Category: ON AIR: With Owen

Introducing our 29th 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 29th guest is Matt Milligan, Co-Founder at Uhubs.

Owen and Matt discuss ideas around how a SaaS Founder transitions from selling and increasing revenue to growing a sales team.

Including:

– Who Matt and Uhubs are

– Where to target new business during the first couple of years for a start up

– How much time you should be spending as a Founder generating sales and growing revenue vs other things in the first 12 months

– Why Matt prioritised discover over revenue and product for the first 12 months

– Matt’s key learnings taken from the first 12 months of found Uhubs

– Matt’s advice for Founders looking to move away from sales to growing a sales team.

– How to Let go of control of the buying process and accepting failure

– When you think about the brand of buying experience

– The benefits of a Mentor and why you should invest in it

– Matt discusses the challenges new Founder will likely face during the first 12 months.

Introducing our 28th 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 28th guest is Rob Baxter, Director of Rugby at Exeter Chiefs. Owen and Rob discuss ideas around leadership – Building sustained success over a long period of time:

– How do you manage to rebuild confidence and motivation going into a new season after a disappointing end.

– Strategies for managing and maintain your teams motivation

– Setting themes and a nurturing environment and the planning that goes into it

– The process of learning from a loss

– How to create a culture of openness

– What Rob looks for in somebody to come and join the team

– The parts of the role Rob finds most challenging 

Introducing our 27th 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 27th guest is Louis Fernandes.

Owen and Louie discuss aligning your sales and marketing teams to drive revenue?

Including: 

– Who Louis and Uberall are

– Why sales and marketing need to collaborate to drive revenue

– Why companies align sales and marketing

– Who should be in charge of aligning the departments?

– CRO is not a customer centric role

– What the tell-tell signs are that your sales and marketing departments are not aligned 

– The steps to aligning sales and marketing

– How to overcome the fear of change

– How to create the desire to collaborate

– Good examples of collaboration

– Bad examples of collaboration

– Introducing our 26th 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 26th guest is Lauren McGuire.

– Owen and Lauren discuss how to structure the perfect cold call Including:

– Who Lauren McGuire is

– Why is data so hard to get right and such a problem for go to market teams

– How to overcome the myth of perfect data

– How to identify if bad data is negatively effecting your outreach

– How to measure data accuracy

– Should SDRS be building their own data? Or should your organisation provide it?

– The value of direct dials and why they are so important

– Where to draw the line when investing in data

– Why increasing headcount will not help without the right investment in data

– How to define bad data

– Who should own data accuracy and cleansing?

– Why data should be at the top of your agenda

 

Introducing our 25th 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 25th guest is Chris Dawson – Director at 6^th Door Ltd.

Owen and Chris discuss how to structure the perfect cold call Including:

– Who Chris and 6^th Door Ltd Are

– The perfect mindset and mentality for making cold calls

– Hints and tips for getting past gatekeeper

– How you should start a sales call with a decision maker

– The debate around asking ‘How are you?’ on a sales call

– The next step on the sales call after your introduction

– How to handle objections effectively

– How to close a sales call

– What details to include in a cold call and when to bring them up

– Chris’ musts and thigs to avoid on a cold call

 

Introducing our 24th 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 24th guest is Jenny Brennan – Senior Director of Inside Sales at Agorapulse. 

Owen and Jenny discuss building an inside sales team from the first hire, to a team of circa 10 and beyond Including: 

– Who Jenny and Agorapulse are 

– How Jenny ended up at Agorapulse and the initial brief Jenny had for building an inside sales team 

– How Jenny grew the volume of inbound sales alongside the growth of her team. 

– How Jenny made her first hire for her new team, and the criteria she was searching for 

– The compromises and Jenny had to make during her team building journey and the surprises along the way 

– The challenges Jenny faced making her second hire 

– How Jenny found her unique leadership voice and learned to let go of control 

– How Agorapulses culture shifted as the team grew 

– Why Jenny wanted to include outbound in Agorapulse’s sales strategy

– The biggest differences between inbound and outbound 

– Jenny’s top 3 absolute musts when building an inside sales team

Introducing our 23rd 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 23rd guest is Ollie Sharpe – VP of Revenue – EMEA at SalesLoft.

Owen and Michael discuss Culture in a sales team and why it’s important to drive a successful sales team Including:

– Who Ollie and SalesLoft are

– What culture means to a sales team

– How culture can change each day

– The difference between culture and climate

– Why it’s important to have a conscious focus on culture within a sales team

– Whether your company’s culture is defined by leaders or employees

– What to do when someone joins your business that doesn’t fit the culture

– The trigger points to look for when finding out if someone doesn’t fit your company’s culture

– What’s important for SalesLoft’s culture

– How often you should be thinking about adjusting your culture

– The tell-tale signs for a leader to step in and address cultural problems

– How to positively impact your companies’ culture

– Defining the tangible inputs that contribute to your company’s culture

Introducing our 22nd 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 22nd guest is Michael Hanson – Founder & CEO at Growth Genie.

Owen and Michael discuss What does a good outbound sequence/cadence look like? Including:

– Who is Michael and who is Growth Genie?

– What are the first considerations when you open a cadence?

– Understanding what you’re trying to achieve with your cadence, and who are you trying to engage?

– What channels should you use and the next steps?

– How to create a good cadence without harassing your prospects?

– Why you shouldn’t rely on one particular channel for your cadence?

– What’s the importance of the cadence compared to other parts of the strategy?

– Breaking down the 30 point cadence step by step

– What would dictate how many steps should be in your cadence?

– What to do if you’ve never created a cadence before?- If you had to drop a channel from your cadence, what would it be? 

Introducing our 21st 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 21st guest is Richard Smith – VP Sales at Refract.

Owen and Richard discuss coaching, what it is and how do we do it well?. Including:

– Who is Richard and who Refract are?

– How long does good coaching take? 

– What’s the impact if you don’t prioritise training

– Why isn’t training prioritised by sales leaders?

– The downsides of split focus with Hybrid roles in sales

– The mindset of Sales Leaders without patience for coaching

– The power of communication in coaching

– Why you should be coaching by asking questions and not by telling

– The power of recording sales call when coaching

– Who’s coaching the coaches?

– How do you invest your time when coaching?

– Richards top tips for being a great coach

Introducing our 20th 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 20th guest is Sam Carrington – Founder & ‘Chief Smirkistrator’ at Smirk Experience.

Owen and Sam discuss the transferable skills between comedy and sales. Including: 

– Who is Sam and who is Smirk Experience

– What are the transferable skills between comedy, business, and sales 

– Comparing the performances of prospecting and comedy 

– How to leverage comedy for your personal brand 

– What is Evolutional Psychology and The idea of being liked

– Dealing with failure and how to learn from it 

– How to embrace comedy in sales to get ahead of your competitors