ON AIR: With Owen & Josh

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

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

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’re hiring if you don’t know what you’re hiring? 

- What you should be looking for as a Founder 

- What you should do as a first sales hire 

- Why Founders shouldn’t treat their first sales hire as an employee 

- What Founders should factor into package discussions / what first sales hires should negotiate on 

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 requirement of someone who works in a relationship-based sales role 
- Experience of decision making based on relationship over logic 
- How being a comedian plays an important role in relationship building 
- Why resources should be used to build relationships with prospects who have long sales cycles 

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, Dunelm, and Wayfair) within 3 years, he shares the incredible learnings that he’s gained.

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 make, and why SDR leadership is so important right now. 

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!