ON AIR: With Owen & Josh

Our 77th guest is Shaun Doherty , Owner of the555club . Owen and Shaun discuss making space for clarity of thought, alleviating stress and being intentionally grateful; and how these things can elevate our lives both professionally and personally. Including: – Tools and techniques for managing stress, mental health and wellbeing – Living with stress and why it can be a good thing – the555club : Br...

Our 76th guest is Dale Dupree , Founder & CSO of The Sales Rebellion . Owen and Dale discuss how to ‘sell more and suck less’. Including: – An introduction to Dale and The Sales Rebellion – How to stand out as an SDR in a crowded market – The ideal traits and skills of a high performing SDR – Advice for dealing with rejection, failure and lack of confidence – Most common things that sales reps...

Our 73rd guest is James Shakespeare , Founder at Evosite. James and Owen discuss the various growth stages along the journey of growing a small business (SME). Including: – Key challenges along the journey of growing a small business – When does your business outgrow your first 5-10 hires? – Intentional desire and ambition to grow, and how that mindset can change over time – Focusing on sales and...

Our 74th guest is Alastair Banks , Co-Founder at Optix Solutions . Alastair and Owen discuss personal brand – how any salesperson trying to drive new business can build a personal brand and use it to their advantage. Including: – An introduction to Alastair and Optix Solutions – Why would an SDR/Account Executive/Head of Sales/Founder spend time building a personal brand, when they could be out se...

Our 75th guests are Julia Nimchinski (Co-Founder & CEO at HYPCCCYCL ) and Justin Michael (Co-Founder at HYPCCCYCL ). They discuss alignment of sales and marketing teams; the role of salespeople as marketers and vice versa; and how today’s business world can benefit from customer-centric virtual events. Including: – How to truly align your sales and marketing teams – The role of salespeople as...

Our 72nd guest is Kate King , Head of Recruitment at Seed Talent . Kate and Owen discuss the world of SDR recruitment, as it looks now. Including: – Who is Kate and who are Seed Talent ? – The current state of SDR recruitment and how it’s changed in the last 12 months – What does it look like heading into 2023? – What’s working and what isn’t for organisations growing out their SDR functions – The...

Our 71st guest is Adam Weekes , Sales Lead for EMEA at Bigtincan . Adam and Owen discuss prospecting via email. Including: – The do’s and don’ts when prospecting via email – The current trends around sales enablement – How salespeople are using data to make decisions at a strategic management level vs rep level – Where Adam has seen the most success with email prospecting in 2022 – Adam’s top-secr...

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 e...

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 s...

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...

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...

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

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 – W...

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 – Ada...

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 e...

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 o...

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...

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...

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 thei...

Our 57th guest is Anup Khera , VP & GM International at Attentive . Owen and Anup discuss the dos and don’ts of scaling an organisation internationally. Including: – The importance of spending time getting to know the team and understanding the business – The importance of hiring when building a go-to-market strategy – The things Anup would definitely replicate and the mistakes he would avoid...

Our 58th guest is Tim Hughes , Co-Founder and CEO at DLA Ignite . Owen and Tim discuss social selling and digital transformation in sales. Including: – Tim’s take on digital transformation in sales – What is “life content” and why you should be posting it on LinkedIn – The biggest social selling trends in 2022 – Why being yourself is the most important thing when it comes to social selling success...

Our 56th guest is Tom Bianchi , VP of Marketing for EMEA at Acquia . Owen and Tom discuss the difference between creating demand and capturing demand. Including: – At what stage in your business journey would you use each of these strategies? – Does every organisation go through the same process and journey? – What types of things should a company be doing in the early stages i.e. ‘creating demand...

Our 55th guest is James Isilay , CEO of Cognism . Owen and James have an inspiring conversation around Cognism’s start-up journey, since being founded in 2015, to becoming one of the fastest growing SaaS companies in the world. Including: – Lessons learned from Cognism’s start-up journey, since being founded in 2015 – How having an experienced mentor from the get-go can keep your start-up alive –...

Our 54th guest is Tom Lavery , Founder & CEO at Jiminny . Owen and Tom discuss the learnings that come from the first five years of a start-up business. Including: – What does it feel like to be a founder in the early days of a start-up? – Why do so many startups fail? – What Jiminny got right and what Tom would do differently if he were starting out again – Is there a snowball effect once you...

Our 53rd guest is Mike Hann , EVP of Revenue at fabric . Owen and Mike discuss the notion of sales leaders adapting to business expansion, by moving away from first line management, towards a more strategic approach, in pursuit of revenue growth. Including: – Introduction to Mike and the story of fabric – What effecting revenue looks like in the early days of a start-up, and how that adapts and ch...