ON AIR: With Owen & Josh
Honest Conversations About Driving Sales and Scaling Revenue.
The podcast where two founders who’ve been in the sales trenches get candid about what really works when it comes to scaling revenue.
Hosted by Owen Richards (Founder & CEO, Air Marketing) and Josh Smith (Founder & CRO, CRO Connected), this podcast pulls no punches. It’s a sharp, witty, and often irreverent take on the world of sales leadership, demand generation, and revenue strategy. Expect real stories, raw opinions, and genuinely useful insights from founders, CROs, and top commercial operators who are actually doing the work—not just talking about it.
ON AIR: With Owen & Josh
Episode 47: Guy Rubin - Founder & CEO, Ebsta
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
