Conquer Local With George Leith



Welcome to the Conquer Local podcast, hosted by Chief Revenue Officer at Vendasta and international sales educator George Leith. On this podcast, you'll get insider content geared specifically toward helping you better serve local businesses, from interviews with industry experts and stories from the SMB trenches to fireside chats and data-backed case studies hot off the press, as well as exciting new ideas to improve your digital revenue dramatically. Subscribe now to start conquering.


  • 526: Selling From The Heart | Larry Levine

    29/06/2022 Duração: 32min

    Larry Levine joins us this week on the Conquer Local Podcast, to highlight the importance of inner self-awareness and how it links to the overall success - both physically and mentally. Larry Levine is the best-selling author of Selling from the Heart and the co-host of the Selling from the Heart Podcast. Larry has 30 years of in-the-field sales experience within the B2B technology space knowing what it takes to be a successful sales professional, and the importance of taking a second to debrief. In particular, Larry encouraged waking up an hour earlier every morning to focus on ourselves without distractions to get our brains focused and avoid burnout. In a post-trust sales world, Larry Levine helps sales teams leverage the power of authenticity to grow revenue, grow themselves, and enhance the lives of their clients. He coached sales professionals globally, from tenured reps to new millennials entering the salesforce. They all appreciated the practical, real, raw, relevant, relatable, and “street-savvy” nat

  • 525: Building Connections With Your Customer | Todd Duncan

    21/06/2022 Duração: 36min

    Todd Duncan, one of the most sought-after coaches, a New York Times bestselling author with over 17 books, and was a top 1% Loan Originator financing over 5,000 transactions in 12 years is our guest this week on the Conquer Local Podcast. Todd shares his wisdom with us on building connections with your customer to get past that filter the buyers have and we can do that by transferring the spotlight from us to them. Make the sale about the buyer, and trust will follow. It's about connection, and not only building connections but emotional connections. Most people focus on cost, ROI, sales decks, which matter but focusing solely on these things is a great way to get lost in the mass of emails, cold calls, and other talking heads.Todd Duncan is the founder and CEO of the Todd Duncan Group the most s 2022 marks the 20th anniversary of Todd Duncan's New York Times bestselling book, "High Trust Selling." It's his life mission to reach and impact the lives of every mortgage professional in the in

  • 524: Top 10 Sales Metrics | Master Sales Training Series

    15/06/2022 Duração: 22min

    Get ready for the Top 10 Sales Metrics on this Master Sales Training Series, Conquerors. Calling all sales leaders, managers, and captains - 74% of companies who fall short of their goals weren't tracking their lead or sales opportunity numbers. When it comes to sales, accountability is vital. As sales leaders, it is up to us to keep our sales team accountable to personal and organizational goals. But how can you do it? In this episode, we're going to round up the top 10 sales metrics you need to be tracking to lead a high-performing sales team. There are countless sales metrics we can be looking at; this top 10 list is just a drop in the bucket. At the end of the day, you can't manage what you don't measure. So start here and see where it takes you.Win rateConversion rateAverage deal sizeAverage days to closeSales reps meeting quotaTime spent in each stage of the pipelineMonthly salesChurn rateLead response timeEffortConquer Local is presented by Vendasta. We have proudly served 5.5+ million

  • 523: Lead Generation through Podcasting | Collin Mitchell

    08/06/2022 Duração: 29min

    You need to approach lead generation through podcasting as you would anything in life: ignore the myths surrounding quick gratification, stumbling across millions of listeners, and easy monetization. It takes time, and you need to invest in these channels and have patience. We are bringing the expert—Collin Mitchell, Chief Revenue Officer at Salescast. Collin shares a few key insights; Be mindful about your ads; if you focus too much on monetization, installing programmatic ads that don't appeal to your audience, you may lose your audience. Being strategic about your ads will allow you to maintain the integrity of your show and build a brand while earning an income to grow. Collin also goes through the fundamentals of podcasting, but the one thing we want to highlight is SEO. Care about your show notes, titles, and the name of your podcast. Put yourself in the mind of your audience. What would they be searching? What are they typing? Use those keywords and establish some good stories and hooks surrounding

  • 522: Monthly Recurring Revenue | Mark Girvan

    01/06/2022 Duração: 35min

    Mark Girvan, CCO of Freshbooks, joins the podcast this week - Mark got into sales at a company involved with the early days of voice recognition software, and this is where he fell in love with the art and science that technology can behold. George and Mark cover three topics: Monthly recurring revenue, the sale indicators, and acquiring new vs. engaging existing customers.Monthly Recurring Revenue: We buy differently now—try before you buy is the new normal. As consumers, we do not want to get locked into a 2 or 3-year contract, and what we see as a consequence of this new pricing system is that customers will pay more over time. Consider the pricing model you are utilizing currently and if you are still locking in your customers. Monthly recurring revenue is not a "right," you must still deliver.The Indicators for a Sale: Are you preparing your prospects to buy? There are certain signs that both your agency and your customer will show you they are ready to move forward with the buying process. Devel

  • 521: Personal Branding | Libby Gill

    25/05/2022 Duração: 28min

    Executive coach, leadership expert, and award-winning author - Libby Gill guides organizations to build a culture based on an inspiring vision of the future. We are so lucky to have such an enthralling guest join us this week. Libby speaks on the 3-step process: Clarify the vision for life (professional and personal), simplify the pathway for yourself (we clutter lives with things that don't matter), then execute! Personal branding. Even if you work for that big company- they have the logo and the brand, but who are you?! Yes, it is tough to try and promote yourself when you’ve never been visible. Whether it be analysis paralysis in saying “What will people think of me? They’re going to think I’m bragging” or perhaps the old sales excuse of “I can promote anyone but myself!”. Become more confident in your expertise and realize that you have something to say. This is marketing, self-promotion is not a bad thing.Libby has been featured on NPR, the Today Show, in the New York Times, Time Magazine, and The Wa

  • 520: Body Language on Zoom | Mark Bowden

    18/05/2022 Duração: 25min

    Get excited, Conquerors - Mark Bowden is a world-renowned body language expert, keynote speaker, and bestselling author. He has been Voted Global Gurus' #1 Body Language Professional in the world. Mark is dropping the knowledge bombs on us; a few highlights from the episode are planting pieces of your DNA in working through zoom, setting a virtual work environment, and what it means to separate "work-self" and "home-self". In addition, Mark's unique GesturePlane system of nonverbal communication helps audiences maximize the power of using their own body language to stand out, win trust, and gain credibility every time they communicate.Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) are making up to $10,000 off ref

  • 519: How to Provide Digital Accessibility | Alisa Smith

    11/05/2022 Duração: 19min

    We welcome Alisa Smith, Accessibility Evangelist at AudioEye, to the podcast this week. She is a passionate accessibility advocate with a 20-year technology career working in design, development, and quality assurance in the digital marketplace, automotive, and financial services industries. We cover three quick wins you should start doing to bring accessibility to your's and your client's websites:Label your buttonsOrganizing your content by having clear and distinct headingsinclude text descriptions for your displayed picturesWhile doing this, remember, it’s not about just getting all the information but creating an equivalent experience. There are 1 billion people worldwide with disabilities where digital accessibility is a real hindrance to purchasing. Alisa partners with AudioEye leadership to provide strategic direction to the teams who create their accessibility solutions.Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partner

  • 518 - Digital Accessibility | Ty D'Amore

    04/05/2022 Duração: 26min

    Ty D'Amore, VP of Strategic Partnerships at AudioEye Inc., joins the podcast this week, talking about digital accessibility. 20% of your addressable market will have a disability that alters their digital experience. It’s not just necessity platforms that need to adjust- this is a statistic for customers of any industry you happen to be operating in. Being proactive with digital accessibility can reduce liability and unfortunate conversations with clients and allow you to prepare for the maturing legislation and guidelines, saying that this is a necessity for conducting your business digitally. We see large organizations turning down contracts because partners aren’t confident in stating that they are digitally accessible, and this is the new business environment we are entering.Tyler D'Amore is a leader in the accessibility space and a vocal advocate for digital inclusivity. Ty possesses an in-depth understanding of the legal and technical demands of ADA-related digital accessibility requirements. He

  • 517: Everyone has a Seat at the Table of Culture | Paul Epstein - Part 2

    27/04/2022 Duração: 22min

    Get ready for the second part of the 2-part series with Paul Epstein. The main takeaway for this episode is the Head, Heart, and Hands equation. As you go through your day, pay attention to those decisions that either your head or heart aren’t on board with. Then dive deeper into why one or the other isn’t fully committed to the decision to either stop the action or move forward and let your hands get into action. At one point, there was passion, drive, and genuine enthusiasm for any idea. So, how do we reconnect to get to the original purpose point? Crack the code of purpose- logically repurpose the vision or goal to get your head behind the cause or create a new story around it so your heart can reignite.To quote Paul, “life began when I started to live life on purpose.”Paul is the host of The Playmakers Podcast: ON PURPOSE - It's an all-access pass to a purpose-centered tribe of leaders in business, sports, and life who are on a mission of meaning and impact. The show takes purpose from an out-of-reach

  • 516: Everyone has a Seat at the Table of Culture | Paul Epstein - Part 1

    20/04/2022 Duração: 22min

    Get ready, Conquerors, joining us for part 1 of a 2-part series - Paul Epstein. He is an expert in leadership and organizational culture with nearly fifteen years of experience as a professional sports executive for multiple NFL and NBA teams. As Founder of Purpose Labs, Paul is on a mission to impact millions of lives by sharing his message of Playing Offense as an author, keynote speaker, business coach, and leadership trainer. Paul and George discuss what it means to have a Bias for Action in leadership and where culture begins. Is it top-down? No, everyone has a seat at the table of culture.Paul is the host of The Playmakers Podcast: ON PURPOSE - It's an all-access pass to a purpose-centered tribe of leaders in business, sports, and life who are on a mission of meaning and impact. The show takes purpose from an out-of-reach North Star to a practical and tactical exploration of how we can step into each day, ON PURPOSE, where life no longer happens “to us”, it begins to happen “for us”. You’ve talked a

  • 515: 10 Best Business to Business Prospecting Methods | Master Sales Series

    13/04/2022 Duração: 23min

    George Leith is a lone wolf this week, ready to share his industry secrets for the 10 best business-to-business prospecting methods. We know how draining prospecting can be, ensuring that new opportunities are constantly added to your funnel. You need to be a hunter, partner with other organizations, and deliver a message that's short and to the point. It's easy to get lost in these numerous communication channels, and operating uniquely in each can be tedious. You have probably heard of the items on our list, but George's use-cases and methodologies will provide you with an entirely new perspective on them. In this episode, George goes in-depth on the following B2B prospecting methods:Face to FaceEmailWebinars and Virtual EventsNetworkingReferralsCold CallingContentAdvertisingMailRelationshipsThis episode is about taking care of clients. If you run a good business and take care of your clients, they will feed you. Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local b

  • 514: Current State of Vendor and Media Company Relations | Martin Kristiseter

    06/04/2022 Duração: 26min

    Martin Kristiseter joins George Leith this week to discuss the current relationship between vendors and media companies, automation, and the adoption of streaming. Martin is the Managing Director at Compulse, a marketing technology and managed services company that makes omnichannel advertising more efficient and profitable for local agencies and media companies. Prior to joining Compulse, Martin led innovative digital media initiatives at a number of companies, including Marketron, where he developed a reputation as a leader who can take a vision and turn it into a reality. Compulse and Vendasta can both strongly agree on a few things:Lower take rates are important in empowering businesses to Conquer LocalAutomation is absolutely necessary for agencies to succeedStreaming is here to stay, and accessing this source of communication is imperitive in remaining relevantConquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies to enterp

  • 513: Advertising vs. Marketing; Video is Your Best Friend | Gordon Borrell

    30/03/2022 Duração: 42min

    Gordon Borrell is the Founder of Borrell Associates Inc. and is considered the local media industry’s leading analyst. He is ranked in the top 2% among Gerson Lehrman Group’s 150,000 consultants worldwide and is quoted frequently in advertising and media trade publications, as well as The Wall Street Journal, The New York Times, Ad Age, Forbes, and other publications. In this episode, Gordon discusses advertising's evolution into marketing. Marketers young and old need to realize the unique advantages they each have and work together to fill in gaps. Just as emerging platforms like TikTok are skyrocketing brands- radio, print, and television still have their place. We've experienced 2 prior waves, being; search and social media. Gordon goes into detail about the 3rd wave of marketing which is video. Brands that can adopt this way of communicating will be leading the marketing atmosphere in 2022 and the next several years. Your audience can find you- they are aware that you exist- now they want to get

  • 512: The Future of Customer Experience | Steven Van Belleghem

    23/03/2022 Duração: 26min

    Even local competition has become international in 2022. Consumers are smart, informed, and intrinsically motivated to find the best offering for their wants and needs. So, how do we compete? How do we stand apart from the other businesses in our corner? This is what we're conquering today. Steven Van Belleghem is a global thought leader in the field of Customer Experience. His passion is spreading ideas about the future of customer experience. He is the author of multiple international bestselling books including ‘The Conversation Manager’, ‘When Digital Becomes Human’, ‘Customers the Day after Tomorrow’, ‘The Offer You Can’t Refuse’ and a technology thriller called Eternal. In this week's episode, Steven highlights; how 5% of customers are a pain although we mustn't make decisions based on them, the misconception that digital is taking over the human side of business, and how to overcome challenges in creating content to grow your following by the thousands.Conquer Local is presented by Vendasta

  • 511: 11 Mistakes Customer Success Professionals Should Avoid | Master Sales Series

    16/03/2022 Duração: 16min

    Another master sales episode brought to you by your favorite sales leader, George Leith. Today he lays out the 11 (straying from the round numbers because it's that important) mistakes customer success professionals should avoid. George has dedicated a massive part of his career to serving customers. In that time, he's seen the good, bad, and ugly. Today he's going to go over what he thinks are some of the most common mistakes. Think of a common practice like using jargon. We maybe don't want to sound as though we lack knowledge, so we use this industry-specific knowledge. However, our customers likely don't know these meanings. In an attempt to be perceived as in the know, our clients may not say that they don't understand. So, when trying to create a better client experience, we've actually tarnished the relationship. Avoiding these will absolutely cement stronger relationships with your customers, build trust, help you establish authority in your niche, and make your life a lot

  • 510: Why Salespeople Need To Behave More Like Doctors | Keenan

    09/03/2022 Duração: 27min

    Keenan joins George Leith this week on the podcast. Through his business, A Sales Growth Company, he has helped companies increase sales by 300%, positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers, and stopped negative sales growth for all types of companies, from start-ups to Fortune 25. In this episode, he provides his unique perspective on CRMs, who own the success in a coach and coachee relationship, and a new communication style to increase productivity. You can view his passionate, daily videos by following the hashtag #KeenanVids on LinkedIn but today we’re going to give you the whole package here on the Conquer Local Podcast.Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies to enterprise-level organizations. Learn more about Vendasta and we can help your organization or learn more about Vendasta’s Affilia

  • 509: Human Resources In A World With No Physical Boundaries | Lauren B. Jones

    02/03/2022 Duração: 26min

    Leap Consulting Solutions, Founder, Lauren B. Jones joins the Conquer Local Podcast to discuss human resources' massive shift in our everchanging environment. This entails remote working environments, hiring across the globe for your organization, building trust in your organization, and being proactive in acknowledging when your employees are crushing it. Lots of great takeaways and an overall brilliant conversation with HR tech super nerd, Lauren B. Jones. Lauren B. Jones has been a leader, influencer, and innovator in the staffing industry for just over 24 years. Her focus on mindful and responsible usage of technology in the human capital industry is helping businesses align their future desires with the technologies of today all with a singular focus in mind - keep the process human. She founded Leap Consulting Solutions with the intent of supporting businesses in adding clarity to the steps required to digitally transform with excellence. Lauren has been named Top 15 Staffing Professionals to watch

  • 508: Vendasta Acquires MatchCraft | Sandy Lohr, Brendan King

    28/02/2022 Duração: 22min

    On January 11, 2022, Vendasta, our organization, announced the acquisition of MatchCraft from Advance Local. MatchCraft is a leading global software company specializing in search, display, and social media advertising solutions for digital marketing agencies and resellers who serve small- and medium-sized businesses (SMBs) at scale. Brendan King, Co-founder and Vendasta CEO says the following:“MatchCraft and Vendasta have been longtime friends, and we’re fortunate to have them join the Vendasta team... This partnership will bring MatchCraft’s enterprise-level technology to all our channel partners, allowing them to have a superior technology stack only large companies could previously afford. We know MatchCraft exceeds expectations because we hear it from many of their partners—who happen to be our partners, too.”The deal marks an acceleration of both companies’ strategic growth plans, which aim to enhance and expand technology offerings for the benefit of partners and their SMB clients around the world. The

  • 507: How To Think More Profitably As An Agency | Marcel Petitpas

    23/02/2022 Duração: 30min

    Marcel Petitpas is the CEO & Co-Founder of Parakeeto, a company dedicated to helping agencies improve their profitability by streamlining their operations and reporting systems. He’s also the fractional COO at Gold Front, an award-winning creative agency in San Francisco working with brands like Uber, Slack, Keap, and more. As well as the head strategic coach at SaaS Academy by Dan Martell, the #1 coaching program for B2B SaaS businesses in the world.Today he's going to dissect agency profitability. This is a coast-to-coast breakdown on the financial aspects, how to manage time, and how to approach clients. Everything you need to increase margins and scale your business is in this episode of the Conquer Local Podcast.Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies to enterprise-level organizations. Learn more about Vendasta and we can help your organization or learn more about Vendasta’s Affiliate Program and how o

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