ON AIR: With Owen & Josh

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 in which feelings of anxiety can evolve when running a business and how you can harness those emotions to benefit from them
- The changes in sales leaders’ approach, attitude & mindset towards mental wellbeing and stress management over the last 15 years
- The misconceptions around mental health in a sales environment
- The benefits of enrolling your sales team onto a training programme to support and develop their mental wellbeing, mindset and performance

Connect with Owen and Chris on LinkedIn: 
https://www.linkedin.com/in/owenjrichards/
https://www.linkedin.com/in/chrishatfieldsalespsyche/

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 conversion rates 

- Lead Generation from Sales & Marketing alignment 

- The types of social content that does and doesn’t work

- Why MRR should not be considered a key metric for a successful business  

- SaaS and why some salespeople believe it’s methods are ‘broken’ or outdated

- How to turn Listeners into Fans/Customers 

- What sales organisations want to achieve from content marketing 

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 likely to get wrong  

- Busting sales myths – True or False ‘You should never mention price on the first call’?

- Discovery call do’s and don'ts 

- Understanding the burdens of onboarding 

- Remote vs in-person working

Our CEO and Founder, Owen Richards, joins Dan Holt, Managing Director of Boss Digital, on his popular 'Boss to Boss' podcast.

Owen provides insight around what it takes to build a world class outbound sales function in 2022.

Including:

• Traits that define the world’s best telesales professionals
• The channels which should sit alongside a telesales strategy in the digital age
• When to expect the “death of B2B telesales”

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 conversations and pipeline building 

- Relationship building later in the sales process 

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  

- Pipeline and opportunity management 

- Where the 'quick wins' are with coaching

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 

-       The transition to a change in mindset and how long that can take 

-       Whether you should or shouldn’t charge for a proposal

-       Call Tips from Benjamin 

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 steps to developing a graduate starting a sales career 

- The big questions sales professionals should be asking 

- What having purpose means in a sales role and why it’s important

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 difference between a reduction and a discount

- The definition of pipeline management

- The dos and don’ts when it comes to pipeline management

- How to identify if somebody is or isn’t your buyer

- Why bravery is a key skill for a successful salesperson

- Why curiosity is such a powerful tool in sales

- The current state of recruitment in sales

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

- How Kris created trust around the brand 

- How trust plays and key role in internal and external growth

- Kris looks at the big challenges coming up in the next 12 months for Hapi Health