ON AIR: With Owen & Josh

Our 27th guest is Louis Fernandes , VP of Sales, EMEA at Uberall. Our Founder & CEO, Owen Richards, and Louis discuss aligning your sales and marketing teams to drive revenue?   Including: - Louis Fernandes - Aligning Sales and Marketing - 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...

Our 25th guest is Chris Dawson – Director at 6th Door Ltd .  Our CEO & Founder, Owen Richards , and Chris discuss how to structure the perfect cold call Including:  - Who Chris and 6th 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 y...

Our 26th guest is Lauren McGuire , Head of EMEA Commercial Sales at LivePerson .  Our Founder & CEO, Owen Richards , and Lauren discuss how annoying is dirty data?  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 -  H...

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 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...

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 an...

Our 23rd guest is Ollie Sharpe – VP of Revenue - EMEA at SalesLoft .  Owen and Ollie discuss culture in a sales team and why it’s important in drive a successful sales team Including:   - Who’s Ollie and who’s Sales Loft? - Defining what culture means to a sales team? - How can culture change each day? - The difference between culture and climate? - Why it’s important to have a conscious focus on...

Our 21st guest is Richard Smith – VP Sales at Refract .    Owen and Richard discuss coaching, what it is and how do to 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 o...

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 ...

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 att...

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 S...

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 w...

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 dis...

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 - L...

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...

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...

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...

Our eighth guest is Greg Freeman, VP Revenue at kleene.ai .    Owen and Greg discuss everything around a company’s first sales hire. Including:  - Why and when you should be looking to recruit  - The options that a Founder has  - The issues with recruiting an SDR or ‘the corporate’ as your first sales hire  - Misconceptions and issues around recruiting from a competitor - How do you know what you’...

Our seventh guest is Neil Mullane , UK General Manager at Dext . Previously Head of UK Sales & Service at Funding Circle, and Head of Corporate & Business Banking at Barclays Corporate Banking. Owen and Neil discuss a topic close to both of their hearts – relationship-based sales. Including:  - Why it’s so powerful  - Whether building a relationship helps you in a transactional sale  - The...

Our sixth guest is Raymond Wright , Co-Founder and Chief Revenue & Operations Officer at ufurnish.com . Owen and Ray discuss building repeatable, scalable B2B models of revenue growth. From Ray’s experience of scaling Lead Forensics’ turnover from £500,000 in 2011 to over £35 million by the end of 2017, as well as growing ufurnish.com to a 129 retailer platform (including John Lewis, MADE.COM,...

Our fifth guest is Shabri Lakhani , Founder & CEO at SalesWorks . With Shabri running a successful business that helps others to build and optimise their SDR (Sales Development Representative) teams, Owen and Shabri discuss all things SDR leadership. Including the skills and qualities of a good SDR Manager, what happens when SDRs don’t have a leader, the common mistakes that new SDR Managers m...

Our fourth guest is Jonathan Finch , Group Sales Director at Sales Geek . Owen and Jonathan discuss the journey of making small run-rate sales to managing enterprise deals or larger opportunities. Including the skills required and what you’re likely to learn along the way.

Our third guest is Alex Packham , Founder & CEO at ContentCal .  Owen and Alex discuss growing revenue from a Founder’s perspective, including what ContentCal have tried in terms of revenue growth that has failed, what to look for in your first sales hire, and why recruiting a Managing Director has been a game-changer for ContentCal. 

Our second guest is Sean Evers , Head of UK Sales & Service at Funding Circle . With Funding Circle having around 1,000 opportunities in the pipeline at any one time, Owen and Sean discuss all things pipeline and how we view it.

Our honorary first guest is Gerry Hill , VP EMEA at ConnectAndSell . Owen and Gerry explore why quantity has become a bad word in top of funnel. Quality is seen as a game for the ‘cool kids’ and is where everyone wants to be focused nowadays, but is quantity being left behind? Watch their video to find out!