Conquer Local Podcast

This week an A-List transformational leader joins us, James Ciuffetelli. Our host George Leith and James discuss the importance of adopting new technology and investing in your tech stack backed by real-world examples of great success and undisputed numbers, how the baby boomer generation is approaching an exit in 2021 with their long-established businesses, and how prepping your business for exit is strikingly similar to prepping your house for sale.Establishing show notes for this week's guest was a pick-and-choose from a long list of incredibly large numbers and tremendous accomplishments. James Ciuffetelli is a transformational leader with 30+ years of experience. He is the Co-Founder and CEO of Whiteark, a consulting firm based in Melbourne, Australia. James was a digital transformation lead for a $1Billion Telco/Marketing Services business, a member of the carve-out of an $800Million turnover business from an ASX Top 50 to Private Equity, and has led teams of 1000+. James also generated >$1.8Billion of cumulative free cash flow for a global shareholder post-acquisition of an SMB Marketing Services business which resulted in value creation of >$1.2b to investors, has 2 Bachelor's Degrees (Industrial Design & International Business) and a Master's in Marketing. The list goes on.James Ciuffetelli's education and accomplishments are quickly prevalent as you tune in to another fantastic conversation on the Conquer Local Podcast.Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

We are taking a break this week from our regular schedule to pay tribute to one of our own. We said goodbye to our good friend and fellow Vendastian last week, Paul Plant. We want to share his episode from season 3 and revisit his passion for people, and the ever-changing digital environment.Paul was described as an absolute pleasure to have around. He immensely cared about the people and projects he was involved with, which is showcased in the words of many Vendastians as they described Paul as “a great laugh”, “incredibly unique”, “an absolute pleasure”, and “Vendasta’s most interesting man in the world”. We thank Paul for not only his significant contributions at an organizational level but his “make others better” mentality. It didn’t matter if you were a complete stranger or if he had known you for years, he would do whatever he could to see you succeed. Paul Plant, thank you for everything you’ve done for Vendasta, and for everything you’ve done for our people.Paul was an experienced Strategic Marketer, Digital Thought Leader, Entrepreneur, and Change Agent. He had worked with some of the world’s largest media and telecom companies. His approach was to apply strategic market and customer insights, aligned to a strong commercial focus, to bring about sustainable and profitable change to companies of all sizes, regardless of industry or sector. He Co-Founded BigFive Digital to champion technology adoption within the local small business sector throughout Africa & The Middle East. They continue to aim to provide meaningful news, networking, and business development partnership opportunities for the diverse range of media and technology companies delivering Search, Social, Mobile, Location, and Payment solutions to SMEs.Above all of these accomplishments, he was our friend and a genuinely wonderful human being. Paul, you are deeply missed.

Outsourced marketing is becoming a common theme as business owners are realizing the necessity that is digital marketing, and how diverse it is. This week's guest takes it a step further and fully divulges into the role of her client's outsourced CMO, internalizing goals and truly operating as if her client's business was her own.We are happy to welcome a Vendasta Partner, Stephanie Krummenacker of MediaBrush Marketing, on the Conquer Local Podcast with George Leith. It quickly becomes apparent in Stephanie's discussion that MediaBrush Marketing’s doubling growth rate year over year, primarily on organic referrals, is no accident. She truly internalizes the notion of joining her client’s team, acting as an outsourced CMO. In this episode, expect a robust conversation about taking that step and starting your own agency, battling the “salesperson mentality”, what it means to become an in-house marketer for clients and its benefits, and recognizing when we need to “break up” with a client. If you are attempting to scale your business, increase your brand equity, or looking for a nudge to fully commit to your side-hustle, this is your episode.Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

This week our host, George Leith, goes over 39 ideas for you to pick and choose from the next time you’re struggling with what to post on social media. Now, this list isn't to be implemented all in one day. However, it's important to understand that this is social media, and content can come from absolutely anywhere. Don't get stuck thinking you must post your offering and only your offering. Social media is a place to connect with your audience. Be authentic, be honest, and most importantly- be confident. Show the world who you are and what you're up to and watch opportunity unravel.The 39 ideas for when you don't know what to post on social media:Remind people of who you are, write a post about how you startedBehind the scenesPersonal story or struggleShare a quote from someone who inspires youShare your morning routineShare what inspired you to create your product, service, or brandAsk a questionPost a poll on a subjectShare a review of your favorite bookAsk for recommendations (apps, tv shows, local restaurants) anything related to your industryHost a giveawayPost a how-to tutorialBuild infographicsWeekly recurring post (tip Tuesday, fantastic Friday)Share learnings from loss or failureCelebrate a winPost a testimonialShare the secret sauce of your offeringThrowback ThursdayMotivational MondayThank your followersPost something seasonal or highlight a holidayTalk about top pain points and how your solution solves itShare a client success storyShare a tweetLet a team member or fellow influencer take over your social for a weekShow someone else using your product or serviceDo a shoutout or mention other brandsShoutout or mention of your clientsHost an interview with a guestGive people a compelling reason to join your email listGive your audience a giftPost about events you are hosting or attendingPost upcoming speaking events or presentationsShare contact information for each channel you are onAsk your audience how they found youShare your other social profilesAnswer FAQPost new blogs, case studies, and other written content from your websiteTag @ConquerLocal if you end up using any of these ideas, we would love to join in on your conversation and see what you created!Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.

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.