing CRM and identify any inefficiencies. We will provide honest, actionable recommendations to optimise your tech stack and improve your business operations.

LIVE Event: The Great Debate – Paid Vs. Organic

Posted on 27 April 20233 June 2025 by Hannah Sanders

Introducing our first live debate of 2023 in our popular debate series! We’re excited to tackle the topic of Paid vs Organic – where is best to invest your marketing budget in 2023?

Our panellists have tried and tested in their field, they have their favourite and they’re ready to battle it out…

Fighting for team ‘Paid’ we have:
Jaye Cowle – Managing Director of Launch

And on team ‘Organic’ we have:
Sam Dunning – Co-Owner of WEB CHOICE
Dan Holt – Managing Director of Boss Digital

Sitting in the cross-fire and chairing the debate is our very own Founder & CEO, Owen Richards.

Who is it for?
Founders
Sales Leaders
Revenue Leaders
Sales Managers
Sales Development Representatives

ON AIR: With Owen Episode 78 Featuring David Allison – Founder, The Valuegraphics Project

Posted on 19 April 20233 June 2025 by Hannah Sanders

Introducing our 78th 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 78th guest is David Allison, Founder of The Valuegraphics Project. Owen and David discuss how tapping into customers core values can unlock the ability to understand them on a deeper level and influence them more effectively.

Including:

– The difference between demographics and valuegraphics
– How to use valuegraphics effectively
– The concept of humans being values-driven
– 3 key questions to ask your potential customers to reveal their core values
– Getting to the ‘why’
– Demographic dominance
– How old habits need to change around targeting your ideal customer
– The most common values from around the world

Category: Sales