ON AIR: With Owen & Josh

Our 52nd guest is Lauren Wright , VP of Revenue at Demodesk . Owen and Lauren discuss remote, hybrid and in-office working, and whether there is a ‘right’ blend for a sales organization. Including: – The longevity of remote working – will it last forever? – How we treat in-office time in 2022 vs. how we treated it prior to the pandemic – Why leaders have a responsibility to be present, just as muc...

Our 50th guest is Morgan Ingram , Director of Sales Execution & Evolution at JB Sales Training .  He explains how, in order to break through the noise, you have to be different to the noise, and provides his tips on how to achieve this. Morgan and Owen also discuss: - The best channel for outreach (in Morgan’s opinion) - Cold calling: The negative feelings towards it vs. the data which validat...

Our 51st guest is Andy Champion , GM for EMEA at Highspot . Owen and Andy discuss how creating a culture of coaching puts a deliberate focus on helping people to thrive at what they do. Including:  – The main benefits of creating a culture of coaching  – The impact good coaching can have on talent retention rates  – Types of activities that fall under the category of coaching  – When to invest in...

Our 49th guest is Sunil Kumar , Co-Founder & CEO of the successful start-up, Trainyo . Sunil tells Owen how the business has seen so much success in such a short period of time, what they have prioritized, and what he considers the most important element to focus on, in the next 6-12 months, to maintain that success. Including: – An introduction to Sunil, Trainyo and the services they offer –...

Our 48th guest is Ari Galper , the World's #1 Authority on Trust-Based Selling and CEO of Unlock The Sales Game . Ari talks to Owen about the trust-building approach in sales, contrary to the relationship-building approach we see in traditional selling, and how this method can end the chasing game and improve your conversion rate.  Including: - What is trust-based selling and how does it diff...

Our 47th guest is Guy Rubin , Founder and CEO at Ebsta . Owen and Guy discuss the impact engagement has on sales revenue and how being data-driven is necessary in order to scale your business. Including: - Insight into Ebsta's 2022 B2B Sales Benchmark Report and how they pull the data together  - The steps you should be taking to obtain data certainty  - Onboarding new clients, understanding...

Our 45th guest is Jason Baskaran, Sales Director at GetAccept . Owen and Jason discuss New Business vs. Account Based growth – where should we focus our efforts? Including: - An intro to Jason , GetAccept , and how they help businesses create an online sales environment to close those all important deals - The role that authenticity and human relationships play within account/retention based growt...

Our 46th guest is Will Koning , CEO and Founder of SaaSLeads.io. Owen and Will discuss the notion of outsourcing your SDRs vs. building an inhouse sales team, and when is the right time to leverage both.  Including: - Recognising when to run an SDR function externally, and when to hire internally - The likenesses and the differences in the journeys of both - An overview of the challenges in the cu...

Our 44th guest is Rebecca Drew , EMEA Sales Leader at Vidyard . Owen and Rebecca discuss team building and expanding businesses into new territories. Including: – Who is Rebecca and who are Vidyard? – What is involved in building and a diverse and successful team, and how you enable that team – The four things to look for when hiring into a business – What is working well and what hasn’t worked so...

Our 41st guest is Kate Bradley Chernis , Co-Founder & CEO of LatelyAI . Owen and Kate discuss the Lately platform which claims to achieve a genuine sales conversion rate of 98% using Artificial Intelligence and how Sales & Marketing Alignment play a part in that.  They talk about: - How Lately uses A.I. to produce engaging content  - How collaboration between teams can achieve higher sales...

Our 42nd guest is Chris Hatfield, Founder of Sales Psyche. Owen and Chris discuss the ‘taboo’ subject of Mental Health, Wellbeing and Mindset, specifically in the sales industry and we’ll hear how Sales Psyche works to address and support the issue. Including: - Who is Chris, who are Sales Psyche and what is their story? - Why it’s important to talk about mental health in the workplace - The ways...

Our 43rd guest is Liz Fulham , CEO & Founder at TAMI . Owen and Liz discuss all things Email Marketing. Including: - Who TAMI are and how they can help organizations scale and go global - The do’s and don’ts of email marketing - When email marketing should or shouldn’t be a part of your marketing strategy - The cornerstones of B2B strategies - Tips to achieve higher email open rates - Who to t...

Our 40th guest is Wendy Harris , Head of EMEA at Gong . Owen and Wendy explore Revenue Intelligence and how ‘unlocking reality’ can help drive your business. They dive deep into: - Revenue Intelligence – what does it mean and why should sales leaders care about it? -The Gong journey and what it can do for Sales Leaders around Europe   - Launching into EMEA; what you need to do and what you’re like...

Our 38th guest is Helen Boothby , Director at Sales Express. Owen and Helen discuss High Performance Coaching – what kind of coaching is most effective in sales; what are the misconceptions and where are the 'quick wins'?    Including: - The 3 types of coaching: career, development and live sales - What type of coaching is most effective in sales - The misconceptions around coaching   -...

Our 39th guest is Susie Mathieson , Founder of The Small Stuff .   Owen and Susie discuss the Psychology around Communication and the role that plays in the sales process.  With a particular focus on: - Communication within telephone based sales  - Why communication is important  - How well Sales Leaders understand the psychology element of the conversations they’re having - Early stage conversati...

Our 37th guest is Benjamin Dennehy ( The UK's Most Hated Sales Trainer® ).  Owen and Benjamin are talking all things telephone prospecting – why are so many sales people bad at it, and can anybody train to become good at it?  Including: -      The reasons so many sales people are bad at telephone prospecting and whether anybody can train to become good at it -      Behaviours of sales people ...

Our 36th guest is Lisa Ansell , Business Development Geek at Sales Geek .  Owen and Lisa discuss having purpose in a sales role – what do you believe in and what drives you.  Including:  - Tips for Founders that are starting a business venture with no sales background  - Why people dislike and don’t enjoy sales  - Why personality makes a high-performing sales professional over process  - The first...

Our 33rd guest is Gareth Steenson , Rugby Coach at Exeter Chiefs .  Owen and Gareth discuss how Gareth transitioned from a player to a coach and the similarities and differences to rugby and business… Including:  - The key elements to Exeter Chiefs long and sustained success  - How a player should be involved in building/setting goals - How the club environment has changed in line with new and mor...

Our 34th guest is Kristofer Bunker , Founder & CEO at Hapi Health .  Owen and Kris discuss the challenges you have when growing out an outbound sales team aligned with growing revenue. Including:  - The strategies that helped Hapi Health grow from 0 – 200 clients  - The challenge Kris and Hapi Health faced and how they overcame them - Growing backwards - How to align growing sales and resource...

Our 35th guest is Lisa Dempster , Company Director at Sales Consult .  Owen and Lisa discuss a broad range of sales topics such as discounting, pipeline management, how to recruit great sales people, and much more. Including: - The dos and don’ts when it comes to discounting - Why you shouldn’t build discounting into your sales cadence - When you should provide discount and for what reasons - The...

Our 31st guest is Alex Alleyne , Regional Sales Manager at Lacework . Owen and Alex discuss: What makes a successful outbound prospector/cold caller?  Including: - What makes a successful outbound prospector/cold caller  - The biggest mistakes Alex made during his sales career  - How Alex became successful with Sales  - How Alex became a more refined Sales Professional - How much should the phone...

Our 32nd guest is Chris Duddridge , VP of Sales - EMEA at Soroco .  Owen and Chris discuss building out an outbound sales team from the ground up Including: - An overview of Chris’s experience building out Sales Teams - Where good leaderships skills come from, Personality, Coaching or development - How to create a sense of ownership and belonging for your employees - The essential tools in a succe...

Our 30th guest is Emanuel Frauenlob , Co-Founder & CEO at Mesg.ai .  Owen and Emanuel discuss ideas exploring what sales looks like at the early stage of a start-up and the challenges and opportunities they will need to navigate. Including: - The key moments that lead to Emanuel starting Mesg.ai - What things you should plan for before you start pitching your product - How you should build out...

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 thi...

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 planni...