ON AIR: With Owen & Josh

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 more ambitious goals

- The leadership qualities that helped Gareth transition into a coach

- The hardest bits Gareth faced during his transition into a coach

- Gareth describes his coaching process and mentality 

- How Gareth incorporates data with coaching

- How Gareth develops skills and mentality

- How Exeter Chiefs leadership has made them so successful

- The similarities and difference between rugby and business success

- Gareth’s process for learning from failure

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 successful sales leader’s kit

- Techniques for dealing with the peaks and troughs of a Sales Teams motivation 

- When to be decisive with sales training and development

- How much your team should shape your company’s culture

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 still be apart of outreach

- What’s volume and velocity or personalisation is best

- How Alex approaches a cold call

- Why there is a gap in the market currently for good Outbound Sales Leadership

- How to enjoy the sales journey

- Alex’s top advice to improve your sales performance

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 your Ideal Client Profile (ICP)

- Emanuel explains his value stick

- Small steps rather than one big step through the sales process

- The notion of pushing boundaries 

- How important it is to be a hands-on Founder

- The right time to start building a team

- What you can do that doesn’t cost money to get good conversations

- How it feels to be a sales founder during those early conversations

- The basics that need before starting conversations

- The biggest challenges Emanuel has faced in the last 12 months

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 planning that goes into it 

- The process of learning from a loss 

- How to create a culture of openness 

- What Rob looks for in somebody to come and join the team 

- The parts of the role Rob finds most challenging

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 things in the first 12 months

- Why Matt prioritised discover over revenue and product for the first 12 months

- Matt’s key learnings taken from the first 12 months of found Uhubs

- Matt’s advice for Founders looking to move away from sales to growing a sales team.

- How to Let go of control of the buying process and accepting failure

- When you think about the brand of buying experience

- The benefits of a Mentor and why you should invest in it

- Matt discusses the challenges new Founder will likely face during the first 12 months. 

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 of aligning the departments?

- CRO is not a customer centric role

- What the tell-tell signs are that your sales and marketing departments are not aligned (12.01)

- The steps to aligning sales and marketing

- How to overcome the fear of change

- How to create the desire to collaborate

- Good examples of collaboration

- Bad examples of collaboration

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

-  How to measure data accuracy

-  Should SDRS be building their own data? Or should your organisation provide it?

-  The value of direct dials and why they are so important

-  Where to draw the line when investing in data

-  Why increasing headcount will not help without the right investment in data

-  How to define bad data

-  Who should own data accuracy and cleansing?

-  Why data should be at the top of your agenda

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 you?’ on a sales call

- The next step on the sales call after your introduction

- How to handle objections effectively 

- How to close a sales call 

- What details to include in a cold call and when to bring them up

- Chris's musts and what to avoid when making a cold call

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 her team.

- How Jenny made her first hire for her new team, and the criteria she was searching for

- The compromises and Jenny had to make during her team building journey and the surprises along the way

- The challenges Jenny faced making her second hire

- How Jenny found her unique leadership voice and learned to let go of control

- How Agorapulses culture shifted as the team grew

- Why Jenny wanted to include outbound in Agorapulse's sales strategy

- The biggest differences between inbound and outbound

- Jenny’s top 3 absolute musts for when building an inside sales team