Category: ON AIR: With Owen

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?

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

Introducing our 60th 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 60th guest is Mark Ackers, Sales Director at Allego.

Owen and Mark discuss why SDRs often fail to become effective AEs.

Including:
– Mark’s journey from SDR to AE and how failure contributed to his success
– The difference between a high performing SDR and an AE
– The top reasons SDRs fail to become good AEs
– The danger of promoting an SDR too early
– The things Managers can do to help their current SDRs become good AEs in the future
– The things SDRs can do themselves to make the transition as smooth as possible

Introducing our 59th 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 59th guest is Will Holden, Co-Founder at Vidu.

Owen and Will discuss how to use Gifs, memes, and all forms of creative media effectively in your sales process and outreach.

Including:
– The definitions of memes and Gifs
– How creative media works and when you should be using it
– Examples of creative media that has worked and not worked well
– The personas that work well with creative media
– How to keep creative media fresh and engaging
– How to integrate creative media with other channels
– Who should be using Vidu