Conquer Local With George Leith

The modern sales process doesn't have any smoke or mirrors. Instead, sales are being lubricated with researched inquiries, catered scripts, and genuine interest in order to optimize value for the person on the other end. This is business in 2021, and we welcome it with open arms.Our host, George Leith interviews the renowned Morgan Ingram on this week's episode. At only 27, Morgan has been named one of the Top 50 Sales Leaders to follow by LinkedIn, a Top 25 Sales Development Thought Leader by Inside Sales, and LinkedIn's Top Sales Voices of 2018, 2019, and 2020. Morgan’s work has been featured in Forbes, Sales Hacker, the Hubspot blog, and the Harvard Business Review. He is the Director of Execution and Evolution at JBarrows Sales Training, focusing on delivering to sales development teams to enhance their skill sets and performance. In addition, Morgan started his own YouTube series, The SDR Chronicles, with more than 100 videos providing SDRs with motivation, advice, and tactics. In his previou

A top performer is labeled as such because they internalize the work in front of them. This is not just a job- this is a very exciting life and duty becomes a wonderful opportunity to provide value. This means confidently stamping their name on the day's work and approaching the next hill ready to sprint.Our host, George Leith is eager to sneak you some industry insight on common denominators (listed below) throughout every top performer he's come in contact with over the years- and how he has leveraged these skills in his own career. If you're looking to outperform or perhaps are in pursuit of some defining skills to focus on to maintain your current output, you're not going to want to miss this episode of the Conquer Local Podcast.8 skills every top performer should possess: 1. demonstrate active listening 2. resilience and grit 3. show empathy 4. always prepared 5. self-motivated and competitive 6. strive to establish trust 7. a

Introverts networking, approaching events like they're building a rocketship to go to space. They are methodical, attentive, and interact with scripted purpose- and that is how the new-age introvert is conquering networking events and developing lasting, meaningful connections.Matthew Pollard, the Founder of Rapid Growth Coach moves on to his second book in this 2 part series podcast. The Introvert's Edge to Networking challenges our preconceived notions toward introverts networking through Matthew Pollard highlighting the following;Why introverts make better networkersChanneling your superpowerYou can’t please everyoneWe all tell storiesOur differences define usSpeak to the right peopleWhat to do in a roomThe step everyone forgetsThe feedback factoryThe Digital FrontierIf you tuned-in to last week's episode, you already know that Matthew Pollard is responsible for five multi-million-dollar business success stories, all before the age of 30. His humble beginnings, the adversities he faced, and his

Introverted salespeople seems like a typo. Taking a deeper dive, the fact is that introverts have a special set of innate skills comparable to superpowers that can be leveraged to not only compete with but greatly surpass extroverts in a sales setting.On this episode, we bring you the Founder of Rapid Growth Coach, Matthew Pollard. We immediately knew this had to be a 2 part series and couldn't be more excited to showcase this incredibly insightful topic of introverted salespeople. We explore Matthew's first book, The Introverts Edge, that covers;Set the Stage - Step 1: Trust an agendaMine for Gold - Step 2: Ask probing questionsSpeak to the Right Person - Step 3: QualificationDon’t sell - tell - Step 4: Story-based sellingDon’t argue—augment - Step 5: Dealing with objectionsTake their temperature - Step 6: Trial closeAsk without asking - Step 7: Assume the saleMatthew Pollard is responsible for five multi-million-dollar business success stories, all before the age of 30. His humble beginnings, the ad

Educating your clients makes them feel that you want to improve their experience and encourage them to make better, more informed decisions.We are excited to bring you marketing guru - Jenni White. She is the CEO & Founder of Polaris Marketing & Consulting; they help businesses enhance their marketing strategies, widen their reach, and increase their revenue. Jenni has an excellent tip on how to save time while educating your clients. She explains why it's important to educate clients on the fundamentals while balancing your precious time. Not everyone wants to be engaged, but if they know more about the products and ROI, it will mean less work for you in the long term. When you take the time and effort to educate your clients, they feel taken care of.Jenni has been a much sought-after marketing guru from tech start-ups to long-term established businesses. She specializes in building strategic partnerships, business development, marketing strategy implementation, and product development and ideati

By recognizing and avoiding mistakes leaders make, your Sales Development team will have greater ROI and deliver better results for years to come.David Dulany, Founder and CEO of Tenbound, joins the podcast this week. We are talking about building the most robust SDR team that is laser-focused on qualifying leads and filling calendars with meetings. David shares with us the 5 biggest mistakes leaders make with their sales development program.Mistake 1: Hiring SDRs before setting up their processesMistake 2: Hiring SDRs without an experienced Manager in placeMistake 3: Using unstructured dataMistake 4: Not having a go-to-market script or strategy in placeMistake 5: Set it, forget it, and then criticize itDavid is the Founder and CEO of Tenbound, research and advisory firm focused and dedicated to Sales Development. Tenbound has become the hub of the Sales Development industry, with a thriving online research center, market map, tool directory, training and consulting programs and The Tenbound Sales Development

Misadventures are bound to happen throughout your life; it's how you react, grow, and help others learn from your experiences.The passionate Larry Long Jr., Founder and CEO of Larry Long Jr LLC, is this week's guest on the Conquer Local Podcast. Larry shares how his career started with his dream of being a baseball player in the MLB to scaling sales team and being a keynote speaker. This episode has a bit of everything - we discuss building relationships with your clients, learning from your misadventures and failures, being passionate about what you do, helping your clients succeed, and segmented sales teams. Larry has an infectious personality and speaks in such an engaging manner that you can't help but smile and laugh with him.Larry Long Jr is the Founder and CEO of Larry Long Jr LLC, which focuses on sales motivation, inspiration, training & coaching, and the host of the ‘Midweek Midday Motivational Minute.’ He is also Co-Founder and Lead Instructor of The Sales Allies, an online sales tr

By fostering a positive team culture, we see better performance, higher employee retention rates, increased profitability, and improved employee morale.Today on the Master Sales Series with our host, George Leith, we are talking about building a positive team culture. A great quote around this topic comes from Henry Ford: “Coming together is a beginning, staying together is progress, and working together is success.”Teamwork is a practice and a skill, a skill as leaders, collaborators, and colleagues we can embrace and improve on continuously.We explore 16 ways to create a positive team culture. What are the BenefitsBuild a Culture of SuccessSet GoalsIdentify ValuesRespectResponsibilityCommitmentContinuous DevelopmentKudos & PraiseSupportWorking TogetherMore than Just WorkLead by ExampleClear ExpectationsCommunicate, Over and Over AgainBe PatientJoin the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

You have to play by Google's rules to know who will convert and when - how to get an $8 return on your $1. So what is the ultimate guide to Google Ads? Founder & CEO of WebSavvy.com.au, Mike Rhodes, joins the podcast this week all the way from Melbourne, Australia. WebSavvy is an award-winning agency based in Australia named by Google as one of the Top 18 agencies worldwide. Mike gets into the nuts and bolts of Google Ads, Artificial Intelligence Learning, and Google Shopping. We also take a look at privacy concerns and how it impacts the usefulness of the information. Mike is the CEO and founder AgencySavvy and WebSavvy, and co-author of the world's best-selling book on Google Ads, ‘The Ultimate Guide to Google Ads.’His award-winning digital marketing agency WebSavvyis based in Melbourne, Australia. Since 2006, Mike and his team have been running campaigns for brands around the globe, and it's one of Australia’s largest independent Googleagencies. Mike’s passion for the future of AI and Machi

A Passionate Marketing Agency Owner means ensuring your client's needs are met by educating, building a relationship, and getting involved. We bring Cheryl O'Hern, Founder of Spin Markket + Digital, on the podcast this week to discuss what it means to be an agency owner. Chery is the definition of a passionate marketing agency owner; she is dedicated to her clients and the local businesses they serve. In this episode, Cheryl and George explore what it means to build a connection with your client, why it's crucial to the success of the working relationship, educating on what you as their marketing guru deliver, and when they will hear the cha-ching!As a Digital Marketing Specialist, Cheryl develops innovative campaigns across a wide range of businesses that create the EXPERIENCE to engage the targeted audiences' hearts and minds. By utilizing data that evaluates the behaviors, interests, diversity, and the EXPERIENCE to the right market at the right time, she can ultimately drive the results he

The Entrepreneurial Life is less about skills and more about the drive. What matters is that you determine your goals and live them out, whatever that looks like.Jeff Adamson, Co-Founder & CMO at Neo Financial and Co-Founder of SkipTheDishes, is on the podcast as he is the definition of embracing the entrepreneurial life. He shares the nitty-gritty details of what he went through to ensure he succeed in his undertakings of being an entrepreneur. From sleeping in his car, having nothing but doubters saying this won't work, and using his credit card limits as the investments. Jeff has not only successfully co-founded not one but two organizations to a multi-billion valuation.Jeff Adamson is a former world-class athlete who ditched his comfy corporate job to co-found Canada's most popular consumer tech brand, SkipTheDishes.com. Having grown SkipTheDishes to a multi-billion dollar brand, Jeff is once again venturing outside his comfort zone as co-founder and Chief Merchant Officer at Neo Financial, wh

In this Master Sales Series, we’re talking about the Four Fastest ways to Burn a Lead. We work tirelessly to market, attract, and qualify leads. We can burn them in a single step, with a click of a button, and we spend a lot of time talking about how we can do it right. In this episode, we hone in on where we might be going wrong.We will cover:The cost of wasting leadsHow slow follow-up impacts conversionNot enough points of contactNot having a specific person assigned for follow-upWeak discovery and qualificationJoin the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

Positioning yourself as a LinkedIn Expert, Industry Expert, or Thought Leader is all around creating a personal brand and adding meaningful value to your business network.Viveka von Rosen, Co-Founder & Chief Visibility Officer of Vengreso, is back for Part 2. She is the ultimate LinkedIn Expert and is sharing the 101 ways to rock LinkedIn. In part two, we discuss:Connect: Connect and network with target buyers with the objective of turning every online conversation into an offline.Feed: Feed or nurture your network with regular content to help them on their journey and create further engagement.Cadence: Develop a daily, weekly, and monthly set of digital selling activities to drive more conversations and/or expand relationships.Cofounder of Vengreso, the largest provider of full-spectrum Modern Digital Sales transformation solutions. Known as the @LinkedInExpert, she’s the author of the best-selling “LinkedIn Marketing: An Hour a Day” AND “LinkedIn: 101 Ways to Rock Your Personal Brand!”. She’s been named

Becoming a LinkedIn Expert is vitally important, now more than ever, to create a strong personal brand so that you stand out from your competition.We get to speak with Viveka von Rosen, Co-Founder & Chief Visibility Officer of Vengreso, the ultimate LinkedIn Expert. Viveka is on the podcast for not one but two episodes sharing 101 ways to rock LinkedIn. In part one, we discuss:Mindset: today’s modern seller must recognize that buyers have become better at buying faster than sellers have become at selling. Adapt or die to the buyers' decision;Brand: establish a personal and professional presence online with a social profile that drives your prospective buyer to engage with you;Engaging: find and engage with your buyers by discovering and sharing valuable information to help solve real business problems.Cofounder of Vengreso, the largest provider of full-spectrum Modern Digital Sales transformation solutions. Known as the @LinkedInExpert, she’s the author of the best-selling "LinkedIn Marketing: An

For sales professionals, empathy in sales is essential because, without a relationship, there's no trust. Don't reserve it exclusively for deals you're trying to close immediately.We have Jerry Acuff, CEO & Founder at DeltaPoint, as our guest this week on the Conquer Local Podcast. Jerry was a reluctant salesperson. When he realized his dream of becoming a college football coach wouldn't come true, he stumbled into sales. He says so himself that he would never hire himself. Every step of the way, Jerry has remained humble to his success. Jerry drops his vast amount of knowledge with us; do what is right by your customer—even if that means they don't do business with you—trust is the most important thing you can have with a customer. Empathy in sales has to be there right along with trust. "People buy things from people they like; people buy from people they like and trust."Jerry’s expertise has led to numerous awards and recognitions, including the title of one of the 50 best s

If you have ever worked in B2B software for any amount of time, you have probably stumbled across the IT Channel and didn't even know it.Andrew Down, Director of Sales for the IT Channel at Vendasta, never thought of himself as a technical person, but 13 years in the IT industry says otherwise. In this episode, we discuss the MSPs (Managed Service Providers), the VARs (Value Added Resellers), and what the difference is between them. The reseller channel is essential in B2B tech, both for end-users, many who buy 100% of their technology through a reseller, and for software companies, some who sell exclusively through the channel. Like almost everything else in technology, the IT Channel is changing. Fast.Andrew Down is a Saskatchewan-based business professional and entrepreneur with strong corporate, non-profit, and public sector sales experience. Other experience includes senior leadership, strategic planning, business development, VAR/MSP/IT Channel, marketing, event management, consulting services, and

How does a marketing agency find success through the pandemic, and how can they help their community? It's about keeping local businesses informed and helping them succeed. If they succeed, you succeed.  We have Mitchell Slater, Founder and CEO, from Slater Strategies joining us from Alaska/Florida. Mitchell got his start at just 17 years old in print advertising and quickly realized he had to make the shift to the digital space. He found early success by attending conferences and learning from others' mistakes who have tried and failed. As many agencies went through the same problem, finding success through the pandemic, he knew he needed to figure out how to adapt and help local businesses. Through the challenges that 2020 brought, Mitchell had his most successful year to date. He did this by educating the local businesses around him, finding his niche, and utilizing his network. A key piece to Mitchell's success was no longer being bound by geography because the entire world went remote.Join th

The probability of selling to existing customers is 60-70 percent, and the probability of selling to a new prospect is only 5-20 percent.Master Sales Series is back again; we are reviewing the benefits of marketing to existing customers. As sales professionals, we put a ton of effort into lead generation, but we miss out on opportunities by ignoring the customers we already have. We will go through these five steps:What are the benefits?Before you sell - re-discoverMarketing to customers in the retention stageMarketing to customers in the advocacy stageOnboarding at every stageStudies show 65% of a company’s business comes from existing customers, but most only spend 21% of their marketing budgets on customers they already have. It's so important to redirect some of our time and effort towards customers who already see the value. They will thrive, and so will you.Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

What does the state of local businesses in Italy look like as we reach the pandemic's first anniversary? Conquer Local travels to Italy to speak with Roberto Giacchi, CEO at Italiaonline. Italiaonline is the largest and top digital group in Italy; they are an email provider, web advertising sales agency, and digital communication agency. They truly act full circle in the digital world, both in what they do and who they talk to. George and Roberto discuss what makes Italiaonline's business model unique and different than the rest of the country, the state of local businesses in Italy due to the pandemic and how businesses adapted to the mandatory lockdown, and the toil of working remote as we reach the first anniversary of when the pandemic started.Born in Turin in 1968, he graduated in Economics from La Sapienza University in Rome. His career began at KPMG in 1994. In 1998 he joined TIM group and followed the M&A activities for the international development of the group in Latin America and Europe

The channel software stack comprises a group of technologies that help companies develop, design, and execute plans to find, recruit, onboard, develop, enable, incent, co-sell with, manage, measure, and report on partners.Influencer of the year - Jay McBain, Principal Analyst - Channels, Partnerships & Ecosystems at Forrester, joins the Conquer Local Podcast this week. Jay brings the fire by bringing the knowledge around everything around Channel Software, Channel Partners, and Channel Tech Stack. He can speak to almost everything; we dig into Google eliminating cookies, why 76% of CEOs believe their business model will be different in 5 years, and how Apple updated their phones to be completely anonymous. He shares four things that every company in every vertical is becoming a tech company: Automation, Cloud Acceleration, Remote Technology, and Partner Experience.Jay McBain is one of the most visible and respected thought leaders in the global channel. Named 2021 Channel Influencer of the Year by Channel