ON AIR: With Owen Archives - Page 4 of 11

ON AIR: With Owen Episode 70 Featuring John Richardson – Founder & CEO, ExP

Posted on 26 October 202226 October 2022 by Hannah Sanders

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

ON AIR: With Owen Episode 69 Featuring Robert Smart – Enterprise Account Executive, Haiilo

Posted on 19 October 202229 June 2023 by Hannah Sanders

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

ON AIR: With Owen Episode 68 Featuring Jack Shepherd – Co-Founder, The Social Shepherd

Posted on 12 October 202213 October 2022 by Hannah Sanders

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

ON AIR: With Owen Episode 67 Featuring Omri Chosnek – Regional Sales Director, Salesforce

Posted on 5 October 202211 October 2022 by Hannah Sanders

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

ON AIR: With Owen Episode 66 Featuring Hannah Ajikawo – Practice Lead, EMEA at Skaled Consulting

Posted on 21 September 202211 October 2022 by dukadmin

Introducing our 66th 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 66th guest is Hannah Ajikawo – LinkedIn Top Voice in Sales 2021, Practice Lead for EMEA at Skaled Consulting and Director of Global Partnerships at Sistas In Sales.

Owen and Hannah discuss the sales process, with a particular focus on the discovery phase.

Including:
– What the discovery phase is and how it should be approached
– Common mistakes sales organisations make during discovery
– Where most companies are losing their way in the sales process
– The downfalls of a rigid sales process
– How the sales process has changed in the last 15 years
– The fear of breaking the learning trend in young SDRs
– How being ‘human’ and adding personality to your conversations makes you a more effective salesperson
– Being customer-centric: what it means and how SDRs can achieve it

ON AIR: With Owen Episode 65 Featuring Nicki Paterson – Chief Growth Officer of Solutions Driven

Posted on 6 September 202211 October 2022 by James Ollerhead

Our 65th guest is Nicki Paterson, Chief Growth Officer of Solutions Driven.

Owen and Nicki discuss the importance of a growth plan in a business.

Including:

– What a growth plan is
– The importance of being informed by data and the important metrics when it comes to growth
– Nicki’s take on demand vs headcount growth

ON AIR: With Owen Episode 64 Featuring Charles Smee – Founder & CEO of Transaction Focus

Posted on 24 August 202211 October 2022 by Hannah Sanders

Introducing our 64th 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 64th guest is Charles Smee, Founder & CEO of Transaction Focus. Owen and Charles discuss best practices for expanding your business into international markets and territories.

Including:
– Most common reasons for companies choosing to explore new territories
– Misconceptions around moving into international markets
– Frequent mistakes made by leaders when breaking into new markets
– Adapting to cultural differences in business around the world and adjusting internal company culture accordingly
– How to ensure you are recruiting the right people in different countries
– Are there certain countries or markets which are easier to break into than others?
– Setting expectations for the ‘bedding in’ period
– Three key bits of advice for leaders who are considering taking their organisation global

ON AIR: With Owen Episode 63 Featuring Chris Loveridge – Regional Sales Manager, EMEA at BigPanda

Posted on 17 August 202211 October 2022 by Hannah Sanders

Introducing our 63rd 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 63rd guest is Chris Loveridge, Regional Sales Manager for EMEA at BigPanda, previously Account Director at SAP Customer Experience. Owen and Chris discuss leveraging the team around you through a sales process and managing the politics within enterprise.

Including:
– What are you typically doing and who are you working with through an enterprise sales process?
– Who is accountable for the end result?
– How to effectively manage internal and external relationships and how you should split your time and effort between the two
– The most common politics you have to navigate through an enterprise sales process
– When and why you would break the process
– How to get an ‘A-team’ on board
– In-fighting: what does it mean, when do you tend to experience it and could it be a good thing?

ON AIR: With Owen Episode 62 Featuring Kevin Dixon – Founder of Boxxstep

Posted on 10 August 202211 October 2022 by Hannah Sanders

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?

ON AIR: With Owen Episode 61 Featuring Conrad Ford – Chief Product & Strategy Officer at Allica Bank

Posted on 27 July 202211 October 2022 by Hannah Sanders

Introducing our 61st 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 61st guest is Conrad Ford, Chief Product & Strategy Officer at Allica Bank.

Owen and Conrad discuss selling into SMEs – the differences; the challenges; what works and what doesn’t.

Including:
– Why is it important to sell in a different way to SMEs?
– How SMEs are misunderstood and underrepresented in society
– The dos and don’ts of selling to SMEs
– Commons mistakes Conrad has made or seen made by others
– Spotting signals in data to talk to the right businesses, at the right time
– The defining factors of successful salespeople in SMEs compared to enterprise
– The need for ‘gravitas’ in enterprise sales
– Where does process come in when selling to SMEs?
– The evolution of CRM platforms
– What marketing teams can do to assist sales teams in selling to SMEs
– The resilience needed to work in the small business segment

Category: ON AIR: With Owen