Category: ON AIR: With Owen

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 

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

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

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

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 

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.

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.