Conquer Local Podcast

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 dramatically, and buyers now expect high-quality digital services when making a B2B purchase.Ayan Adam is an experienced leader in the B2B IT Technology industry. She designed industry-recognized brands and delivered high impact marketing and branding campaigns for IT industry leaders. She has a deep understanding of the B2B technology space both from the OEM’s standpoint and at the VAR and MSP level. She is passionate about fulfilling the promise of digital marketing for B2B technology companies and meeting the next wave of digital transformation with customer-centric and experience-focused marketing. Join the conversation in the Conquer Local Community, and keep learning in the Conquer Local Academy.

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 Enablement, and Digital. He acquired his broad range of experience and knowledge working in a variety of industries over the past 20 years, including insurance, finance and banking, consultancy, media, and tech. Ian has a passion for people development and has led the development and implementation of a number of significant sales talent development programs for frontline sellers and sales leadership. To prove that he practices the personal development mantra that he preaches, Ian is constantly looking for opportunities to develop himself. In recent years, he completed an Executive MBA at The University of Cranfield and became a member of the Chartered Management Institute in the UK.Join the conversation in the Conquer Local Community, and keep learning in the Conquer Local Academy.

The membership economy is focused on teaching people how to create their own. At the same time, it includes some deeper marketing and human behavior principles that are useful to know in other contexts.We have Robbie Baxter, Founder of Penisula Strategies, author of The Forever Transaction and The Membership Economy, with us on this edition of the Conquer Local Podcast. Robbie coined the term membership economy to describe a massive transformation in every organization, from nonprofits and associations to the most profitable of companies. Which of the following companies do you think uses the subscription revenue model: Netflix, NBA, eBay, Oracle, Electronic Arts, or Microsoft? Trick question, they ALL are. We learn how an SMB can establish a subscription revenue model, the best way to target your audience, and why recurring revenue is the holy grail.Robbie Kellman Baxter is a consultant, author, and speaker. She is also the author of The Membership Economy and The Forever Transaction and hosts the podcast Subscription Stories. Robbie has more than 20 years of experience providing strategic business advice to major organizations, including Netflix, Fitbit, Microsoft, and Consumer Reports. She has been focused on subscription and growth strategies for the past decade. Baxter has been featured in the Wall Street Journal and on CNN. She earned her MBA from the Stanford GSB and graduated with honors from Harvard College.Join the conversation in the Conquer Local Community, and keep learning in the Conquer Local Academy.

Whether you are a new start-up or an established business, brand visibility is always key. If people don’t know about the new things you are doing, how can you make a sale?We have Chris Dickey, CEO and Founder of Visably AND Owner and Founder of Purple Orange, on the podcast this week. Chris shares that 89 percent of B2B marketers labeled brand visibility and awareness as the most important goal over sales and lead generation. In this day and age, with so many communication platforms, advanced technologies, and modern ways of thinking, what are the most effective methods of getting your brand out there? In this episode, Chris unwraps the ROI for PR, the important pieces to measure brand success, and relates it all to the customer journey.Chris Dickey has a resume that spans publishing, in-house marketing direction, public relations, and software development. Chris is the Owner + Founder of Purple Orange Brand Communications, a PR agency specializing in outdoor and active lifestyle brands. Chris started exploring the intersection of search engine marketing and public relations using his agency clients as the guinea pig. Chris started by having his agency audit search results for PR opportunities, eventually scaling that strategy to win over large swaths of highly valuable organic search results for his clients, using PR tactics.In 2019 Chris took this strategy a step further by founding Visably – a new marketing / PR SaaS platform that audits search results for brand mentions and provides an analysis of a website’s “channel” for further segmentation and list building (so PR practitioners can extract clean media-only lists out of the keyword data).Join the conversation in the Conquer Local Community, and keep learning in the Conquer Local Academy.

Episode 356 brings you the importance of emotional intelligence in sales. Low emotional intelligence prevents salespeople from achieving their success potential, impacting many areas of their sales performance.We bring back an alumni to the Conquer Local Podcast, Mr. Jason Forrest. Jason, CEO of the Forrest Performance Group, is back to talk about his new book: How to Sell Through the Coronavirus, and emotional intelligence in sales. Jason walks through the four attributes of a great salesperson, the GUMP methodology: Goal-oriented, unleashed, motivated, and procedural based.  Having a high level of emotional intelligence in sales allows a salesperson to sense, understand, and effectively apply the power of their own emotions during interactions with buyers to improve sales rather than derail them.Jason Forrest lives on the leading edge of the sales industry. As a behavioral change expert and maverick entrepreneur. Jason believes the only way to break your sales plateau is to change the way you look at sales completely, that means an extreme focus on pulling the future of sales into the present. His mission is to give every sales professional, manager, and executive the tactical, real-world knowledge so they can remove any limiting beliefs keeping them from breaking their plateaus. In the course of that decades-long mission, Jason's trained billion-dollar companies and everyone from high-powered CEOs to frontline salespeople to increase their effectiveness by driving more profit. Jason established his speaking and training career as a top 1% sales professional. Still, as he is trained others, he realized something the rest of the training industry had yes to understand: the sales techniques widely taught at conferences and seminars were installing mental limitations in others.Listen to Jason's previous episode on the podcast.Join the conversation in the Conquer Local Community, and keep learning in the Conquer Local Academy.

The Customer Deciding Journey, part two: Expand. Acquisition vs. Expansion are complete opposite messaging, and we must treat them as it.Tim Riesterer, author of The Sales Expansion, and Chief Strategy Officer of Corporate Visions is back! We dive into part two of our two-part series, the Expanding portion of the Customer Deciding Journey. The expanding portion's methodology is: "Keep them happy from the beginning to end." Tim walks us through his new book and why acquisition is not the only lifeblood of organizations. We learn if you give an existing customer the same messaging you would give to prospective customers; you can have them questioning if they should stay. Reinforce and remind them of the impact you have made by showcasing the value and demonstrating their ROI.Tim Riesterer is responsible for leading the strategic direction of Corporate Visions in thought leadership, positioning, and product development. He also leads the company’s consulting team globally, including staff and certified contractors. Tim has more than 20 years of experience in Marketing and Sales. Before joining Corporate Visions, Tim co-founded Customer Message Management, LLC (CMM Group), where he was CEO until Corporate Visions acquired it in 2008. Before CMM Group, Tim was CMO and VP of Strategic Services for Ventaso. Additionally, Tim was President and CEO of Brady Marketing Group and has worked in marketing, communication, and sales support for world-class technology manufacturers such as Rockwell Automation and GE Medical Systems.Tim is co-author of Customer Message Management: Increasing Marketing’s Impact on Selling (Thomson/AMA), Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate Your Solution, and Close More Deals (McGraw Hill), and The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale (McGraw Hill) and has a degree in Mass Communications and Journalism from the University of Wisconsin-Milwaukee.Join the conversation in the Conquer Local Community, and keep learning in the Conquer Local Academy.Read the full transcription here.

Some call it the customer buying journey, or a sales cycle, but collectively, we are moving to the ideology of the Customer Deciding Journey.This week's guest is Tim Riesterer, author of The Sales Expansion, and Chief Strategy Officer of Corporate Visions. In this two-part series, we will explore the first section of the Customer Deciding Journey: Create, Elevate, and Capture. This methodology revolves around presenting to the customer, "why should I change?" Creating the value gives the reason behind the change and develop that buying vision. Elevating value is explaining the rationale decision-making to that business outcome, so it is a rational choice. To Capture value is explaining to the customer why they should pay for what you're selling. Tim explains the psychology and has the science behind why this methodology works.Tim Riesterer is responsible for leading the strategic direction of Corporate Visions in thought leadership, positioning, and product development. He also leads the company's consulting team globally, including staff and certified contractors. Tim has more than 20 years of experience in Marketing and Sales. Before joining Corporate Visions, Tim co-founded Customer Message Management, LLC (CMM Group), where he was CEO until Corporate Visions acquired it in 2008. Before CMM Group, Tim was CMO and VP of Strategic Services for Ventaso. Additionally, Tim was President and CEO of Brady Marketing Group and has worked in marketing, communication, and sales support for world-class technology manufacturers such as Rockwell Automation and GE Medical Systems.Tim is co-author of Customer Message Management: Increasing Marketing's Impact on Selling (Thomson/AMA), Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate Your Solution, and Close More Deals (McGraw Hill), and The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale (McGraw Hill) and has a degree in Mass Communications and Journalism from the University of Wisconsin-Milwaukee.Join the conversation in the Conquer Local Community, and keep learning in the Conquer Local Academy.

Learn how to create and enhance your personal brand, and how can you encourage your employees to do the same.Nina Blankenship, CEO of Let's Brainstorm, is this weeks guest on the Conquer Local Podcast. Nina comes from a background at LinkedIn where she spent the last five years in Singapore, won two of LinkedIn's prestigious awards, and is a contributing 2020 LinkedIn Learning Author "Video Strategies for High Engagement." In this episode, Nina walks us through a viral video strategy, how to activate your employees to become brand ambassadors, and how to elevate your personal brand. She also brings a special treat for our conquerors: use promo code CONQUERLOCAL and receive Nina's new book, Elevating your Personal Brand, for FREE!.Nina Blankenship is an award-winning marketer and has five years of experience working for LinkedIn in NYC and the Asia Pacific Region. She has helped thousands of corporate customers to gain global recognition through media. Nina has always challenged her clients to be their best, and that helped her gain global recognition for the winner of the Open, Honest and Constructive award at LinkedIn. Nina is back in the USA and has started her own Viral Video and Marketing company called Let's Brainstorm. Let's Brainstorm's mission is to elevate corporations through collaborative brainstorming sessions, our genius-level team curates' custom video you've been missing for brand elevation.Nina is Japanese/American and enjoys spending time with her family and eating delicious food! Now she is ready to share her secrets to help your company go viral!Join the conversation in the Conquer Local Community, and keep learning in the Conquer Local Academy.Promo code: CONQUERLOCAL

How do you know if you have the Entrepreneurial Spirit? Ryan Mason, CEO of BizBuzz Digital & CEO of Luxe Brand, joins us from Atlanta for today's episode to share his path to finding his Entrepreneurial Spirit. Ryan was recently named on the Top 12 Entrepreneurs to watch in 2020; this is an incredible achievement. Ryan believes that people, process, and platform are the key elements to building a robust business, and he's here to share the benefits of that approach with others. We learn from his failures and advises all other entrepreneurs out there. Ryan Mason is the savvy Founder & CEO behind Luxe Brand. Americas leading luxury shoelace provider. It is featured on Good Morning America, NFL Network, Foot Locker stores, over 30 athletes and celebrities, and BizBuzz, providing integrated marketing automation software and services for over 250 small and medium-sized businesses. In each of these roles, Ryan is known as a disruptive force with an eye for setting new standards of excellence, and he never shies away from the opportunity to tackle new and interesting challenges.Join the conversation in the Conquer Local Community, and keep learning in the Conquer Local Academy.

Cybersecurity, what is it, why is it important, and how to train your clients to know the importance of being equipped with the right tools. Alex Ryals, VP of Security Solutions at Tech Data, joins us from sunny Arizona this week to explain why cybersecurity is so critical. Alex and George explore the convergence of Martech and Security Solutions and how it contributes to amplify you being the real, trusted local expert. Whether that be adding cybersecurity solutions to your offerings or the physical hardware that needs to be installed. This episode is jam-packed with tons of golden nuggets, so hold on tight, take notes, and get ready to learn from the best of the best. With more than 20 years in the IT and Channel industry, Alex joined Tech Data via the acquisition of Avnet Technology Solutions in February 2017 and currently serves as VP of the Security Solutions team in Tempe, AZ. Having spent several years helping Avnet build solution practices in areas such as Big Data & Analytics, Mobility, Security, Converged Infrastructure and Internet of Things, in his current security role at Tech Data, Alex’s team builds channel enabled solutions that leverage hardware, software, and services to grow the sales of Tech Data Vendor offerings in our partner community. Alex speaks at numerous partner and industry events each year and is passionate about transforming sales teams into solution sellers and enabling the channel with high growth areas of Technology.Join the conversation in the Conquer Local Community, and keep learning in the Conquer Local Academy.