Conquer Local With George Leith

Sinopse

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.

Episódios

  • 328: Be the Hero | Master Sales Series

    328: Be the Hero | Master Sales Series

    01/04/2020 Duração: 19min

    Where are you going to be after the inevitable bounce? Will you Be the Hero? We are taking a different angle for this Master Sales Series episode. George brings to light what it means to be the hero during this time of crisis. Conquer Local's core purpose has always been to drive local economies by providing knowledge to our listeners. We support local businesses, and during challenging times like these, we’re committed to that now more than ever. We’re here to help our listeners clients through these challenging times. You may be facing staff shortages, remote work, and an evolving marketplace where changing customer habits are hurting your bottom line. We want to Protect Local.  Join our Community.

  • 327: Product-Led Growth, with Anna Tavares

    327: Product-Led Growth, with Anna Tavares

    25/03/2020 Duração: 36min

    In its simplest form, Product-Led Growth leans on product experience in order to grow a customer base. In the traditional acquisition model, marketers focus on attracting potential customers through inbound tactics like paid ads. Once a prospect shows interest and are vetted as a qualified lead, they become a market qualified lead and are sent to the salespeople. Product-Led Growth (PLG) is a strategy that puts the product right before the customer to lead the customer experience! Anna Tavares, Director of Strategy at Vendasta, explains how PLG is defined, and the reason you should be implementing into your business strategy. The concept of PLG is not new. You probably already know and use it all the time. Synonyms for PLG include ‘freemium’, ‘try-before-you-buy’, ‘SaaS 2.0’ and ‘free trial’. Anna explains even more on this episode of the Conquer Local Podcast. As Vendasta’s Director of Strategy, Anna is responsible for developing, managing, and assisting the implementation of projects that support Vendasta

  • 326: Direct to Customer, with Mitch Joel

    326: Direct to Customer, with Mitch Joel

    18/03/2020 Duração: 20min

    The bar has never been lower to start a business by going Direct to Customer, but that doesn't change what the pillars of business are. Direct to Customer brands leverage their true purpose, technology, data, content, and speed to market in astonishing ways. Now, you can too. Brace for impact. Mitch Joel, Founder of Six Pixels Group, is our guest this week. He is one of the amazing speakers at the Conquer Local 2020 Conference in beautiful Montreal. Big and small business need to take it next level by going Direct to the Customer Customer. What do billion dollar companies like Kylie Cosmetics and Dollar Shave Club know that Starbucks and Walmart did not?  Mitch explains why these startups quickly disrupted industries that took their competitors decades to decode. This new breed of Direct to Consumer brands has changed the dynamics of business today,  What are these companies doing that is so disruptive? Mitch gives us the goods on what you need to know today about the power of direct to consumer brands, and

  • 325: The Art of the Elevator Pitch | Master Sales Series

    325: The Art of the Elevator Pitch | Master Sales Series

    11/03/2020 Duração: 31min

    A powerful Elevator Pitch can be magnetic. If it’s engaging enough, you can sell anything – whether it’s a product to a client, an idea to an investor, or convincing an employer that you’re the right fit. We held a live Elevator Pitch competition at Vendast'a headquarters. Our astonishing host, George Leith, was one of three on the panel of judges. We bring you the eight elevator pitches from the competitors, and George provides feedback on each. Who do you think will win? The objective of an elevator pitch isn’t to close a deal, but to convince someone that you have something worthwhile to offer! George's career in sales and marketing spans more than three decades. He has spoken to tens of thousands of people across the world at conferences and through seminars, helping businesses to overcome their difficulties and transform them into digital sales and marketing experts.

  • 324: Converting Leads, with Existing Clients - Part 2 | Master Sales Series

    324: Converting Leads, with Existing Clients - Part 2 | Master Sales Series

    04/03/2020 Duração: 21min

    Converting Leads Part 1 was all about the prospects, and we're now diving into Part 2: Converting Leads, with existing clients—selling after the close.  George is back with Part 2 of Converting Leads on this episode of the Master Sales Series. You’ve closed the deal, you’ve won the sale, it’s time to celebrate, right? Yes, but there’s still work to be done. George explains the concept of looking at existing partners whose accounts are still active and treat them as a lead. Treat them the same and establish regular rhythms of communication and keep building the relationship. As stated previously, always be adding value. The biggest take away is to generate advocacy - turn happy clients into your best sales resource.

  • 323: Converting Leads - Part 1 | Master Sales Series

    323: Converting Leads - Part 1 | Master Sales Series

    26/02/2020 Duração: 28min

    Everyone always wants more and more leads, but what about the leads they already have? We bring you Converting Leads on the Conquer Local Podcast The Master Sales Series is back and we are talking about Converting Leads. We conducted a survey from our listeners to understand what they are looking to Conquer in 2020. The number one thing everyone put at the top of their list, you guessed it, getting more leads. Taking a step back and looking at that answer and uncovering the nitty gritty details, we determined that our listeners need to know how to convert their leads not just seek out new ones. George Leith, a sales transformation keynote speaker, top-ten iTunes ranked podcast host, author and guest university lecturer, has the unique ability to demystify concepts and inspire businesses and professionals to understand and truly embrace the potential that digital transformation has for many business objectives including sales, business development, and marketing for B2B, non-profit organizations, as well as

  • 322: Developing a Sales Strategy, with Donny Dye

    322: Developing a Sales Strategy, with Donny Dye

    19/02/2020 Duração: 30min

    Developing a Sales Strategy to implement with your sales team isn't a one and done, it has to tweaked and edited as you grow. We are excited to bring back Donny Dye, Founder of Quota NYC, to the Conquer Local Podcast. Donny updates on what he has been doing since we last spoke in Season 2. For the past year he has been the acting CRO for Eden Health developing and growing their sales team. Donny divulges the three things his tried and tested method of developing a sales strategy: Strategy, Team, and Conversation. He says it's a technique that is universal to all sales team. Donny has over 15 years of Saas and enterprise sales experience by selling, leading, and guiding companies scale predictable revenue. If you are building a sales team or have broken a sales team, Quota NYC can help. Prior to founding Quota, he has spent the last 2 decades building, leading (and fixing) sales organizations. Most recently, he helped build a company that sold for 9 figures. My journey has made me an expert in enterprise, B2

  • 321: Sales Procurement  Relationship Building, with Jens Hentschel

    321: Sales Procurement & Relationship Building, with Jens Hentschel

    12/02/2020 Duração: 27min

    Sales Procurement is your friend, not your enemy. Jens Hentschel, Founder and CEO of THE FIVIS PARTNERSHIP, is on the Conquer Local Podcast this week talking Sales Procurement. Most people cringe at the word procurement, but procurement is just as important as sales. Sales organizations see procurement as a roadblock and avoid it at all costs. Jens explains that procurement is your best friend, and when you are selling a product or service reaching out to the head of the procurement department can actually lead to insuring the sale closes. Jen is the thought-provoking, customer centricity consultancy company for B2B relationship management. He and his team advise Sales, Procurement and Supply Chain Management teams on how to build winning, customer centric business relationships. Jens has more than 12 years of experience in procurement and professional buying and worked for companies such as Procter & Gamble, KFC, RWE and others in senior leadership roles. Jens lives and works in London, UK.

  • 320: Defining SaaS Channel Partners, with Janet Schijns

    320: Defining SaaS Channel Partners, with Janet Schijns

    05/02/2020 Duração: 26min

    SaaS Channel Partners are coming in hot, what and how does it affect our sales teams. Janet Schijns, CEO of JS Group and a former Fortune 500 C-suite executive, is our guest this week on the Conquer Local Podcast and we are talking about SaaS channel partners. We define was a channel partner really is, why companies are making the shift to incorporate a tech sector, and what it takes to to make that shift. Schijns was named Channel Influencer of the year in March 2019 beating out a slate of nominees from the top tech firms in the world. She most recently was EVP and CMSO at Office Depot, where she led a major transformation to drive traction in IT services, generating recurring revenue from higher margin solutions. Prior to that, she was the Chief Channel Executive, Chief Marketing Technologist and ran business products for Verizon Business. She is a visionary leader who through innovation and transformational action-oriented plans drives tangible results. Schijns is dedicated to the advancement of Women in

  • 319: Creating Competitive Sales Battlecards | Master Sales Series

    319: Creating Competitive Sales Battlecards | Master Sales Series

    29/01/2020 Duração: 14min

    Battlecards are never done. Battlecards are trial and error. Battlecards are usually not pretty. But, battlecards are also a highly effective way to mobilize information from research, mentors, coaches, and more, into powerful sales assets. In this edition of the Master Sales Series we are talking about sales battlecards. What is a sales battlecard? It sounds like a buzzword, but probably because it is a buzzword. They originated as a competitor analysis tool, but today, battlecards are applied in a variety of contexts, including story development. For example, in large organizations, collaborating to build battlecards can bridge gaps between different stories being told and drive alignment through the entire sales floor. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

  • 318: The Customer Journey After the Sale, with Michael Watkins

    318: The Customer Journey After the Sale, with Michael Watkins

    22/01/2020 Duração: 26min

    How to fix a broken Customer Journey after the sale is no easy feat, but we have the man who did just that.  Originally from Australia, Michael Watkins VP of Partner Success at Vendasta, packed up his family and took on winter in Canada. Watkins takes us through the customer journey by reviewing all of the talk tracks, all of the scripts, and all of the vignettes, or whichever word you want to use for your customer success teams. It's important that it's not just a one and done, but instead takes iteration after iteration. It requires listening to the team, listening to customers, watching the conversion points, and seeing what's working and what's not. Once that process is defined, be prepared to make constant changes to refine it. Watkins is passionate about helping business owners and marketing professionals understand the digital ecosystem as it continues to evolve. His recent highlights include: - 11% Digital revenue growth benefit through successful digital sales transformation program. - $2.35 Mill

  • 317: The Google Guarantee, with Justin Sanger

    317: The Google Guarantee, with Justin Sanger

    15/01/2020 Duração: 19min

    The average SMB is worried about staying open in today's competitive market. The Google Guarantee can help.   Justin Sanger, Chief Revenue Officer at OMG National, provides insight on what the Google Guarantee means for SMBs. Sanger refers to it as a game charger because it has an overall effect on how SEO keywords and pay-per-click ads function. An SMB doesn't always to hear the gritty details of lead measures and tactics, they often want a salesperson to cut the chase to know how it is going to effect their business. SEO has been changing at a rapid pace being at the will of the Google algorithms. Sanger shares how dealing with a fragmented and crowded landscape can hurt your agency and speaks to verticalization.

  • 316: Optimizing the Sales Day, with Steve Benson

    316: Optimizing the Sales Day, with Steve Benson

    08/01/2020 Duração: 24min

    Thriving in routine by Optimizing the Sales Day and nothing will be forgotten. Work smarter not harder. Steve Benson, CEO and Founder of Badger Maps, kicks off the first Conquer Local episode in 2020! Steve provides conquerors the insight in how to optimize the sales day, from the salespeople on the floor, sales managers, and at the executive level. Steve also tells us how his failures helped him succeed because frankly, SaaS startups are hard.

  • 315: Qualifying the Lead, with Doug Campbell | Inside Sales

    315: Qualifying the Lead, with Doug Campbell | Inside Sales

    18/12/2019 Duração: 23min

    Three steps to get the conversion inside the sales funnel, getting the lead, qualifying the lead, and finally acquiring the customer. Listen to learn more! We spoke with the SDRs, the BDRs, and now it's time to talk to the big kahuna, the VP of Revenue, Doug Campbell. He sits down with George to discuss managing a sales teams of 40+ and soon to be 90+ by the end of 2020. Doug explains that because they are growing so quickly they needed a scalable and repeatable training model. There is a term Dougs team uses, called the Unicorn Lead.  Doug got his start in the newspaper industry selling advertising, which he quickly excelled at and branched out into sports marketing, jack of all sales you might say. Doug is widely recognized as an award-winning leader in driving revenue growth via successful teams throughout his 20+ year career. He is currently is the VP of Revenue with Vendasta where he continues to drive hyper-growth working with businesses across the globe.

  • 314: How to Have Effective Discovery Calls | Master Sales Series

    314: How to Have Effective Discovery Calls | Master Sales Series

    11/12/2019 Duração: 22min

    Kudos to our listeners for providing this weeks topic! George pulls together best practices when it making Discovery Calls on this edition of the Master Sales Series. Imagine you had 200 leads that came in and you were only going to close 10% of them or if you are a rock star, 25% of them. We get the nitty gritty details and proven tactics when having that first discovery call. As salespeople, we need to be very careful and deliberate in the way we are communicating with a customer when having those first calls. George runs through everything from that first initial call to discussing how leads come into your funnel, there are some different tactics for different scenarios. In some instances, we have been doing this for a long time, we know we have the answers and we can solve the problems of any customer. We have a tendency to skip over very important pieces for building rapport and trust.

  • 313: Location, Location, Location - Multi Location! With Mike Giamprini

    313: Location, Location, Location - Multi Location! With Mike Giamprini

    04/12/2019 Duração: 36min

    Being able to sell to multi location businesses is becoming a necessity, we have Mike Giamprini to give Conquerors the scoop. Mike Giamprini, Managing Partner of G Partners, shares his struggles and wins when it comes to selling multi location listings to SMBs. He shares his experience with 411 on the transition from traditional to digital media and how he had to completely retrain an entire sales force.  Mike tells us that if he were to go back in time and do it all over again he would focus more time on the educational piece because where there is confusion there is opportunity. Mike is a veteran of the “local” space and has been leading sales and marketing organizations focused on helping businesses of all sizes thrive in a digital world. Knowing that national brands need to connect with audiences at the hyper-local level, Mike founded G Partners in 2016 with a best-in-class digital marketing stack of products and services and combined that with a deep knowledge of G Partners’ clients’ businesses to effe

  • 312: Pain Points of Forecasting | Master Sales Series

    312: Pain Points of Forecasting | Master Sales Series

    27/11/2019 Duração: 20min

    What is forecasting? It's about creating predictable revenue model—you need a plan, it needs to be concrete, and it needs to have a strategy behind it.  The Master Sales Series tackles the pain points of constructing a revenue model for a new year. We take a look at the three different personas of forecasting; the sandbagger, the sharp shooter, and the optimist. George shares from his own struggles and the times when he has missed his projected revenue. After doing extensive research and having conversations with industry experts George has developed a new approach to forecasting.  George is responsible for business development with Vendasta’s large channel partners, as well as managing our in-house sales team. As the host of the Conquer Local Podcast, George’s personal mandate is to make local sales better. A digital interpreter, George has preached the gospel of online reputation management directly to the local businesses of hundreds of cities across North America. He translates his knowledge of the digi

  • 311: Discipline Leads Results, with Steve Whittington

    311: Discipline Leads Results, with Steve Whittington

    20/11/2019 Duração: 30min

    Discipline leads results with eight key metrics to drive revenue. Steve Whittington, Executive Vice President of the Flaman Group, is back for a second time! After getting plucked off the face of a mountain by a helicopter Steve gave up mountain climbing and decided to channel is passion into his work. We get the inside scoop on Whittington's new book, Thriving in the Customer Age.  The book lays out the framework with eight key metrics that can be applied and used to measure the customer experience initiative results, tied directly to the bottom line. Whittington has over 25 years experience in the (B2C) business to consumer, (B2B) business to business and (B2A) business to any space. From consulting, marketing agency work and as an executive and board member for manufacturing and retail firms.He is also Managing Director of a boutique digital agency, Graphic Intuitions. Steve's current board work includes serving as Chair of the Board for Flaman Fitness Canada, a national retailer; President of the Glenor

  • 310: Booth or No Booth at Conferences | Master Sales Series

    310: Booth or No Booth at Conferences | Master Sales Series

    13/11/2019 Duração: 34min

    The Master Sales Series is back! George Leith gives the dos and don'ts of conferences. The man has attended over 500 conferences in his 30+ years of sales. George divulges over 10 different methods on how to improve yourself and your team when attending conferences.  Everything from making yourself memorable, creating goals for conferences, and how to gamify your team. This episode is one you will want to save and share with your sales teams before your next conference. George is responsible for business development with Vendasta’s large channel partners, as well as managing our in-house sales team. As the host of the Conquer Local Podcast, George’s personal mandate is to make local sales better. A digital interpreter, George has preached the gospel of online reputation management directly to the local businesses of hundreds of cities across North America. He translates his knowledge of the digital landscape into accessible information for those still stuck in the rut of traditional media. With nearly three

  • 309: Four Sales Formulas, with Mark Roberge

    309: Four Sales Formulas, with Mark Roberge

    06/11/2019 Duração: 31min

    There are four sales formulas, one for hiring, training, managing, and demand generation for a scalable and repeatable revenue growth model. Mark Roberge, Advisor to HubSpot and former Chief Revenue Officer of HubSpot’s Sales Division, is our guest this week on the Conquer Local Podcast. Roberge and George Leith dive deep into his book, Sales Acceleration Formulas. They are four sales formulas, the sales hiring formula, the sales training formula, the sales management formula, and the demand generation formula. One important golden nugget from this week is for salespeople and sales leaders to get away from doing everything the same old way just because that's how their organization has been doing it. We need to apply data and be able to come up with ways to make it better. The most overused word is scalable, but that's what we're all aiming for. It’s to find repeatable models that are scalable to help meet the ever-growing goals in sales organizations. Mark Roberge is the bestselling author of the award-win

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