Category: Sales

Introducing our 70th 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 70th guest is John Richardson, Founder & CEO at ExP. John and Owen discuss all things coaching for SDRs.

Including:
– What is coaching and why should managers be doing it?
– The differences between training and coaching an SDR
– How to coach effectively and productively
– How to guarantee training sessions are not wasted
– How does external coaching work?
– How SDR managers’ roles have evolved over the last 10 years
– 1-2-1 coaching vs. group coaching

Introducing our 69th 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 69th guest is Robert Smart, Enterprise Account Executive at Haiilo. Owen and Robert have an interesting discussion about Ideal Customer Profile (ICP).

Including:
– The definition and purpose of an ICP
– What elements define and document your ICP
– A new concept: Acceptable Client Profile (ACP)
– The downfalls of a scatter-gun prospecting approach
– How your prospecting time could be better spent with research & data
– How to approach a broad ICP from a targeting perspective
– Deviating from the ICP plan – should it be done?
– How to validate your thesis for your target market
– Scenario: How to deal with an inbound enquiry that does not fit within your ICP

Introducing our 68th 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 68th guest is Jack Shepherd, Co-Founder at The Social Shepherd. Owen and Jack have an in-depth discussion around ‘demand capture’ and ‘demand creation’.

Including:
– Definition of the terms ‘Demand Capture’ and ‘Demand Creation’
– The main differences between the two tactics
– When you should focus on one over the other, and when to leverage both
– Difference in quality of opportunities and how they behave when coming from capture vs creation
– Insight into The Social Shepherd’s marketing strategy in the early days

Introducing our 67th 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 67th guest is Omri Chosnek – Regional Sales Director at Salesforce. Owen and Omri have an “all about sales” discussion…

Covering:
– Salesforce’s strategy for Demand Generation
– The biggest challenges for sales leaders in today’s economy
– Managing a multigenerational and multicultural workforce
– Dealing with buyer hesitation and delayed decisions in the sales process
– Big changes that have impacted what Salesforce are focusing on in 2022