Conquer Local Podcast

The Master Sales Series is back! George Leith gives the dos and don'ts of conferences. The man has attended over 500 conferences in his 30+ years of sales. George divulges over 10 different methods on how to improve yourself and your team when attending conferences.  Everything from making yourself memorable, creating goals for conferences, and how to gamify your team. This episode is one you will want to save and share with your sales teams before your next conference. George is responsible for business development with Vendasta’s large channel partners, as well as managing our in-house sales team. As the host of the Conquer Local Podcast, George’s personal mandate is to make local sales better. A digital interpreter, George has preached the gospel of online reputation management directly to the local businesses of hundreds of cities across North America. He translates his knowledge of the digital landscape into accessible information for those still stuck in the rut of traditional media. With nearly three decades of experience in marketing, sales and promotion, George is a highly compelling speaker, always in demand across North America — vital content and emphatic delivery are combined for an enlightening presentation. George’s expertise in sales, training, networking, management and marketing comes from the numerous executive and ownership positions he has held across multiple media and service-related businesses. His track record of success is continued here at Vendasta. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

There are four sales formulas, one for hiring, training, managing, and demand generation for a scalable and repeatable revenue growth model. Mark Roberge, Advisor to HubSpot and former Chief Revenue Officer of HubSpot’s Sales Division, is our guest this week on the Conquer Local Podcast. Roberge and George Leith dive deep into his book, Sales Acceleration Formulas. They are four sales formulas, the sales hiring formula, the sales training formula, the sales management formula, and the demand generation formula. One important golden nugget from this week is for salespeople and sales leaders to get away from doing everything the same old way just because that's how their organization has been doing it. We need to apply data and be able to come up with ways to make it better. The most overused word is scalable, but that's what we're all aiming for. It’s to find repeatable models that are scalable to help meet the ever-growing goals in sales organizations. Mark Roberge is the bestselling author of the award-winning book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million”. Mark is one of the instructors for HubSpot Academy's Inbound Sales Certification and also a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School, where he teaches Entrepreneurial Sales and Marketing in the second-year MBA program. Prior to his role as CRO, Mark served as SVP of Worldwide Sales and Services at HubSpot, increasing revenue over 6,000% and expanding the team from 1 to 450 employees. As a result, HubSpot placed #33 on the INC 500 Fastest Growing Companies list in 2011. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Conquerors you asked for it, we delivered. We are digging deep into the opportunity of political advertising.  Steve Passwaiter, VP/GM for Kantar/CMAG, is on the podcast to discuss the ins and outs of political advertising. Steve and George look at the chance salespeople have to be a part of the action that doesn't come around too often. They are estimating $6 billion will be spent next year between broadcast television, cable network, digital, and radio. A nice cash injection that a lot of media companies and salespeople who live on commission are really looking forward to. There are elections everywhere in the world, when we think politics we often think presidential elections, but there is way more than that in the local markets.  When we dig into the markets, there's Senate elections, election for sheriff, elections for governors, and elections for Congress and the Senate. Steve is responsible for general oversight of Kantar’s DC based political ad intelligence unit and leads business development efforts.  Prior to joining CMAG as Senior Director of Business Development, Passwaiter was the founder and CEO of SLP Media Strategies, which provided outsourced business development services. He is also a former Board Adviser for Sportsdigita, an interactive sports agency that specializes in digital sponsorship, ticketing and fan engagement products for professional sports teams, and served as Vice President of Business Development for BIA/Kelsey. Steve is a graduate of John Carroll University where he majored in Communications and History.

Generation Z will shape the new SMB landscape, what does that mean for salespeople? The Conquer Local Podcast travels to the Czech Republic to speak with Kimberli J. Lewis, President and General Manager of the Search and Information Association Europe. Kimberli explains how Generation Z is slowly but significantly changing the SMB landscape. By 2030 it is projected that 42% of SMBs will have Generation Z owners. While every generation has contributed to its share of disruption in the way we do business, Generation Z will significantly change the way local businesses are operated. Kimberli and George discuss how this evolution will affect our business growth strategies, our products, and the way we connect with the Generation Z SMB owner. Kimberli has over 20 years’ CEO experience in media, search, and online companies. She has managed or served on the boards of companies in Germany, Czech Republic, Slovak Republic, Poland, Gibraltar, Israel, United Kingdom, and United States. Kimberli is recognized as an expert in the industry of search, information, and digital advertising and has won over 29 International awards in marketing and product development. Kimberli is also a certified Executive Coach, Systemic Team Coach and Organizational Leadership Trainer with graduate degrees from Henley Business School and London Academy of Executive Coaching. She specializes in helping organizations implement diversity, generational management and leadership programs for succession plans.Kimberli is the host of the radio broadcast Leadership Beyond Borders which airs on VoiceAmerica Internet Radio every Tuesday 3 pm, PT and is ranked with 5 stars on iTunes podcasts. The show focuses on digital transition and organization leadership. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

There are four Mental Leashes that are holding you back from being a top performing salesperson. Sales is a mental game and mindset is everything. Jason Forrest, CEO and Founder of the Forrest Performance Group, is back for the last two mental leashes—Rules and Self Image. Jason defines rules as anything that you need to see, feel, or hear in order to give yourself permission to engage. We are never going to have one prospect that meets all of our wishes. We need to be flexible, and like Jason said, we need to let those rules go because they are blocking our performance. The last mental leash is Self Image. Seems like a no brainer but sometimes as salespeople, we forget how important it is. Jason walks us through an easy to do exercise that anyone can do to gain perspective on their own self image.  A special gift for all the conquers out there from Jason, a copy of his new book—The Mindset of a Sales Warrior—visit book-salesmindset.com.  Jason is a winner of four international Stevie Awards for his Warrior Selling and Leadership Coaching training programs. He is an award-winning author and has written five books. Jason 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 completely change the way you look at sales. And that means an extreme focus on pulling the future of sales into the present. Jason’s 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. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Sales is a mental game and mindset is everything. There are four mental leashes holding us back, it's the challenge of unlearning vs learning. Jason Forrest, CEO at Forrest Performance Group, is our guest this week and he is a machine. He gives us a perspective and breaks down the gritty details on how sales is a mental game. Jason discovered a powerful realization that the best training isn't just telling people what to do, or how to do it, or even why to do it. It's unleashing their mindset. It's removing those mental chokeholds to help them see the true, fully realized picture of their abilities. The four mental leashes are limiting beliefs every person experiences it's that voice inside your head whispering you can't do something. We dig deep into the first two mental leashes: Stories and Reluctance.  Jason is a winner of four international Stevie Awards for his Warrior Selling and Leadership Coaching training programs. He is an award winning author and has written five books. Jason 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 completely change the way you look at sales. And that means an extreme focus on pulling the future of sales into the present. Jason’s 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. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Monthly recurring revenue is the holy grail of every business.  Sam Jacobs, the Founder of Revenue Collective, joins George this week to compare notes on monthly recurring revenue and the effectiveness. Sam explains how not only does a product need to have market fit but that the product has to be ready and deliver value beyond a testing environment. He goes on to decode the notion that sales comes first, when in actuality it should start with product, then customer success, moving to marketing and demand generation, and then finally onto sales. Artificial intelligence is coming, what does that mean for our beloved SDR? George and Sam explore the importance of the human connection when it comes to sales.  Sam founded the Revenue Collective in 2016 and in a few short years and it has sky rocketed to over 600 members. The Revenue Collective is an exclusive membership for growth operators dedicated to providing support, assistance, education, and career growth to their members. He helps commercial operators change the trajectory of their careers. They are a global organization with official chapters in New York, London, Denver, Toronto, Boston, Indianapolis, and Amsterdam and more chapters coming online in the next few months and years. For the past 15 years, Sam has helped companies scale from just north of $0 in revenue to just shy of $300M. During that time, he's developed deep operational expertise with particular emphasis on go-to-market strategy and execution mainly with SaaS and recurring revenue businesses. Sam has been a commercial operator at GLG, Livestream/Vimeo, The Muse, and Behavox. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Digging deep on inside sales, life as a Business Development Representative.  We continue our new segment, Inside Sales! We are excited to have the opportunity to speak with a couple BDRs to gain their perspective. Todd Roberts, Director of Sales, and Myron Kindrachuk, Senior Business Development, join us on the podcast to share what it's like to be on the sales floor day-to-day. We talk through the proper way in motivating a sales team and as a leader, which sometimes means going above and beyond the standard. Negativity spreads like a virus in sales culture, Todd explains how to deal with it and why it's necessary to cut it out.  Myron Kindrachuk, has been working in B2B sales for 10 years. He is experienced in Business Development with a demonstrated history of success in the Software As A Service industry. Skilled in negotiating sales, cold calling, sales operations and sales management. Myron has been with Vendasta for more than 4 years, he specializes in developing long-term relationships with clients by providing the solutions to maximize ROI. Myron has and always will be consultative selling by helping clients make the right decisions for their organizations and developing a long term partnership.  Todd Roberts is the Director of Sales at Vendasta and leads a solution-focused and professional team on the Vendasta sales floor. He motivates by example and proves to partners that recurring revenue in local sales and marketing is not only possible, but essential. Before he began wowing potential partners into signing up for the Vendasta platform, some of his many skills included master bartending - just like Tom Cruise, except taller and better looking. Smiling with bugs in his teeth, and travel the world on his Harley every chance he gets. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Building a winning sales playbook is no easy endeavour, but we have you covered. This week's guest is an expert at building them. Matt Sunshine is a Managing Partner at the Center for Sales Strategy, a sales performance consulting company that helps sales organizations attract, retain, and develop the highest performing sales people. Matt's extensive background in the broadcaster space brings a fresh feel to the Conquer Local Podcast. Matt walks us through how to build a winning sales playbook with a three step process, he shares his tried and tested three key elements for hiring a sales team, and he shares what is happening in the broadcasting space and explains the why they are getting into the digital marketing stack now.  Matt’s areas of expertise include growing sales organizations, finding and developing sales superstars, sales process, lead generation, inbound marketing, and digital marketing, and he is a featured writer for one of the top sales blogs in America and a regular contributor to leading business blogs and magazines such as Inc., Sales and Marketing Management, Sales Hacker, and Entrepreneur. In 2012, Matt developed and launched LeadG2, an Inbound Marketing company that helps businesses establish thought leadership and lower lead costs. LeadG2 has earned the premier Hubspot recognition as a platinum Certified Partner and is the largest inbound marketing company serving the media industry in the world today. He is also the author of “Getting Prospects to Raise Their Hand” and Forbes magazine lists Matt as one of the 20 Speakers You Shouldn't Miss The Opportunity To See. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Winners do things losers don't want to do, the life as a Sales Development Representative. We have a new segment starting on the Conquer Local Podcast—Inside Sales. Glen Bowie, Manager of Agency Growth, and Michael Patola, Agency Growth Specialist at Vendasta, join us to divulge what it's like to work in today's sales landscape. We often discuss sales strategies from an executive level and we sometimes miss out on the nitty gritty details from the people who are on the floor crushing it day in and day out. We discuss the importance of culture, motivating your team within, organizing your thoughts, and why strategically planning your day will set-up you up for success. Glen Bowie leads an insightful sales team with an emphasis on identifying problems and providing solutions to prospects.  He develops sales strategies to expand Vendasta's customer base and trains and motivates his team to achieve sales targets and revenue goals. Michael Patola is an accomplished sales and marketing consultant who has helped build and refine sales development techniques. He works with organizations to understand their goals and help them retain and grow digital revenue. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij