Conquer Local With George Leith

Small and medium businesses can learn how to leverage the power of Amazon with our help. We are bringing Lisa McNab, CEO & Co-Founder at Canbaba Network—Canada's only wholesaling and dropshipping marketplace. One of the things the Conquer Local Podcast has made its mission here in the first six months of the year is to align around the user journey that we are seeing as common themes in our channel partner network worldwide. We all know is that e-commerce has now come to the forefront. We are learning that people are thirsty to learn more about best practices around e-commerce. Business owners are trying to figure out, and they have this e-commerce entity now, how can we help really make it hum? How do I turn it into a store that rivals the revenue that I get through my physical doorway? Lisa McNab will give the inside scoop on how to compete with dropshipping and how to Leverage the Power of Amazon.Lisa's goal is to unlock Canada’s manufacturing through ecommerce to make it more efficient for bus

To reduce churn is an ongoing struggle and will continue to be for however long your company exists. But that doesn’t mean that you should give up the fight.This week on the Conquer Local Podcast, we have Josh Glantz, former CEO of SinglePlatform which was acquired by Tripadvisor. In this episode, Josh gives us a little bit of everything, so get ready for it. We explore retention strategies, reduce churn, the Do it For Me model, inbound sales strategies, and Josh digs into what he looks for when interviewing a potential employee, if they fit in the culture, and if they have grit.Josh Glantz has 20+ years of experience scaling teams and businesses. Successfully selling, acquiring, and integrating several during his career, Josh most recently led SinglePlatform through its sale to Tripadvisor. Josh was the CEO at SinglePlatform for more than 4 years and turned around its financial performance making SP a Rule of 40 company. Before SinglePlatform, Josh led the digital business at the iconic marketer Publishers C

Prospecting is the first step in the sales process of identifying potential customers, aka prospects. The goal of prospecting is to develop a directory of likely customers and then systematically communicate with them in the hopes of converting them from potential customers to current customers.George Leith is back for another Master Sales Series for Prospecting 101. He uses his sales experience of 30+ years to share what works and what doesn't from tried and tested methods. George shares different tactics, failures of unsuccessful attempts and digs deep to show each tactic's value. The historical reference of the term “prospector” refers to individuals' effort to find gold by scanning creek beds and rock formations. When flecks of gold were spotted, the prospectors would spend time sifting through dirt to find the valuable nuggets. That’s what modern-day sales prospectors do – sift through large lists of potential customers to try and uncover those who are interested and ready to buy.Join the con

All too often, marketers and salespeople think: “A customer is a customer. Any sale is a good sale." It’s time to break free from that mindset. In reality, there is a stark difference between an ideal customer and less-than-ideal customers.Master Sales Series is back to explore Finding your Ideal Customer. Our host, George Leith, walks through six steps in finding your ideal customer.BrainstormingSurveying existing clientsDigging through Google AnalyticsSocial listeningSocial media analyticsSpy on your competitorsJoin the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

The goal of a sales mentor is to create an environment where team members feel self-motivated to grow, excel, and take greater responsibility for what they do. An effective sales mentor is the key to long-term performance improvement and organizational success. It is the most important job a sales leader has.Our first guest of Season Four is none other than Stephen Defina; Stephen is the VP of Revenue, GTM at Clearbanc. He joins us this week to discuss what it means to be a sales mentor, how to do it with a team and one-on-one. Stephen refers to himself as the pusher, and he isn't afraid to keep pushing his mentees to keep striving for more. Now more than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities. Increasingly, company and sales leaders are turning to finding a sales mentor as a solution—that and more on this episode of the Conquer Local Sales Podcast.Stephen Defina is the VP of Revenue, GTM at Clearbanc, the world's biggest ecommerce investor.

Welcome to Season 4 of the Conquer Local Podcast.Our host, George Leith, wants to share a special message to all of our listeners. Happy New Year, Conquerors!Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

Farewell, goodbye, adios, cheerio, see ya later, don't let the door hit you on the way out 2020.As we say so long to 2020, we bring back Brendan King, co-founder and CEO of Vendasta, to wrap up this insane year. We review what a forcing function COVID-19 has been for small and medium businesses to adopt e-commerce. In the last episode of 2020 and season 3, we look at the necessity for remote work, accelerated online e-learning, and what predictions Brendan has for 2021.Intense, boisterous, imaginative. Brendan is the innovative force of the company. Responsible for providing the vision, thought leadership, and business strategy, Brendan’s ability to focus on the big picture while maintaining quality on the finest details facilitates Vendasta’s success.Prior to co-founding Vendasta, Brendan proved his worth through many business ventures, including founding two other successful companies, one of which was nationally franchised. He also provided the entrepreneurial force behind Point2 Agent, a real estate s

It's that time of year when we reflect on our successes and our misses. It's time to move forward into the New Year with your Big Hairy Audacious Goals. Now that 2020 is coming to a close, our host, George Leith, discusses how to create Big Hairy Audacious Goals. To put it simply, a Big Hairy Audacious Goal—a term coined by Jim Collins and Jerry Porras in their book, Built to Last: Successful Habits of Visionary Companies—is a long-term, 10 to 25-year goal. But it’s more than just a goal. We’re talking about a challenge that is so audacious, outside-the-box, and hairy that it might feel as if you’d never achieve it. We’re talking about a ‘put a man on the moon’ level goal here.  Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

As a business owner, you understand the value of each of your clients. However, not every arrangement turns out to be mutually beneficial, and at some point, you may find it necessary to say no to a client who isn't your Ideal Customer.Janice Christopher, Founder of the Janice Christopher Agency and Executive Coach—also known as The Queen Bee of Marketing—is this week's guest. Janice brings her fiery personality to share with our listeners that it's ok, smart, and necessary to say no to potential customers who don't fit your ideal customer profile. Janice shares her stories about when she had to say no to a potential client and why it was imperative.Janice Christopher is no stranger to marketing, with 30 years of sales and brand management experience. Formerly a Certified Financial Planner, Janice decided to spread her wings and become a marketing​ consultant for small- to medium-sized businesses. As a business owner herself, she knows how to listen to clients, identify their needs – and then

Digital Ad Spend is a vital piece of the new marketing stack for local businesses—and therefore, a must-have service to offer as a marketing agency. Zach Johnson, Founder of FunnelDash, co-host of the Rich Ad Poor Ad Podcast, and author of the book Rich Ad Poor Ad, joins George Leith this week. Zach is here to talk about Digital Ad Spend. Zach sheds light on how to best prepare clients for the outcomes based on their budget. He wants to share the message of understanding the core messaging behind your product/service before you throw money behind it on an advertising channel. Make sure the rest of your online presence ducks are in a row, and keep them in that row for your advertising leads to fall into that purchase funnel. No single tip will work for every business, as every business is unique. The best thing to do is test, track, rinse, and repeat to unlock that "secret advertising sauce" for you and your clients.Zach Johnson is the Founder of FunnelDash. Under Zach's leadership, FunnelDash has

There is no possible way to scale, manage, and optimize every channel to ensure a company’s story is being told without a dedicated content marketing team.What does a content marketing team look like? Dan McLean, Director of Content Marketing at Vendasta, knows a thing or two when building one. Dan has not only developed a content marketing team in one organization but four organizations. He often sees stories getting lost when creating content because there has been a focus on content specifically based on SEO value. Dan makes a shift in the organizations he has worked with to tell the story that solves the problem. A content marketer needs to be purposeful, understand who they are writing for and the objective they are solving. Writers can lose sight of the audience; he reminds teams to deliver value, not a pitch. Dan's words of advice, give a damn about what you do. Don’t think something is good enough, always do the best work you can do.Dan McLean is the Director of Content Marketing for Vendasta Tech

A stellar LinkedIn Profile contains five key areas: Profile picture, job title, about description, experiences, and endorsements. From picture quality to endorsements representing you, your professional brand is the key to all new opportunities to build your brand and set yourself up for success.Morgan Hammer, Relationship Manager, Mid Market - Sales Solutions at LinkedIn, joins us from Chicago's windy city to talk about how to rock your LinkedIn Profile. Morgan shares how to create a LinkedIn profile that brings your personal career story to life, whether you’re just starting, seeking to advance, or making a career change. Morgan offers tips on tailoring each section, starting with the key insight that a LinkedIn profile is unique and shouldn’t be approached exactly like a resume.Originally from Pittsburgh, PA, Morgan has been living in Chicago, IL, for the past 5 years. Her LinkedIn journey was not a typical one, as she was a nontraditional hire coming from a retail background. Prior to LinkedIn, she ma

A macro conversion funnel is the most important part of any sale procedure on any website. In fact, the macro funnel conversion is almost the final step before a sale is sealed. The Conquer Local Podcast is in sunny San Diego this week to talk to Frank Cowell, CEO at Digitopia Agency and author of Building Your Digital Utopia. He found his passion for technology in the 90s, creating a webspace on AOL and built an information superhighway. His passion is sales and marketing, so he knows when to get technical in a conversation with a potential customer. Frank takes us through what a macro conversion funnel should look like, obsessing over the bottleneck in your conversion funnel, and how to get the testimonial from your customer. With 20 years of digital marketing experience, Frank regularly works with executive teams who are looking to create amazing brand experiences while accelerating growth. Frank is the author of Building Your Digital Utopia, which details a concept he pioneered to help brands create digit

MSP Marketing troubles start with not knowing how to spend their allocated marketing dollars to make the real magic happen. Ayan Adam, Founder of CX Atelier, joins us this week to discuss MSP Marketing troubles. Marketing for MSPs requires a different approach and a deep understanding of the industry and technology trends. Ayan offers her insights on technology-focused marketing support to answer the MSP capabilities' prevalent gap to execute marketing activities in-house. Ayan's specialty focuses on the customer experience and cultivating relationships with the MSP and the world of marketing. In this episode, you'll learn why the IT reselling service layer is important and how they become the most trusted asset you can add to the products and solutions you offer. For the longest time, channel marketing was the "poor relative" of all marketing branches, cookie-cutter campaigns and activities, and very little focus on the end customer experience. Meanwhile, the B2B landscape is shifting dra

Time is the biggest obstacle when it comes to inside sales training programs, but we can look at proven sales training best practices to help make sure that your team is set up for real success.We hop the pond to talk to the newest Vendastian: Ian Jones, the VP of Sales Training and Enablement at Vendasta. Ian brings his vast knowledge to the listeners on what it takes to build an inside sales training program. His approach is widely adopted in the learning development of the 70/20/10 model. We dig into the forgetting curve and what information sticks in a 24-hour period, why it's important to walk through the journey with new hires and what it takes for them to become a sales rep, and how crucial it is to apply consistent training company-wide. This means having a repeatable and scalable training model. You can't scale suck.Ian is an experienced sales leader with a track record of delivering transformation and change across a wide range of functions, including Sales, Operations, Training and Enableme

The membership economy is focused on teaching people how to create their own. At the same time, it includes some deeper marketing and human behavior principles that are useful to know in other contexts.We have Robbie Baxter, Founder of Penisula Strategies, author of The Forever Transaction and The Membership Economy, with us on this edition of the Conquer Local Podcast. Robbie coined the term membership economy to describe a massive transformation in every organization, from nonprofits and associations to the most profitable of companies. Which of the following companies do you think uses the subscription revenue model: Netflix, NBA, eBay, Oracle, Electronic Arts, or Microsoft? Trick question, they ALL are. We learn how an SMB can establish a subscription revenue model, the best way to target your audience, and why recurring revenue is the holy grail.Robbie Kellman Baxter is a consultant, author, and speaker. She is also the author of The Membership Economy and The Forever Transaction and hosts the podcast Su

Whether you are a new start-up or an established business, brand visibility is always key. If people don’t know about the new things you are doing, how can you make a sale?We have Chris Dickey, CEO and Founder of Visably AND Owner and Founder of Purple Orange, on the podcast this week. Chris shares that 89 percent of B2B marketers labeled brand visibility and awareness as the most important goal over sales and lead generation. In this day and age, with so many communication platforms, advanced technologies, and modern ways of thinking, what are the most effective methods of getting your brand out there? In this episode, Chris unwraps the ROI for PR, the important pieces to measure brand success, and relates it all to the customer journey.Chris Dickey has a resume that spans publishing, in-house marketing direction, public relations, and software development. Chris is the Owner + Founder of Purple Orange Brand Communications, a PR agency specializing in outdoor and active lifestyle brands. Chris started explor

Episode 356 brings you the importance of emotional intelligence in sales. Low emotional intelligence prevents salespeople from achieving their success potential, impacting many areas of their sales performance.We bring back an alumni to the Conquer Local Podcast, Mr. Jason Forrest. Jason, CEO of the Forrest Performance Group, is back to talk about his new book: How to Sell Through the Coronavirus, and emotional intelligence in sales. Jason walks through the four attributes of a great salesperson, the GUMP methodology: Goal-oriented, unleashed, motivated, and procedural based.  Having a high level of emotional intelligence in sales allows a salesperson to sense, understand, and effectively apply the power of their own emotions during interactions with buyers to improve sales rather than derail them.Jason Forrest lives on the leading edge of the sales industry. As a behavioral change expert and maverick entrepreneur. Jason believes the only way to break your sales plateau is to change the way you look at sales

The Customer Deciding Journey, part two: Expand. Acquisition vs. Expansion are complete opposite messaging, and we must treat them as it.Tim Riesterer, author of The Sales Expansion, and Chief Strategy Officer of Corporate Visions is back! We dive into part two of our two-part series, the Expanding portion of the Customer Deciding Journey. The expanding portion's methodology is: "Keep them happy from the beginning to end." Tim walks us through his new book and why acquisition is not the only lifeblood of organizations. We learn if you give an existing customer the same messaging you would give to prospective customers; you can have them questioning if they should stay. Reinforce and remind them of the impact you have made by showcasing the value and demonstrating their ROI.Tim Riesterer is responsible for leading the strategic direction of Corporate Visions in thought leadership, positioning, and product development. He also leads the company’s consulting team globally, including staff and certifi

Some call it the customer buying journey, or a sales cycle, but collectively, we are moving to the ideology of the Customer Deciding Journey.This week's guest is Tim Riesterer, author of The Sales Expansion, and Chief Strategy Officer of Corporate Visions. In this two-part series, we will explore the first section of the Customer Deciding Journey: Create, Elevate, and Capture. This methodology revolves around presenting to the customer, "why should I change?" Creating the value gives the reason behind the change and develop that buying vision. Elevating value is explaining the rationale decision-making to that business outcome, so it is a rational choice. To Capture value is explaining to the customer why they should pay for what you're selling. Tim explains the psychology and has the science behind why this methodology works.Tim Riesterer is responsible for leading the strategic direction of Corporate Visions in thought leadership, positioning, and product development. He also leads the compa