Conquer Local Podcast

Sales integrity means aligning needs, not enforcing yours. “The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses.” - Ian Altman, Same Side SellingIn this week's podcast, George Leith hosts Amazon #1 best-selling author of Same Side Selling, Ian Altman. Ian highly values sales integrity and the effective communication needed in order to ensure both parties winning, or in some cases understanding that the buyer and seller aren't a good fit. We explore how to communicate effectively with buyers, how to show your buyer what they want to see when they want to see it, the integral part layout of a contract plays in decision making, the relationship of price and value for price-focused buyers, and integrity-based negotiations.Ian started, sold, and grew his prior companies from zero to over $1 Billion in value. He has since spent more than a decade helping others to achieve explosive growth based on his research on how clients make and approve decisions. He’s helped companies to thrive when their competitors struggle to merely survive. He’s co-author of the bestseller, Same Side Selling, now in its second edition (IdeaPress Publishing). You can read hundreds of his articles on Forbes and Inc. He is recognized as one of the 30 Global Gurus on Sales, and his Same Side Selling Academy is rated one of the top 5 Sales Development Programs globally.Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

Outcome based selling requires understanding where satisfaction comes from, and what if we always knew exactly what to say in this process? Don't get us wrong, there's a bit more to it than that. But when incredible feats were being accomplished, this week's guest recalls, “I would never say wow, I’d simply ask how. And then dig in and say yea- but really, how?”. This is how Phil M. Jones molded a robust, outcome based, and quite frankly very impressive career. George Leith speaks with Phil M. Jones, Philmjones International on this week’s podcast. Phil takes great pride in adding value. He discusses at what point we should celebrate a sale, outcome based selling, preparation, and understanding an audience's capacity to understand your message. Phil went from single-handedly washing cars at weekends to hiring a fleet of friends working on his behalf, resulting in him earning more than his teachers by the time he was 15. Soon after, at just 18, Phil was offered the role of Sales Manager at fashion retailer Debenhams - making him the youngest Sales Manager in the company’s history. His early career went from strength to strength, as he worked with a host of Premier League football clubs to help them agree sponsorships and licensing agreements, to then being a key part of growing a £240m property business. Since then, Phil has made it his life’s work to completely demystify the sales process and bring both simplicity and integrity to a world that is often full of big egos and even bigger lies. With this as Phil’s core mission, he has written 8 best-selling books, produced two original programmes for Audible and delivered over 2,500 presentations in 57 countries across five continents. To date, more than two million people (both sales and non-sales professionals, leaders and experts) have benefitted from his teachings and now have more influence, confidence and control when steering their conversations. Phil’s unique philosophy of using specific word choices to teach people “Exactly What To Say” in order to influence, persuade and drive outcomes, has made Phil one of the most practical and in-demand business experts on the planet.Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

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 previous role, Morgan was the Sales Development Manager at Terminus where he managed a team of 13 SDRs to help B2B marketers do account-based marketing at scale. Morgan joined Terminus in early 2016 and helped scale the company to become the fastest-growing startup in Atlanta.Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

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. ask the right questions 8. considered the authorityJoin the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

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 epic rise to success show that anyone, with the right motivation and the right strategies, can achieve anything they set their mind to.Today, Forbes calls him “the real deal,” Global Gurus lists him as a Top 30 Sales Professional, Top Sales World Magazine named him a Top 50 Speaker, and BigSpeak lists him as an international Top 10 Sales Trainer. He’s also the bestselling author of The Introvert’s Edge, which hit the Amazon charts as the 8th Most-Sold Book of the Week, appears on HubSpot’s list of the “Most Highly-Rated Sales Books of All Time,” and was selected by BookAuthority as the #2 “Best Introvert Book of All Time.” His soon-to-be-released second book, The Introvert’s Edge to Networking, has already received endorsements from Harvard, Princeton, Neil Patel, Michael Gerber, Dr. Ivan Misner, and Marshall Goldsmith.Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

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 adversities he faced, and his epic rise to success show that anyone, with the right motivation and the right strategies, can achieve anything they set their mind to.Today, Forbes calls him “the real deal,” Global Gurus lists him as a Top 30 Sales Professional, Top Sales World Magazine named him a Top 50 Speaker, and BigSpeak lists him as an international Top 10 Sales Trainer. He’s also the bestselling author of The Introvert’s Edge, which hit the Amazon charts as the 8th Most-Sold Book of the Week, appears on HubSpot’s list of the “Most Highly-Rated Sales Books of All Time,” and was selected by BookAuthority as the #2 “Best Introvert Book of All Time.” His soon-to-be-released second book, The Introvert’s Edge to Networking, has already received endorsements from Harvard, Princeton, Neil Patel, Michael Gerber, Dr. Ivan Misner, and Marshall Goldsmith.Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

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 ideation. In addition to managing the digital services offered by Polaris Marketing & Consulting, Jenni also consults with companies across the United States. She donates her time to multiple charities as well. She is a Dale Carnegie Black Belt, studied undergrad at The Claremont Colleges in Claremont, CA, and is originally from Portland, Oregon.Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

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 Conferences held yearly around the world and virtually. He recently published his first book, The Sales Development Framework, now available on Amazon.com.Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.Resources: 5 Mistakes Leaders Make with their Sales Development Program E-book

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 training course and supportive community designed to uplift the sales community. Larry is extremely passionate about coaching and helping professionals take their game to the 'next level.' As an experienced sales leader with a demonstrated history of success in SaaS sales, Larry brings a unique perspective to the table and understands many of the challenges faced by sales professionals.Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

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.