Category: ON AIR: With Owen

Introducing our 19th 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 19th guest is Martin MacArthur – Founder & CEO at The Outbound Sales Guy. 

Owen and Martin discuss the differences across prospecting into Americas vs EMEA and how to be successful in outbound. Including: 

• The impact that being blind has had on Martin in starting his own business and working in sales 
• The difference between selling outsourced sales into Canada vs the US 
• The attitude that Americans have towards sales development, cold calling, prospecting emails and other outbound approaches 
• Authentic relationship building: more personal sales messaging > personalisation 
• The channel that Martin finds most successful when selling into the US 
• How to follow-up on LinkedIn 
• Martin’s sales tech and data vendor recommendations 
• How much of Martin’s experience is based around building his own data vs purchasing data 
• What’s changed in sales in the US over the past 2/3 years 
• Advice for UK companies looking to expand into the US and vice versa 

Introducing our 18th 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 18th guest is Sam Dunning – Sales Director & Co-Owner at Web Choice, and Founder & Host at Business Growth Show. 

Owen and Sam discuss simplifying search engine optimisation (SEO) to support business growth. Including: 

• Why businesses need to do SEO 
• How long until the benefits of SEO can be seen 
• How to measure progress and success 
• The definition of ‘conversions’ 
• How Sam and Web Choice help B2B companies with their SEO and the pillars that can be leant on 
• What causes a website to slow down 
• The issues with not sticking out SEO and not having a multichannel approach to marketing 
• Advice for salespeople who sell services that take a while to achieve ROI 
• At what stage a company should start the SEO process 
• Web Choice’s SEO performance 
• What to consider if you’re a start-up or haven’t done SEO before 
• What to look for in an SEO agency 
• Whether quality or quantity of content is more important 
• A snapshot of what you should do if you’re looking to implement SEO 
• Whether salespeople should care about SEO 
• How many extra leads you can generate from SEO

Introducing our 17th 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 17th guest is Kaitlen Kelly – Senior Manager of Sales Development – EMEA at Outreach, and Co-Founder of SDRs Anonymous. 

Owen and Kaitlen discuss sales development management. Including: 

• What a Sales Development Manager is responsible for 
• The percentage of time spent team coaching 
• The traits of a good sales coach 
• Whether you can be a good SDR Manager without having been an SDR within the organisation before (or at all!) 
• Advice for SDRs who want to become an SDR Manager and whether it’s right for everybody 
• The biggest impact that Kaitlen has had as an SDR Manager 
• How much time and effort should be spent on each channel 
• The importance of using data to discover where your SDRs’ strengths are 
• Whether SDRs should self-generate data more than being given data to target 
• Whether it’s better to: 
  • Have quality or quantity focused SDRs 
  • Have a people and culture focused or process focused SDR Manager
  • Give up LinkedIn, phone or email (if Kaitlen had to choose one) 
  • Have company or individual set targets 
• How much time should be spent on SDR development and the type of training Kaitlen finds works best 
• Kaitlen’s favourite sales tool outside of Outreach 
• What a good onboarding process looks like 
• Encouraging your SDRs to fail quick to learn faster 
• How an SDR Manager can use systems and processes to ensure SDRs are shaping their day correctly 
• Common challenges for SDRs that Kaitlen sees within SDR Anonymous 

Introducing our 16th 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 16th guest is Jamie Beaumont – Founder at Playter Pay.

Owen and Jamie discuss a fintech that makes money. Including:

• Generating profit to drive business growth outside of raising equity
• Jamie’s advice to early stage Founders or those thinking about founding their own organisation
• The risk of running out of cash and survival mode
• The benefits of being profitable when fundraising
• Looking at revenue, not profitability, when scaling your business
• Using proof of product and viability of the business to scale
• The shortest term achievable profit point
• The factors to consider if you want to prioritise profitability or prioritise scaling
• Smaller markets
• The ambition mindset
• The impact that external influences and taking action make on success
• Working out what commercial route is best for you

Introducing our 15th 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 15th guest is Tom Boston – Social Sales Evangelist at SalesLoft. 

Owen and Tom discuss how personal brand can impact on your performance as a Sales Development Representative (SDR). Including: 

• How Tom began social selling 
• How Tom entertains via LinkedIn 
• How Tom’s personal brand has increased the efficiency of outreach and level of engagement from prospects 
• How Tom stays disciplined to produce videos consistently 
• How to get over the first starting point 
• How Tom has built credibility 
• How Tom uses humour to open up the conversation around sales 
• What SDRs can be doing towards building their personal brands 
• The importance of authenticity in sales 
• The impact that Tom’s videos have made on engagement 
• How Tom produces videos 
• How much better Tom’s results have been in terms of pipeline and closed business because of his personal brand 
• Tom’s new role as Social Sales Evangelist 

Introducing our 14th 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 14th guest is James Ski – Partnerships Manager at Drift. 

Owen and James discuss running a partnerships channel. Including: 

• What a partnerships programme looks like 
• Why it’s so powerful 
• Whether it’s only right for certain types of businesses 
• Why fewer people consider a partnerships programme at an earlier stage than James thinks should 
• Why it isn’t more popular than it should be 
• The importance of relationships being reciprocal 
• What’s required to set-up a successful partnerships programme 
• Why it’s a channel that can’t go backwards or downwards in terms of performance very easily 
• Being aligned on business objectives and how you’re trying to drive business outcomes for your clients 
• Whether a lower quantity of quality partners, or a higher quantity of lower quality partners is best 
• How to remunerate partners 
• The key to making talking about your product/service a priority for partners 
• How long until you can expect to see your partnership programme contributing to revenue 

Introducing our 13th 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 13th guest is Andy Whyte – Author & Host at MEDDICC. 

Owen and Andy discuss all things MEDDICC. Including: 

• What MEDDICC is 
• How Andy came to find MEDDICC 
• How it compliments other sales frameworks and methodologies 
• Why it’s so powerful in comparison to BANT 
• The type of organisations where MEDDICC has been most successful 
• The value that MEDDICC adds 
• How it will increase your forecasting accuracy and create efficiencies in resource planning 
• How much time people spend in deals that they should be out of 
• Being more confident in yourself 
• What MEDDICC & MEDDPICC stands for 
• How it’s being implemented from the bottom-up 
• The challenges of implementing it 
• How MEDDICC identifies where you’re weak in a deal 
• The story of how MEDDICC was founded 

Introducing our 12th episode of ON AIR: With Owen – our latest interview video series with honest conversation about scaling revenue, hosted by our Founder & CEO, Owen Richards.

This episode features, not one, but two guests for the first time ever on ON AIR: With Owen. Our guests are Caleb Buscher – Senior Channel Account Manager (EMEA Region) at HubSpot and Sophie Ambridge – Client Strategy Director at our sister company, Roots to Market (they’re also a HubSpot Partner!). 

Owen, Caleb and Sophie discuss how to make the most out of HubSpot as a revenue growth business tool to help drive your business forwards. Including: 

• What HubSpot is 
• Why Roots to Market recommends HubSpot 
• Why businesses need a CRM 
• What HubSpot can teach you about your customers and prospects 
• The difficulties with not using a CRM 
• How easy HubSpot is to implement 
• The benefit of sales and marketing being in one place 
• The must-do quick tips and tricks that you can implement from the start 
• Relevancy and the ability to see when a proposal has been opened 
• The benefits of working with Roots to Market and HubSpot 
• What reporting HubSpot offers 
• How a Founder can use HubSpot to learn about their own business 
• Investing in change to see success 
• How Individual Contributors can benefit from HubSpot 
• The future of HubSpot and features in the pipeline 
• What Roots to Market helps businesses with aside from HubSpot 
• Who within an organisation tends to recognise that they need HubSpot 
• How HubSpot helps customer experience 
• How to get a free version of HubSpot, the functionality and why HubSpot offer this 

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