Our 56th guest is Tom Bianchi, VP of Marketing for EMEA at Acquia.Owen and Tom discuss the difference between creating demand and capturing demand.Including:– At what stage in your business journey would you use each of these strategies?– Does every organisation go through the same process and journey?– What types of things should a company be doing in the early stages i.e. ‘creating demand’– The types of things you should be doing in the ‘capturing demand’ phase– How quality and quality come into play at each phase– How to measure success in each phase– The journey in switching from one mode to the other, and how messaging &amp; process need to change– The common mistake of applying the same strategy to all markets and why good self-awareness is important– Moving faster than is comfortable – getting from ‘create’ to ‘capture’ much quicker– Improving how you score your leads– Why brand awareness is important at the ‘creating demand’ stage– What metrics are important to Acquia right now and the tactics changed along the way– The internal challenges within sales &amp; marketing teams when switching modes

Our 56th guest is <a href="https://www.linkedin.com/in/tom-bianchi/" rel="nofollow" target="_blank">Tom Bianchi</a>, VP of Marketing for EMEA at <a href="https://www.acquia.com/" rel="nofollow" target="_blank">Acquia</a>.<a href="https://www.linkedin.com/in/owenjrichards/" rel="nofollow" target="_blank">Owen </a>and Tom discuss the difference between creating demand and capturing demand.Including: – At what stage in your business journey would you use each of these strategies? – Does every organisation go through the same process and journey? – What types of things should a company be doing in the early stages i.e. ‘creating demand’ – The types of things you should be doing in the ‘capturing demand’ phase – How quality and quality come into play at each phase – How to measure success in each phase – The journey in switching from one mode to the other, and how messaging &amp; process need to change – The common mistake of applying the same strategy to all markets and why good self-awareness is important – Moving faster than is comfortable – getting from ‘create’ to ‘capture’ much quicker – Improving how you score your leads – Why brand awareness is important at the ‘creating demand’ stage – What metrics are important to Acquia right now and the tactics changed along the way – The internal challenges within sales &amp; marketing teams when switching modes

Episode 56: Tom Bianchi – VP of Marketing for EMEA, Acquia

Our 55th guest is James Isilay, CEO of Cognism.Owen and James have an inspiring conversation around Cognism’s start-up journey, since being founded in 2015, to becoming one of the fastest growing SaaS companies in the world.Including:– Lessons learned from Cognism’s start-up journey, since being founded in 2015– How having an experienced mentor from the get-go can keep your start-up alive– Cognism’s outbound strategy and how it has played a key role in their growth– How a strategy evolves over time with bringing key people into a business– Go-to-market strategy: the best strategies and channels for scaling a business– At which stage should you have certainty and start to rely on outbound metrics?– Why James believes the phone is the most effective tool you can use in outbound sales– What motivates James to keep going 6 years into the journey

Our 55th guest is <a href="https://www.linkedin.com/in/james-isilay-8164b910/" rel="nofollow" target="_blank">James Isilay</a>, CEO of <a href="https://www.cognism.com/" rel="nofollow" target="_blank">Cognism</a>. <a href="https://www.linkedin.com/in/owenjrichards/" rel="nofollow" target="_blank">Owen </a>and James have an inspiring conversation around Cognism’s start-up journey, since being founded in 2015, to becoming one of the fastest growing SaaS companies in the world.Including: – Lessons learned from Cognism’s start-up journey, since being founded in 2015 – How having an experienced mentor from the get-go can keep your start-up alive – Cognism’s outbound strategy and how it has played a key role in their growth – How a strategy evolves over time with bringing key people into a business – Go-to-market strategy: the best strategies and channels for scaling a business – At which stage should you have certainty and start to rely on outbound metrics? – Why James believes the phone is the most effective tool you can use in outbound sales – What motivates James to keep going 6 years into the journey

Episode 55: James Isilay - CEO, Cognism

Tom Lavery

Our 54th guest is Tom Lavery, Founder &amp; CEO at Jiminny.Owen and Tom discuss the learnings that come from the first five years of a start-up business.Including:– What does it feel like to be a founder in the early days of a start-up?– Why do so many startups fail?– What Jiminny got right and what Tom would do differently if he were starting out again– Is there a snowball effect once you get past £1-2m revenue?– Is there a bigger margin for error, the bigger a company gets?– Product development; sales or people – at what stages should you invest in these elements?– Operational, tactical or strategic – is there a right balance for a Founder?– When is the right time to let go of certain responsibilities as a Founder?

Our 54th guest is <a href="https://www.linkedin.com/in/tomlavery7/" rel="nofollow" target="_blank">Tom Lavery</a>, Founder &amp; CEO at <a href="https://www.jiminny.com/" rel="nofollow" target="_blank">Jiminny</a>.<a href="https://www.linkedin.com/in/owenjrichards/" rel="nofollow" target="_blank">Owen</a> and <a href="https://www.linkedin.com/in/tomlavery7/" rel="nofollow" target="_blank">Tom</a> discuss the learnings that come from the first five years of a start-up business.Including: – What does it feel like to be a founder in the early days of a start-up? – Why do so many startups fail? – What Jiminny got right and what Tom would do differently if he were starting out again – Is there a snowball effect once you get past £1-2m revenue? – Is there a bigger margin for error, the bigger a company gets? – Product development; sales or people – at what stages should you invest in these elements? – Operational, tactical or strategic – is there a right balance for a Founder? – When is the right time to let go of certain responsibilities as a Founder?

Episode 54: Tom Lavery - Founder & CEO, Jiminny

Our 53rd guest is Mike Hann, EVP of Revenue at fabric.Owen and Mike discuss the notion of sales leaders adapting to business expansion, by moving away from first line management, towards a more strategic approach, in pursuit of revenue growth.Including:– Introduction to Mike and the story of fabric– What effecting revenue looks like in the early days of a start-up, and how that adapts and changes over time– How aspiring sales leaders can benefit from the experience of being in more deals for longer– How being a remote leader can add to the challenge of effecting revenue– Which strategies to adopt to successfully expand operations into new territories– Ways to shape new, less-experienced SDRs to adopt the culture of the business– The challenges of hiring fresh talent remotely, in a fast-growing business– Why revenue leaders are choosing to do smaller off-sites, more often

Our 53rd guest is <a href="https://www.linkedin.com/in/mike-hann/" rel="nofollow" target="_blank">Mike Hann</a>, EVP of Revenue at <a href="https://fabric.inc/" rel="nofollow" target="_blank">fabric</a>.<a href="https://www.linkedin.com/in/owenjrichards/" rel="nofollow" target="_blank">Owen</a> and <a href="https://www.linkedin.com/in/mike-hann/" rel="nofollow" target="_blank">Mike </a>discuss the notion of sales leaders adapting to business expansion, by moving away from first line management, towards a more strategic approach, in pursuit of revenue growth.Including: – Introduction to Mike and the story of fabric – What effecting revenue looks like in the early days of a start-up, and how that adapts and changes over time – How aspiring sales leaders can benefit from the experience of being in more deals for longer – How being a remote leader can add to the challenge of effecting revenue – Which strategies to adopt to successfully expand operations into new territories – Ways to shape new, less-experienced SDRs to adopt the culture of the business – The challenges of hiring fresh talent remotely, in a fast-growing business – Why revenue leaders are choosing to do smaller off-sites, more often

Episode 53: Mike Hann – EVP of Revenue, fabric

Lauren Wright

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 52nd guest is <a href="https://www.linkedin.com/in/laurennwright/" rel="nofollow" target="_blank">Lauren Wright</a>, VP of Revenue at <a href="https://demodesk.com/" rel="nofollow" target="_blank">Demodesk</a>.<a href="https://www.linkedin.com/in/owenjrichards/" rel="nofollow" target="_blank">Owen</a> and <a href="https://www.linkedin.com/in/laurennwright/" rel="nofollow" target="_blank">Lauren</a> 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

Episode 52: Lauren Wright – VP of Revenue, Demodesk

Highspot

Andy Champion

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 &amp; how to measure it over a short period of time – How to increase &amp; 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 &amp; develop your own style of leadership – Stimulating organic peer-to-peer coaching – Individual contributor’s responsibility to self-coach &amp; how leaders can encourage this.

Our 51st guest is <a href="https://www.linkedin.com/in/andychampion/" rel="nofollow" target="_blank">Andy Champion</a>, GM for EMEA at <a href="https://www.highspot.com/en-gb/" rel="nofollow" target="_blank">Highspot</a>.<a href="https://www.linkedin.com/in/owenjrichards/" rel="nofollow" target="_blank">Owen </a>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 &amp; how to measure it over a short period of time  – How to increase &amp; 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 &amp; develop your own style of leadership  – Stimulating organic peer-to-peer coaching  – Individual contributor’s responsibility to self-coach &amp; how leaders can encourage this.

Episode 51: Andy Champion – GM for EMEA, Highspot

Morgan Ingram

Our 50th guest is Morgan Ingram, Director of Sales Execution &amp; 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 &amp; cons of quick sales hacks vs. playing the long game- The benefits of time blocking and what to focus on- The components &amp; 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 50th guest is <a href="https://www.linkedin.com/in/morganjingram/" rel="nofollow" target="_blank">Morgan Ingram</a>, Director of Sales Execution &amp; Evolution at <a href="https://jbarrows.com/" rel="nofollow" target="_blank">JB Sales Training</a>.  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 <a href="https://www.linkedin.com/in/owenjrichards/" rel="nofollow" target="_blank">Owen</a> 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 &amp; cons of quick sales hacks vs. playing the long game - The benefits of time blocking and what to focus on - The components &amp; 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?

Episode 50: Morgan Ingram – Director of Sales Execution & Evolution at JB Sales

Our 49th guest is Sunil Kumar, Co-Founder &amp; 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 49th guest is <a href="https://www.linkedin.com/in/sunil-kumar-%F0%9F%8F%B3%EF%B8%8F%E2%80%8D%F0%9F%8C%88-247574112/" rel="nofollow" target="_blank">Sunil Kumar</a>, Co-Founder &amp; CEO of the successful start-up, <a href="https://www.trainyo.com/" rel="nofollow" target="_blank">Trainyo</a>.<a href="https://www.linkedin.com/in/sunil-kumar-%F0%9F%8F%B3%EF%B8%8F%E2%80%8D%F0%9F%8C%88-247574112/" rel="nofollow" target="_blank">Sunil</a> tells <a href="https://www.linkedin.com/in/owenjrichards/" rel="nofollow" target="_blank">Owen </a>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

Episode 49: Sunil Kumar – Co-Founder & CEO, Trainyo

Ari Galper

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 48th guest is <a href="https://www.linkedin.com/in/arigalper/" rel="nofollow" target="_blank">Ari Galper</a>, the World's #1 Authority on Trust-Based Selling and CEO of <a href="https://www.linkedin.com/company/unlock-the-game/" rel="nofollow" target="_blank">Unlock The Sales Game</a>. Ari talks to <a href="https://www.linkedin.com/in/owenjrichards/" rel="nofollow" target="_blank">Owen </a>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

Episode 48: Ari Galper – World's #1 Authority on Trust-Based Selling

Guy Rubin

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 47th guest is <a href="https://www.linkedin.com/in/rubinguy/" rel="nofollow" target="_blank">Guy Rubin</a>, Founder and CEO at <a href="https://www.linkedin.com/company/ebsta/" rel="nofollow" target="_blank">Ebsta</a>. <a href="https://www.linkedin.com/in/owenjrichards/" rel="nofollow" target="_blank">Owen </a>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

Episode 47: Guy Rubin - Founder & CEO, Ebsta

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