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 nomi...
Feb 05, 2020•27 min
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 ...
Jan 29, 2020•15 min
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...
Jan 22, 2020•26 min
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 ...
Jan 15, 2020•20 min
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.
Jan 08, 2020•24 min
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 D...
Dec 18, 2019•24 min
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 t...
Dec 11, 2019•23 min
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 mor...
Dec 04, 2019•37 min
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 c...
Nov 27, 2019•21 min
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 experie...
Nov 20, 2019•30 min
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 ...
Nov 13, 2019•35 min
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 gen...
Nov 06, 2019•32 min
Conquerors you asked for it, we delivered. We are digging deep into the opportunity of political advertising. Steve Passwaiter, VP/GM for Kantar/CMAG, is on the podcast to discuss the ins and outs of political advertising. Steve and George look at the chance salespeople have to be a part of the action that doesn't come around too often. They are estimating $6 billion will be spent next year between broadcast television, cable network, digital, and radio. A nice cash injection that a lot of media...
Oct 30, 2019•24 min
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 Generation Z owners. While every generation has contributed to its share of disruption in the way we do b...
Oct 23, 2019•25 min
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 never going to have one prospect that meets all of our wishes. We need to be flexible, and like Jason s...
Oct 16, 2019•17 min
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't just telling people what to do, or how to do it, or even why to do it. It's unleashing their mindset. I...
Oct 09, 2019•27 min
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 comes first, when in actuality it should start with product, then customer success, moving to marketing a...
Oct 02, 2019•39 min
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 through the proper way in motivating a sales team and as a leader, which sometimes means going above and beyon...
Sep 25, 2019•31 min
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 brings a fresh feel to the Conquer Local Podcast. Matt walks us through how to build a winning sales playbook w...
Sep 18, 2019•30 min
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 and we sometimes miss out on the nitty gritty details from the people who are on the floor crushing it day in a...
Sep 11, 2019•30 min
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 listening to our customers, if we're not paying attention to them, if we're not communicating with them, they will...
Sep 04, 2019•27 min
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 the know how to incorporate voice search into listings data. Set it and forget it is a thing of the past,...
Aug 28, 2019•21 min
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 of being a way to keep a salesperson in a box. A talk track isn't an "insert name here" and run through a pre...
Aug 21, 2019•15 min
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 walks us through the four keys to retention; Product Knowledge, Post Sales Engagement, Sales Training,...
Aug 14, 2019•24 min
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 of the subscription model is for the first time in history, there is now a revenue model where how we make ...
Aug 07, 2019•25 min
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's beneficial to all sales leaders. Butch and George explore best practices when a company starts expandi...
Jul 31, 2019•30 min
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 salesperson, and a few tips for the agencies and entrepreneurs of the world. Chris is a serial entrepreneur...
Jul 25, 2019•21 min
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 Conquer Local podcast to share her expertise on social media, real estate, marketing/selling to the multi-fam...
Jul 17, 2019•21 min
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 iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij
Jul 10, 2019•26 min
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 business reorganizes itself after transitioning to digital. Matt explains that it isn't a one-time ...
Jul 03, 2019•30 min
