Conquer Local Podcast

Generation Z will shape the new SMB landscape, what does that mean for salespeople? The Conquer Local Podcast travels to the Czech Republic to speak with Kimberli J. Lewis, President and General Manager of the Search and Information Association Europe. Kimberli explains how Generation Z is slowly but significantly changing the SMB landscape. By 2030 it is projected that 42% of SMBs will have Gener...

There are four Mental Leashes that are holding you back from being a top performing salesperson. Sales is a mental game and mindset is everything. Jason Forrest, CEO and Founder of the Forrest Performance Group, is back for the last two mental leashes—Rules and Self Image. Jason defines rules as anything that you need to see, feel, or hear in order to give yourself permission to engage. We are nev...

Sales is a mental game and mindset is everything. There are four mental leashes holding us back, it's the challenge of unlearning vs learning. Jason Forrest, CEO at Forrest Performance Group, is our guest this week and he is a machine. He gives us a perspective and breaks down the gritty details on how sales is a mental game. Jason discovered a powerful realization that the best training isn&#...

Monthly recurring revenue is the holy grail of every business.  Sam Jacobs, the Founder of Revenue Collective, joins George this week to compare notes on monthly recurring revenue and the effectiveness. Sam explains how not only does a product need to have market fit but that the product has to be ready and deliver value beyond a testing environment. He goes on to decode the notion that sales come...

Digging deep on inside sales, life as a Business Development Representative.  We continue our new segment, Inside Sales! We are excited to have the opportunity to speak with a couple BDRs to gain their perspective. Todd Roberts, Director of Sales, and Myron Kindrachuk, Senior Business Development, join us on the podcast to share what it's like to be on the sales floor day-to-day. We talk throu...

Building a winning sales playbook is no easy endeavour, but we have you covered. This week's guest is an expert at building them. Matt Sunshine is a Managing Partner at the Center for Sales Strategy, a sales performance consulting company that helps sales organizations attract, retain, and develop the highest performing sales people. Matt's extensive background in the broadcaster space bri...

Winners do things losers don't want to do, the life as a Sales Development Representative. We have a new segment starting on the Conquer Local Podcast—Inside Sales. Glen Bowie, Manager of Agency Growth, and Michael Patola, Agency Growth Specialist at Vendasta, join us to divulge what it's like to work in today's sales landscape. We often discuss sales strategies from an executive level...

The most important detail of the customer experience is building trust, we must start on day 1. We are kicking off Season 3 with Jim Tracy, President and Founder of EZlocal. Jim manages a sales force that's spread all over the United States, and they continue to grow. He explains what the first thing he teaches his sales force, trust. We have to listen to our customers, if we're not listen...

Voice search is our future, are you ready? Listings data and voice search are starting to become hand-in-hand. Brooke Henderson, Senior Director of Strategic Partnership Growth at Yext, is our amazing guest this week. Brooke and George take a deep dive into the listing sources ecosystem. It's happening people, the future is voice search. Brooke explains the value of having the capability and t...

Is your presentation different every time? Why? If you have something that's working, why would you change it every time? Our extraordinary host, George Leith, walks us through the importance of having a talk track. They can also be called a value propositions. In this episode we're going to discuss writing talk tracks and building compelling value propositions. Talk tracks get a bad rap o...

Regardless of what your sales strategy is, you need to have some type of post-sales retention strategy. Tune in to learn the 4 Keys to Retention. Matt Tennison, VP of Business Development and Partners with Boostability, joins George this week to discuss retention. Matt gave such an insightful presentation at Conquer Local that we had to have him on the podcast to share it with our listeners. He wa...

Whether it's a gym membership, food box subscription, subscription software, or a media subscription, the subscription economy is here and is taking over.   There is no one besides Patrick Campbell, Co-Founder and CEO of ProfitWell, that can discuss subscriptions as eloquently as he does. Patrick joins us this week to dig deep into what a subscription based price model looks like. The beauty o...

Methodologies for sales team structure, hiring salespeople, compensation, and more.   Butch Langlois, a fellow Canadian, joins the Conquer Local Podcast this week. Butch is the President of North America at Vend, he has an accounting background which transited him into being an esteemed sales leader. Butch sheds some light on the Toronto Revenue Collective, what it is, why it exists, and how it&#3...

The secret sauce has spilled! Sales prospecting tools and techniques are revealed to help Conquerors Conquer Local. Chris Montgomery, CEO of Social Ordeals, has come a long way since he first started using Vendasta's products. Chris is proud to be a Vendsata Partner and ready to share his wisdom. Chris and George explore different sales prospecting methods, how to attract the right kind of sal...

Imagine 50,000 properties, each having hundreds or thousands of tenants—and that's your opportunity set. How do you successfully manage marketing, sales, and eventually fulfilment at that scale? The answer lies in alignment. Erica is the Assistant VP of Social Media for Apartments.com, but she's also an author, a serial award winner, and a phenomenal presenter. Today, she joins us on the C...

Does the first call decide the fate of the sale? Is the closing call becoming due diligence? This week on the Conquer Local podcast, we are joined by Nick Roshon, VP of Sales for Neil Patel Digital. Nick shares his knowledge on discovery calls, pipeline management, leveraging sales technology, and his own three-legged stool analogy for finding great sales talent. Subscribe to the podcast now, on i...

Every organization that is conducting business for profit is dealing with some sort of disruption and they need to be thinking about reorganization. We have a series of episodes coming at you from Conquer Local 2019 where we snagged some infamous people in the sales and digital marketing realm. Matt Dosch, Executive Vice President and Chief Operating Officer at Comporium, joins us to discuss how a...

Listings aren't just names, addresses, and phone numbers anymore. They now have a SEO effect. Jonathan Best, Uberall's new Chief Revenue Officer, is our guest this week on the Conquer Local Podcast. Our audience can't get enough insight into how to sell the value of consistent listing data for a local business. Jonathan explains that Listings now need to include voice search capability...

Continuous training of a sales force army in the ever changing digital market is crucial, a must, and a necessity.   Conquer Local is in the UK this week with Morgan Stevenson, Director of SME Solutions at Newsquest Media. Morgan has an army of 1,000 salespeople in the UK and is a pivotal part in tearing down barriers that his army is facing in the transformation to digital. George and Morgan dig...

Are you setting goals or just making wishes? Goal setting is a task that demands discipline, constant effort, and clear measures for success. But, how often should you revisit your goals? What expectations should you be setting for yourself? Should you be flexible or firm with those goals? How do you best measure results and hold yourself accountable? And most importantly, have you given yourself...

Whether it's the sports industry, marketing industry, or insurance industry sales is sales.  We have a special guest—Lance Tyson, CEO of the Tyson Group, joins us! Lance and George discuss how now more than ever buyers are becoming an expert before reaching out to a salesperson. Lance confirms our hypothesis that as salespeople, we need to be the trusted advisor, have and build rapport with ou...

Selling to the C-Suite can be difficult, getting past the gatekeepers can be even harder. George's Top Tips this week are brought to you by you! The listeners! We tackle how to get past the Gatekeepers to gain influence from the C-Suite. The ability to effectively influence C-level executives means you need demonstrate how your solutions solve C-level business problems. Gaining access to top e...

Air is a moldable commodity, audio in digital marketing is about framing the story on selling air. No story, no sale. Paul Jacobs, VP of Jacobs Media, joins us this week! George and Paul, two grey-haired radio salespeople, dive into detail how the transition from traditional radio sales and non-traditional revenue has evolved. They touch on how the radio audience has transformed and how broadcaste...

Since we were young we've had to deal with how to handle objections, whether it was convincing our parents to give us more candy before bed or being a teenager asking for a later curfew. Times have changed but handling objections during a sale sometimes never get easier.  Mr. George Leith, our phenomenal host, takes us through how to handle objections. Prospects who say "No" or "Ma...

If we could convince our competitors to stop adapting and our customers to stop evolving we'd only ever have to position once. April Dunford, CEO of Ambient Strategy, gives us a sneak peak for her upcoming talk at the Conquer Local conference! She goes over how to nail product positioning, when to reposition, and how to adapt positioning to the ever changing marketing landscape. April shares t...