Conquer Local Podcast

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.

Developing a sales culture comes down to a science, it's important to work with people you can win, and have fun with. We look at what does a successful culture looks like to attract new hires.Vendasta's VP of Revenue, Neal Romanchych, joins us this week to talk about sales culture. We take a look at the science of selling and the structure of it, and he breaks it down to three points: People, Pitch, and List. Digging into the People piece, Neal uses the PAF approach: Performance, Accountability, and Fun. While president at 411, he found great success in his search for new hires and keeping a high performing sales team.Neal comes with 30 years of senior sales and management experience, having been a founding partner in 411.ca back in 2006 and served as their president for the last five years. His experience includes six years at Motorola, 11 years at Sprint Canada, and has been a founding member in 5 start-ups. In total, Neal has over 35 impressive years of experience in the telecom and media sector. Neal holds a Bachelor of Commerce from Trent University and an eMBA from The Ivey School of Business.Join the conversation in the Conquer Local Community, and keep learning in the Conquer Local Academy.

The four stages of competence, also known as the four stages of learning, show that individuals don’t know how little they know, or are capable of when it comes to a specific skill; they don’t know their incompetence.George Leith is back with another edition of the Master Sales Series, we're exploring the four stages of competence. When the learner recognizes their incompetence, they start acquiring a skill and consciously using it. Eventually, the learner will begin to utilize the skill without even having to think about it: they will have reached unconscious competence.The four stages are classified as:Unconscious Incompetence,Conscious Incompetence,Conscious Competence, and;Unconscious Competence.Join the conversation in the Conquer Local Community, and keep learning in the Conquer Local Academy.

If businesses don't Adapt to Digital now, they may not be able to survive the long road ahead. The pandemic is the catalyst for businesses to make the switch to digital.Conquer Local travels to London England so we can speak with Paul Plant, Co-Founder & Director at BigFive Digital. Paul is one of the co-authors of Aftershocks And Opportunities: Scenarios for a Post-Pandemic Future, it explores four core themes; Critical Shifts, Society and Social Policy, Government and Economy, and Business and Technology. In this episode, Paul and George dive into why organizations who were reluctant to adapt to Digital are trying to follow the small businesses blueprint to be agile and quick to act. Paul also makes a few predictions around the airline industry, Darwinism, and why a country within Africa could be the world's first "cashless" country.Paul Plant is an experienced Strategic Marketeer, Digital Thought Leader, Entrepreneur, and Change Agent. He has been privileged to have worked with some of the world's largest media and telecoms companies. His approach is 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. BigFive Digital has been created to champion technology adoption within the local small business sector throughout Africa & The Middle East. They 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.Join the conversation in the Conquer Local Community, and keep the learning going in the Conquer Local Academy.

Reviewing your team’s sales call, or your calls can be cringe-worthy. We learn why and how we need to get over it.This episode of the Master Sales Training Series, we dig deep into reviewing your sales call. We have special guest Brent Blazieko,  Founder of Soundlounge by Tbone, AND Conquer Local’s very own Audio Engineer. George and Brent use their past careers in radio to discuss how and why to listen to your personal sales calls and not just your teams. They discuss best practices, how to give feedback, and what to look for when listening to yourself.Brent is an audio engineer and producer, taking him from radio station imaging to theatre sound design, from production sound recording (on set for films, tv, and documentaries) to in-studio post-production mixing for advertising agencies. Music, sound, and, most importantly, listening have become his focus for work and life. Dedicated to the art of audio engineering, Brent will give your ideas the attention it deserves. Brent proudly produces many podcasts, including “Conquer Local” for George, Colleen, and the Vendasta Team.Join the conversation in the Conquer Local Community, and keep learning in the Conquer Local Academy.

Different segments of digital marketing can work independently, but adding a video marketing strategy can enhance and make them stronger.We speak to Brian Albert, Founder and CEO of Videobolt, in Florida this week. Videobolt has a history of helping businesses grow by producing high-quality videos and pass it along to SMBs who can't necessarily afford it. Brian shares the two questions you should ask yourself before hitting the record button on your camera to create a video for your brand. He explains how to overcome objections, how to use video to your advantage during the pandemic, and why turning on your camera is a must for remote meetings.Videobolt.com is the leading provider of spokesperson videos to businesses of all sizes, as well as an innovator in the personalized video space. Brian also founded thelaw.tv, a pioneer in lawyer video marketing. Prior to entering the business world, Brian was a television news reporter and anchor in New York and Florida (where he interviewed multiple presidents and Fortune 100 CEOs), as well as an attorney. He has more than 25 years of programming experience and is a skilled video editor. Brian is a graduate of Columbia University, where he played on the ice hockey team and the University of Miami School of Law.Join the conversation in the Conquer Local Community, and expand your knowledge in the Conquer Local Academy.

The Lighthouse Strategy is all about how companies can hone in on a particular niche that they aim to serve. Their niche could be anything ranging from restaurants to dentists to real estate agents.Dennis Yu, CEO of Blitz Metrics, is our guest this week on the Conquer Local Podcast. One of the most requested topics for the podcast is how to acquire new leads. When it comes to lead generation, this is the strategy Dennis recommends to all agency owners, regardless if you've got an established business or are just starting on their own. It's called The Lighthouse Strategy.Who is Dennis Yu? Dennis is an internationally recognized lecturer in Facebook Marketing and has spoken in 17 countries, spanning 5 continents, including keynotes at L2E, PibCon, Conversion Conference, Gultaggen, and Marketo Summit. He has been featured in the Wall Street Journal, New York Times, LA Times, National Public Radio, TechCrunch, Fox News, CBS Evening News, and co-authored "Facebook Nation" - a textbook taught in over 700 colleges and universities. When he isn't spreading his expansive breadth of knowledge, he can be found eating chicken wings, playing ultimate frisbee, and spinning wild metaphors with the enthusiasm of a thousand raging fires.Join the conversation in the Conquer Local Community, and keep learning in the Conquer Local Academy.