Conquer Local With George Leith

The sales funnel: everything you need to know about top, middle, and bottom of funnel.Master Sales Series is back with another episode. This time we are exploring the various segments of the customer journey. We examine the top of funnel, middle of funnel, and bottom of funnel. The customer controls the journey as to where they are in the funnel. A staggering 83% of the customer's journey in 2020-2021 is now spent doing independent research, and 17% of the time is spent talking to a salesperson.If we are looking at the lens from a content marketing perspective - The top of funnel is all about learning and exploratory; examples of this would be blogs, podcasts, videos, and infographics. The middle of funnel is the consideration stage where you build trust with the customer; this would include eBooks, case studies, gated content, and email campaigns. The bottom of funnel is all around buying and negotiation; this can look like product FAQs, free trials, demos, and presentations.Join the conversation in the

Out of chaos comes innovation. Ecommerce has grown leaps and bound in the last year due to the pandemic, but it's clear - it's here to stay.Conquer Local is in Amsterdam this week talking with Stephanie Kirk, Director of EU & US Operations at Spotzer. Stephanie doesn't disappoint; she brings invaluable information on ecommerce. She provides talks tracks, breaks down what ecommerce means, and offers advice to the business owner who may be reluctant to jump on board the ecommerce train. It is expected that by 2040, 95% of all purchases will be via ecommerce. The top reason why people make online purchases is that they can shop whenever they want, 24/7.Stephanie did her degree in Theatre & Film, and gained skills in many transferable areas, even though she found being a Magician’s Assistant wasn’t as fulfilling as she imagined. But adaptability is key to a varied life. In 2010 she began a career in Tech, working her way through several key roles with Yell, the UK’s most prominent directory se

In the digital landscape, where businesses are heading in Singapore, digital marketing tools and techniques provide business owners the best chances for competition, survival, and even growth.Get ready; our first guest from Singapore joins us this week - Fabian Lim, Founder of Click Media. He shares his interesting career path and how it led him to where he is today. We get a glimpse into what the digital landscape looks like in Southeast Asia, how their market is evolving into the same as western climates, and how they really dove headfirst in the DIY model to learn digital. Fabian shares how different countries have different levels of technology and understanding. For example, there was never a desktop and laptop phase. In Singapore, they skipped over it and went straight to mobile and tablet - the local businesses run everything off their phone.Fabian Lim is a serial online entrepreneur with over 18 years of management consultancy & digital transformation experience. After a six-year stint with Deloit

Sales is among the most challenging of occupations, even during the best of times. Toss in a global pandemic, and now we have to switch gears to remote selling. Countless hours and resources are spent identifying potential customers, nurturing leads, and closing deals. Much of the working world in a time of pandemic is living through the awkwardness and frustration that can come with remote work in 2021. That is the exact reason we are bringing the next Master Sales Series of 10 Tips for Remote Selling. George Lieth wants to share his knowledge with what has worked with his sales teams and pass them along in hopes the Conquerors can leverage them.Join earlyShare an agendaDress for successBe aware of your surroundingsBecome the master of muteStay seated, stay in frameMinimize distractionsHave empathy Plan for an effective kick-off and wrap upShutdown other programs. Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

Lead Generation to generating business leads the inbound way. Learn how lead generation fits into your inbound marketing strategy and easy ways that you can start generating leads for your company.We welcome the Conquer Local Podcast's first Producer, Brock Andony. Brock started as an intern and now is a Content Marketing Strategist at Vendasta. He brings to life what it means to write a "Big Rock" content piece and the power it holds to continue to bring value and leads for your organization. Brock brings some shocking stats with him - 61% of Marketers say lead generation is their top challenge and 55% spend half their marketing budget on obtaining leads. He shares why organizations need to develop Big Rock pieces of content, create a release strategy, continue to gain leads of a large piece of content, and share what's next for lead generation.Get the guide here.Brock is basically a digital marketing Swiss Army knife. What started as a childhood passion for fine arts has blossomed into an af

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