S2, Ep. 1 | Honest Conversations: Professionalising Sales in SMBs (with Adam Philpott)

Explicit content warning

04/22/25 • 42 min

Introducing episode 1 of the new season of ON AIR: With Owen & Josh – the podcast where two founders who’ve done their time in the sales trenches share refreshingly honest insights on what genuinely moves the needle when scaling revenue.

Meet Your Hosts: Owen Richards and Josh Smith

Owen Richards hails from Kent and began his sales career at Forrest Marketing Group (now Forrest Contact) in Sydney. After an 8-year stint, Owen returned to the UK and co-founded Air Marketing Group, growing it into a powerhouse offering specialist B2B sales and marketing solutions to businesses across the globe. Known for his relentless positivity and strategic foresight, Owen brings a wealth of experience and a knack for big ideas to the podcast.

Joshua Smith is the founder of CRO Connected, a fast-growing network on a mission to democratise the insight and experience Chief Revenue Officers need to scale. From startup scrappiness to boardroom strategy, Josh has seen the full spectrum on his professional journey. He brings sharp commercial acumen and a dry wit to the podcast, fuelled by a real-world understanding of what it takes to build, lead, and scale.

What to Expect in this Episode

In our very first episode, Owen is joined by Adam Philpott (CEO, Fingerprints). With co-host Josh unexpectedly out of action, the conversation doesn’t hold back. From leading sales in global enterprises to transforming sales operations in a small business, Adam shares unfiltered insight from both sides of the scale spectrum.

Together, Owen and Adam explore:

What it really means to professionalise sales in SMBs
The key differences between enterprise and startup sales culture
Building sales processes without stifling individuality
Balancing operational rigour with entrepreneurial flair
Why forecasting is not about reading the news—but creating it

This is an honest, sharp-edged chat for sales leaders, founders, and revenue professionals who want more than the same recycled advice.

New episodes drop monthly – subscribe and follow the journey as we speak to the experts who are actually doing the work.

Watch: On YouTube or via Air Marketing’s Knowledge Hub.

Listen: On Spotify, Amazon Music, Apple Podcasts, TuneIn + Alexa, Deezer, and more.

Warning: Contains swearing

Meet Your Hosts: Owen Richards and Josh Smith

What to Expect in this Episode

Together, Owen and Adam explore:

What it really means to professionalise sales in SMBs
The key differences between enterprise and startup sales culture
Building sales processes without stifling individuality
Balancing operational rigour with entrepreneurial flair
Why forecasting is not about reading the news—but creating it

This is an honest, sharp-edged chat for sales leaders, founders, and revenue professionals who want more than the same recycled advice.

New episodes drop monthly – subscribe and follow the journey as we speak to the experts who are actually doing the work.

Watch: On YouTube or via Air Marketing’s Knowledge Hub.

Listen: On Spotify, Amazon Music, Apple Podcasts, TuneIn + Alexa, Deezer, and more.

Warning: Contains swearing

Previous Episode

S1, Ep. 100 | Honest Conversations: The UK Budget’s Impact on Business Owners

Introducing our 100th(!) episode of ON AIR: With Owen – our podcast series for honest conversations about starting and scaling your own business, hosted by our Founder & CEO, Owen Richards, and his new co-host, Neil Finnie.

Meet Your Hosts: Owen Richards and Neil Finnie

Owen Richards hails from Kent and began his sales career at Forrest Marketing Group in Sydney. After an 8-year stint, Owen returned to the UK and co-founded Air Marketing Group, growing it into a powerhouse offering specialist B2B sales and marketing solutions to businesses across the globe. Known for his relentless positivity and strategic foresight, Owen brings a wealth of experience and a knack for big ideas to the podcast.

Neil Finnie is your quintessential ‘wabi-sabi entrepreneur’ – flawed but beautiful in approach. With over 25 years of experience in nurturing businesses around his passions, from co-working spaces to professional development agencies, Neil’s unique perspective enriches our discussions, making each episode a treasure trove of insights.

What to Expect in this Week’s Episode

Neil is back, and he and Owen are diving straight into the UK budget announcement and its profound impact on businesses.

The Business Bottom Line: From national insurance increases to minimum wage adjustments and higher business rates, how will companies cope with these rising costs?
A New Monthly Bill: With little time and limited information to prepare, businesses face a financial burden they didn’t account for last year.
Jobs and the Future Workforce: What does the budget mean for job creation amid pressures from AI, outsourcing, and escalating employment costs?
Employee Rights at Day One: We discuss how this impacts startups and businesses trying to get off the ground.
Retirement on Hold: For business owners nearing retirement, the new tax ratio is a game-changer, leaving less time to plan for the future.

Where and When to tune in

Catch new episodes every Wednesday:
Watch: On YouTube or via Air Marketing’s Knowledge Hub.
Listen: On Spotify, Amazon Music, Apple Podcasts, TuneIn + Alexa, Deezer, and more.

Join us as we dive deep into the dynamics of running a business in today’s fast-paced world. Whether you’re seeking inspiration or practical advice, our podcast is your gateway to becoming more adept in the business arena.

Warning: Contains swearing