Category: Webinars & Events

We’re hosting our tenth live roundtable as part of our annual content series, around setting up an outbound sales function.

Get ideas, inspiration and advice from our panel of experts, who will share and discuss their own experiences and open the floor to questions from the audience.

In April 2021, we announced that we will be going live every month for the next 12 months, chatting about all topics relating to outbound sales and the stages of building a team. Simply register, send us your question in advance or ask us live.

Agenda:
We’ll be discussing and answering your questions around (but not limited to):

• The myth of the three month ramp-up time
• Which metrics and goals you should use to measure the performance of SDRs
• What to focus on in the first six months of an SDR’s career
• Establishing an SDR process and structure
• The types of sales resources you should be providing to your SDR team
• Ways to increase your SDR’s confidence in order to get the best out of them
• Why customer personas are one of the most important SDR training topics
• How continuous coaching helps to reinforce positive behaviour

Host:
Owen Richards – Founder & CEO at Air Marketing

Speakers:
Neil Clarke – Commercial Director at Air Marketing
Chris Duddridge – VP of Sales EMEA at Soroco
Stephanie Livingston – Head of Sales at Birdie

Who is it for?
Founders
Sales Leaders
Revenue Leaders
Account Managers

We’re hosting our ninth live roundtable as part of our annual content series, around setting up an outbound sales function.

Get ideas, inspiration and advice from our panel of experts, who will share and discuss their own experiences and open the floor to questions from the audience.

In April 2021, we announced that we will be going live every month for the next 12 months, chatting about all topics relating to outbound sales and the stages of building a team. Simply register, send us your question in advance or ask us live.

Agenda:
We’ll be discussing and answering your questions around (but not limited to):

• What targets and KPIs sales leaders and managers should have in place
• What are SDRs really motivated by?
• Different incentive offerings including: workplace incentives, experienced-based incentives, courses/training incentives, physical incentives, etc.
• Should you offer money as an incentive?
• The purpose of a commission plan, or additional earning opportunity
• How best to manage an in-house incentive scheme

Host:
Neil Clarke – Commercial Director at Air Marketing

Speakers:
Paul Lloyd – Director at Sellerly
Matthew Blanchard – GM EMEA at Varicent
Thom Brown – Head of Sales Operations at Air Marketing

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

We’re hosting our eighth 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 will share and discuss their own experiences and open the floor to questions from the audience.

In April we announced that we will be going live every month for the next 12 months, chatting about all topics relating to outbound sales and the stages of building a team.

Topic:
Building A High Performance Outbound Sales Team Culture

Agenda:
We’ll be answering your questions around (but not limited to):
What exactly IS team culture and how do you improve it
Getting your team to bond – what we’ve seen work well and not work well
How to drive team performance
What motivates individuals and how that impacts results
Different ways to manage that bring out the best in your team
Inspiring ways to celebrate achievements

Host:
Owen Richards – Founder & CEO at Air Marketing

Speakers:
Sean Hayes – Director of Business Development EMEA at Aircall
Danielle Benavidas – Sales Development Manager at Tipalti
Neil Bhuiyan – Sales Development Manager, EMEA at Happeo
Joana Costa – Team Manager at Funding Circle UK

Who is it for?
Founders
Sales Leaders
Revenue Leaders

We’re hosting our seventh 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 will share and discuss their own experiences and open the floor to questions from the audience.

In April we announced that we will be going live every month for the next 12 months, chatting about all topics relating to outbound sales and the stages of building a team.

Agenda:
We’ll be answering your questions around (but not limited to) how to:
1. Introduction – Your first impression and the way you start the call is critical
2. Pitch – Telling your prospect why you’re calling and what you have to offer
3. Transition to questioning/discovery – Often a missed part of the cold call
4. Discovery/questions – The part where you uncover whether there is a good fit between your offering and your prospect’s situation
5. Objection handling – How you respond to questions and objections will define your success, so how do you overcome these?
6. Close/wrap up – If you don’t ask, you don’t get. So how do you close for the meeting?

Host:
Owen Richards – Founder & CEO at Air Marketing

Speakers:
Marco Alfano-Rogers – Sales Director at Air Marketing
Jonathan Finch – Director of Group Sales at Sales Geek
Alex Shrimpton – Enterprise Sales Manager at Infinity

Who is it for?
Sales Professionals (BDEs, BDRs, SDRs, Sales Leaders/Managers)
Revenue Leaders
Founders

We hosted our sixth 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 need to work in partnership with one another
2. Creating an environment that integrates well
3. Processes
4. CRM and tech stack
5. Sharing well-defined objectives
6. Implementing a feedback loop for better alignment throughout your organisation
7. Evaluating the results, and adjusting your strategy to respond to your customer
8. Celebrating success

Host

Owen Richards – Founder & CEO at Air Marketing

Speakers

Neil Clarke – Commercial Director at Air Marketing

Gareth Mapp – Director of Sales & Marketing at Software Solved

Louis Fernandes – Vice President, Sales, EMEA at Uberall

Who is it for?

Founders, Sales Leaders, and Revenue Leaders.

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.

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.

We hosted our third 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 matters

2. How to get it right

3. Being too niche

4. Accessing quality data

Host

Owen Richards – Founder & CEO at Air Marketing

Speakers

Neil Clarke – Commercial Director at Air Marketing

Gerry Hill – Regional Vice President – EMEA at ConnectAndSell

Who is it for?

Founders, sales leaders, SDR Managers and revenue leaders.