Conquer Local with George Leith

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 presentation like a robot. The purpose of a talk track is to identify problems and then work on writing a talk track on how your product or services solves those problems. By finding a sense of urgency or finding things that are critical for various reasons, you can start thinking about that when writing talk track. George is a thoroughly experienced, educational, and inspirational sales and marketing keynote speaker who can enlighten your company or professional association on best practices for transforming sales and utilizing social media’s innovative concepts to align your digital media marketing with current trends and prepare it for the unpredictable times ahead. As a sales transformation keynote speaker, author and guest university lecturer, he has a unique ability to demystify concepts and inspire businesses and professionals to understand and truly embrace the potential that digital transformation has for many business objectives including sales, business development, and marketing for B2B, non-profit organizations, as well as government institutions. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

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, and Product Sales Support. Matt and George dig deep into each key to retention, and provide examples and best practices. Matt has over 20 years of experience in the marketing and advertising field and over 15 years of experience in high-level business development and partner relations. Over his career, Matt has worked for large advertising publications and national agencies, where he achieved great success in advertising sales, business development, and sales management. Prior to joining Boostability in 2011, Matt ran an advertising agency for eight years, where he became very familiar with both traditional marketing methods and digital marketing techniques. He has an intimate understanding of the small business marketplace and an expertise in forging high-performing partner relationships. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

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 money is baked directly into the relationship with the customer. How to price a subscription model is focused on two major pillars of growth, how it's priced and the cost per customer as well as retaining those customers. Patrick Campbell is the Co-Founder and CEO of ProfitWell, the industry standard software for helping companies like Atlassian, Autodesk, Meetup, and Lyft with their monetization (through Price Intelligently) and retention strategies. ProfitWell also provides a turnkey solution that powers the subscription financial metrics for over eight thousand subscription companies (it’s free and plugs right into your billing system). Prior to ProfitWell Patrick led Strategic Initiatives for Boston based Gemvara and was an Economist at Google and the US Intelligence community. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

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 expanding their sales team and hiring remote employees. Butch explains why he hires his salespeople in groups and how he has been successful doing so.  Vend is the cloud based retail point of sale and inventory management system running in more than 25,000 stores around the world. Butch leads strategy and operations for Vends largest region, including managing North American headquarters in Toronto. He’s also the Chairman and Founding Member of the Toronto Revenue Collective, an organization designed to support the professional development of revenue leaders at high growth companies and facilitate the sharing of best practices. An accountant by trade, before Vend, Butch was the CFO for the internet division at Rogers Communication, a publicly traded Canadian telecom company with more than 25,000 employees. Prior to Rogers, his decades of experience in high growth startups includes senior roles at companies like comparative shopping site BuyBuddy.com, e-commerce platform Truition, interactive travel mapping platform PlanetEye and real estate listing platform Zoocasa. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

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 and knows what to do and what not to do when it comes to building a successful digital agency. Chris is a venture capitalist and entrepreneur with over twenty-five years of sales, marketing, and digital advertising experience. He has worked with companies from their early stages of development, as well as late-stage ventures.  Chris was the founder of 411web.com, co-founded Digicities, and was responsible for the sale of the company to AmericomUSA. Chris is an innovator and uses his experience to take a realistic approach to how businesses unfold in the marketplace. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

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-family segment, and navigating business acquisition scenarios. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

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

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 fix but rather an ongoing notion that always needs to be evaluated. How does an organization handle people that have been there for 25 years, or employees who are in their 20s, 30s, 40s, or 50s? Each cohort of employees have different things they care about, different things that drive them, and different things that are important to them. George and Matt explore the level of aptitude a leader should have by speaking to the people they work with on a day-to-day basis. Matt joined Comporium, the nation’s 13th largest incumbent telephone company and 27th largest cable company, in 1994 and has served in a variety of capacities within the enterprise, culminating in his current position. Reporting to the Chief Executive Officer, he is responsible for designing and implanting relevant business strategies, plans, and procedures to achieve short- and long-term strategic goals. He oversees business development, sales, installation and repair, and customer care. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

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 and how that is impacting things like how it integrates into online reputation. The standard "Can I find you?" is now very closely matched with, "Can I trust you?" Jonathan Best is responsible for all revenue generating functions of the location marketing leader. Prior to Uberall, he was Senior Vice President and General Manager for Europe and Africa at Kony Inc. Earlier in his career, Jonathan served in various sales leadership roles at SAP, Oracle and a range of start ups. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

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 into the real transformation challenge in the digital marketing space, training the street-level sales force. They explain how investing in your salespeople is a must with the ever evolving Facebook and Google landscape. Morgan shares how salespeople need to demonstrate that one piece of content can be turned into a digital ad, magazine article, social posts, blogs, and the list goes on.  Morgan is responsible for the delivery of best in class Digital Marketing solutions for local businesses in Newsquest markets. He leads the development of the Newsquest Sales Academy and is responsible for driving revenues via Newsquest Medias part in the UK media -first publisher partnership, 1XL. Morgan joined Newsquest from Trinity Mirror where he was Digital Innovation Director, and he has previously held positions as Commercial Development Director, Local World and Head of Display at Johnston Press. He started his career in advertising sales and has a degree in Engineering from the University of Leeds. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

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 permission to succeed? All of your burning questions will be answered in this week's episode of the Conquer Local podcast. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

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 our clients, and having credibility. Lance explains what it means to be a gritty salesperson, in a good way.  Lance Tyson began his career more than twenty years ago with Dale Carnegie Training, where he built the most successful sales operation in North America. In 2010, Lance formed PRSPX, where he transitioned from trainer, to partner, to key business advisor for such clients as the Cleveland Cavaliers, Columbus Blue Jackets, and McGohan Brabender, among others. In 2017, Lance founded his current venture, Tyson Group, with a keen focus on coaching, training, and consulting with sales leaders and their teams to better compete in the midst of complex business environments.  Tyson Group received an honorable mention on Selling Power’s 2018 list of Top 20 Sales Training Companies, and currently works with a long list of premiere professional sports organizations including TopGolf, the Dallas Cowboys, Miami Dolphins, and the San Francisco 49’ers, among others. Lance is the author of Selling is an Away Game: Close Business and Complete in a Complex World. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

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 executives is the first step towards influencing their buying decisions. George goes into detail about how to build yourself as a trusted expert by asking for warm intros and having case studies to show value. He shares how to present yourself as a brand and how to create an even stronger one. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

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 broadcasters need to embrace other platforms to solve clients problems. Jacobs Media has been around for thirty-five years and has provided programming, digital, sales, and social media consulting to commercial and public radio stations, including Entercom, Cox, Beasley, Hubbard, Bell Media, NPR, PRI, and many others. The company is credited with the creation of the Classic Rock radio format for commercial radio, and its research studies, including its Tech survey studies for the radio industry. Jacobs has become a leading spokesperson for the radio industry regarding the changing in-car audio experience. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

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 "Maybe" are not always the most pleasant to deal with. George's Top Tips include the secret sauce for effective salespeople, how to work through a sale when a prospect stalls, and how to reframe the conversation when a prospect flat out says "No." He explains the four different types of objections AND the five strategies to handle those objections. George is thoroughly experienced, educational and inspirational sales and marketing keynote speaker who can enlighten your company or professional association on best practices for transforming sales and utilizing social media’s innovative concepts to align your digital media marketing with current trends and prepare it for the unpredictable times ahead. As a sales transformation keynote speaker, author and guest university lecturer, he has a unique ability to demystify concepts and inspire businesses and professionals to understand and truly embrace the potential that digital transformation has for many business objectives including sales, business development, and marketing for B2B, non-profit organizations, as well as government institutions. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij