Introducing our 62nd 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 62nd guest is Kevin Dixon, Founder of Boxxstep. Owen and Kevin discuss a brand new topic: Buyer Enablement.

Including:
– What does it mean, where has it come from and why are we talking about it?
– No-decision outcomes: how they’ve changed over the last 15 years and how to avoid them
– How to get a sales representative to change their mindset to focus on “why change? why now?” instead of “why us?”
– What actions should you take when focusing on buyer enablement?
– What a good ‘mutual action plan’ looks like
– Why it’s important to evaluate the decision-making process, whatever the outcome
– The downfall of rigid sales processes
– How to stand out and find the right customers in the sales tech space in 2022
– Buying committees: how are they broken down and what are the common profiles you see within them?