ON AIR: With Owen Featuring Rachael Howourth – Founder, Sales Coach & Mentor, MySalesMentor

Introducing our 11th 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 11th guest is Rachael Howourth – Founder, Sales Coach & Mentor at MySalesMentor and Managing Director of Momentum South West

Owen and Rachael discuss building high performance teams and cultures in a sales environment. Including: 

  • What it means and why it’s important 
  • Whether it should be determined by a number or mindset 
  • What a high performance mindset looks like 
  • How much a high performance team is dictated by leadership vs those within the team 
  • How team members can drive high performance culture 
  • How to deal with underperforming team members and the impact of holding on to underperformers for too long 
  • Accountability and the power of allowing your team to set their own targets 
  • The difference creating a culture that people want to be a part of makes to sales performance 
  • What can contribute to creating a positive, high-performing culture within a sales team 
  • What signs of a high performing sales team Sales Reps or Individual Contributors should be looking for when they’re looking to join a sales team 
  • What Sales Reps can do to contribute to their sales team being higher performing 
  • The core foundations that you need for building a high performance sales team 

ON AIR: With Owen Featuring Anthony Parker – General Manager EMEA, MindTickle

Introducing our 10th 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 10th guest is Anthony Parker, General Manager – EMEA at MindTickle and Sales Performance Coach at Replayz

Owen and Anthony discuss why sales reps should take responsibility and ownership of their own training, development and career progression. Including: 

  • Why we encourage that mindset 
  • Why it should be a personal choice to consume content outside of work 
  • As an organisation, whether you can tell your employees to do this outside of work 
  • How much an organisation’s learning culture has an impact on an individual’s desire to do this in their own time 
  • The role that it plays in the interview process 
  • Where Sales Development Representatives (SDRs) and Account Executives (AEs) should be going to consume content 
  • How consuming content adds another level of value to your organisation

ON AIR: With Owen Featuring Stephanie Livingston – Head of Sales, Birdie

Introducing our ninth 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 ninth guest is Stephanie Livingston, Head of Sales at Birdie Home Care Software.

Owen and Stephanie discuss creating an environment for women to succeed in sales. Including: 

  • Why it’s important 
  • How to start making a difference 
  • How having a female leader impacted Stephanie 
  • Where sales is as an industry, around moving towards a change where both men and women can be successful 
  • What male leaders can do to help push things in the right direction 
  • How to create a safe environment 
  • Whether diversity should be celebrated or be viewed as ‘normal’ 
  • Language that impacts perceptions 
  • Who Stephanie looks to as a role model 
  • The difference between people being different and people being equal 
  • Advice to women starting their sales career 
  • Why we should stop apologising in the workplace

ON AIR: With Owen Featuring Greg Freeman – VP Revenue, kleene.ai

Introducing our eighth 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 eighth guest is Greg Freeman, VP Revenue at kleene.ai.

Owen and Greg discuss everything around a company’s first sales hire. Including:

  • Why and when you should be looking to recruit
  • The options that a Founder has
  • The issues with recruiting an SDR or ‘the corporate’ as your first sales hire
  • Misconceptions and issues around recruiting from a competitor
  • How do you know what you’re hiring if you don’t know what you’re hiring?
  • What you should be looking for as a Founder
  • What you should do as a first sales hire
  • Why Founders shouldn’t treat their first sales hire as an employee
  • What Founders should factor into package discussions / what first sales hires should negotiate on

ON AIR: With Owen Featuring Neil Mullane – UK General Manager, Dext

Introducing our seventh 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 seventh guest is Neil Mullane, UK General Manager at Dext. Previously Head of UK Sales & Service at Funding Circle, and Head of Corporate & Business Banking at Barclays Corporate Banking

Owen and Neil discuss a topic close to both of their hearts – relationship-based sales. Including: 

  • Why it’s so powerful 
  • Whether building a relationship helps you in a transactional sale 
  • The requirement of someone who works in a relationship-based sales role 
  • Experience of decision making based on relationship over logic 
  • How being a comedian plays an important role in relationship building 
  • Why resources should be used to build relationships with prospects who have long sales cycles 

ON AIR: With Owen Featuring Raymond Wright – Co-Founder & Chief Revenue & Operations Officer, ufurnish.com

Introducing our sixth 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 sixth guest is Raymond Wright, Co-Founder and Chief Revenue & Operations Officer at ufurnish.com.

Owen and Ray discuss building repeatable, scalable B2B models of revenue growth. From Ray’s experience of scaling Lead Forensics‘ turnover from £500,000 in 2011 to over £35 million by the end of 2017, as well as growing ufurnish.com to a 129 retailer platform (including John Lewis, MADE.COM, Dunelm, and Wayfair) within 3 years, he shares the incredible learnings that he’s gained.


Sales Confidence’s Sales & Revenue Leaders Event – 17th March 2021

Our Founder & CEO, Owen Richards, co-hosted Sales Confidence‘s second Sales and Revenue Leaders event of 2021 alongside Sales Confidence’s very own James Ski!

Speakers for this event include:
Anthony Parker: GM EMEA at Mindtickle
Marcus Oulds: RVP at SalesLoft
Andrei Sochala: Director of Sales at Aircall
Richard Smith: VP Sales at Refract
Lauren (Schreiner) McGuire: Director of Sales at Forecast
Matt Tuson: Chief Commercial Officer at Sabio
David Wyatt: SVP & GM EMEA at Databricks

Why watch?
You will gain the knowledge and insight that is necessary to confidently and competently lead your organisation.

Who is it for?
– Sales Leaders (CROs, Sales VPs, Sales Managers)
– Revenue Leaders (Marketing, Sales Ops and Enablement)
– SaaS Founders and Investors

ON AIR: With Owen Featuring Shabri Lakhani – Founder & CEO, SalesWorks

Introducing our fifth 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 fifth guest is Shabri Lakhani, Founder & CEO at SalesWorks

With Shabri running a successful business that helps others to build and optimise their SDR (Sales Development Representative) teams, Owen and Shabri discuss all things SDR leadership. Including the skills and qualities of a good SDR Manager, what happens when SDRs don’t have a leader, the common mistakes that new SDR Managers make, and why SDR leadership is so important right now.

ON AIR: With Owen Featuring Jonathan Finch – Group Sales Director, Sales Geek

Introducing our fourth 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 fourth guest is Jonathan Finch, Group Sales Director at Sales Geek.

Owen and Jonathan discuss the journey of making small run-rate sales to managing enterprise deals or larger opportunities. Including the skills required and what you’re likely to learn along the way.

The Sales Dojo Podcast – Human To Human Conversation

In this episode, Leon McCowan and Chris Dawson of The Sales Dojo welcomed our Founder & CEO, Owen Richards.

They discuss:
• Owen’s first experience of sales
• The top sales tips that we share with our team when they join
• How big a role personality plays in a sales call and whether this is coachable or trainable
• Owen’s prediction for the biggest change in sales over the next 5 years
• Human to human (H2H) conversation

Check it out on Apple Podcasts, Spotify, or listen below.