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 much as SDRs
– How to manage push-back from your sales team about returning to the office
– Did employers react to the pandemic and switch to remote working too quickly?
– How remote recruiting increased the talent pool during the pandemic
– Tools we can use utilize to keep transparency around remote team performance
– The euphoria of stepping onto a sales floor, and how Demodesk have re-created the experience in a virtual world

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 coaching & how to measure it over a short period of time
 – How to increase & measure the level of engagement with SDRs
 – The optimum percentage of an SDR’s time that should be spent learning
 – The basic tenets of coaching: what good and bad looks like
 – How to mentor your team effectively & develop your own style of leadership
 – Stimulating organic peer-to-peer coaching
 – Individual contributor’s responsibility to self-coach & how leaders can encourage this.

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 validates it still works
- The things you could be doing to break through the noise and set yourself apart from the rest
- How to encourage SDRs to take responsibility for their own learning journey
- Pros & cons of quick sales hacks vs. playing the long game
- The benefits of time blocking and what to focus on
- The components & framework of a successful cold call
- How pauses during a cold call allow you to navigate the call better
- Cold call intro’s that answer the two most important questions: Who are you and what do you want?

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
– Trainyo’s journey so far and the learnings we can all take from it
– What the planning phase of a start-up looks like; the things you need to consider and executing the plan
– The emotions and feelings commonly felt as a Founder or CEO of a start-up in the early stages
– How to build a brand in the community when you are a small company with very few voices
– Tips for producing good content and communication techniques Trainyo use internally to ensure their content is consistently fresh and creative
– The challenges of hiring and onboarding for a start-up, and what to prepare for – What to look for in people when recruiting for new roles, and the common threads that Sunil has identified as important in his team

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 differ to typical selling?
- The 'shift in mindset' required for trust-based selling
- Why getting the truth out of a prospect is so important
- Improving your conversion rate with trust-building methods
- How to structure a cold call and the types of language you should use
- How to differentiate your company based on your approach to the market
- How to build trust in the discovery/nurture phase specifically 

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 their DNA and what success looks like on an individual basis
- Understanding buyer behaviour 
- How psychology and fear of failure play a part in the number of days it takes SDRs to close a deal as 'closed lost', in comparison to a deal that is 'closed won' 
- Why a leadership team should be enabling their sales reps to close lost deals faster (in order to laser-focus on the opportunities that need attention)
- Drilling data down into one single metric and how it helps SDRs to adopt change
- Overcoming the challenges of getting your sales team to adopt new data points and utilise CRM properly

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 current climate of hiring talented SDRs
- How to solve a talent attraction challenge for a smaller businesses
- How to solve a talent retention issue for larger businesses
- How to keep your talent engaged to ultimately drive pipeline and revenue
- The importance of sales and marketing alignment in order to grow revenue
- Getting through to key stakeholders and managing expectations
- How solving your pipeline challenge leads to fixing your revenue problem

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 growth
- How to expand an account once it’s in the business
- The difference between an Account Manager and a Customer Success role, and the misconceptions around the two job titles
- The top things to focus on as an Account Manager when first taking on a new client 
- Why it’s important to reach a native level of trust with your client ASAP
- The optimum number of key stakeholders you should have on your radar
- Tips for objection handling in sales

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 well in Rebecca’s EMEA journey
– The challenges that have been overcome and the challenges ahead with expanding into Europe
– The top three things Vidyard are focusing on over the next 12 months for brand exposure
– How to achieve a connection and build a strong culture within remote teams
– How to ensure you get the best out of brand partnerships
– Making your brand programme stand out from competitors
– The ideal ‘Go To Market’ Strategy

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 target with your emails
- What to look out for when purchasing data from data vendors
- How to use data segmentation in your email campaigns
-The purpose and focus areas of E-commerce