Episode 25 of the ‘SaaS interview expert series’ sees Matt Milligan speaking to Owen Richards. Owen says that like everyone working in sales he “fell into it” - taking on a role as a part-time Telemarketing Rep whilst in Australia, before rising through the ranks and eventually moving back to the UK to co-found Air Marketing. Speaking infectiously about his approach to navigating the tricky world of outbound sales, Owen asserts that patience and a “tolerance for failure” is fundamental for success. With years of experience and anecdotes up his sleeve, he shares countless pieces of advice for effectively building, measuring and scaling the right system to hiring, motivating and coaching the right SDRs to make it work.