Conquer Local Podcast

The most important detail of the customer experience is building trust, we must start on day 1. We are kicking off Season 3 with Jim Tracy, President and Founder of EZlocal. Jim manages a sales force that's spread all over the United States, and they continue to grow. He explains what the first thing he teaches his sales force, trust. We have to listen to our customers, if we're not listening to our customers, if we're not paying attention to them, if we're not communicating with them, they will leave. A simple question during the initial welcome call can solve it. Jim sheds light on his unique compensation model for his sales teams and how that leads into their customer service and success. Jim is a graduate of Loyola University Chicago, Jim served as senior vice president of National Translink Corporation and, over a span of 10 years, worked with thousands of entrepreneurs and small business owners looking to grow their businesses and reach more customers. Over the years Jim had witnessed countless small businesses going out of business as a result of heightened competition from big corporations and online retailers. This led to the inspiration in creating America's Best Companies. Jim strives to bring the issues of the small business owner to the forefront, while leading a dedicated and professional staff working to make a difference for the small business community. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Voice search is our future, are you ready? Listings data and voice search are starting to become hand-in-hand. Brooke Henderson, Senior Director of Strategic Partnership Growth at Yext, is our amazing guest this week. Brooke and George take a deep dive into the listing sources ecosystem. It's happening people, the future is voice search. Brooke explains the value of having the capability and the know how to incorporate voice search into listings data.  Set it and forget it is a thing of the past, especially when it comes to listings. Various listing companies are all working with one another to compare their data. Find out was Uber how stays current. Brooke grew up in small business, her experience running sales organizations, selling radio advertising, and co-founding a small digital agency has been the driving force behind her success in developing turnkey reseller strategies in the world of digital marketing since 2012. The demand to have the best marketing strategies for their small business clients are the sole focus of her partners, and her passion is to give them the strategies and resources to execute, drive revenue, and decrease client attrition with digital knowledge management. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Is your presentation different every time? Why? If you have something that's working, why would you change it every time? Our extraordinary host, George Leith, walks us through the importance of having a talk track. They can also be called a value propositions. In this episode we're going to discuss writing talk tracks and building compelling value propositions. Talk tracks get a bad rap of being a way to keep a salesperson in a box.  A talk track isn't an "insert name here" and run through a presentation like a robot. The purpose of a talk track is to identify problems and then work on writing a talk track on how your product or services solves those problems. By finding a sense of urgency or finding things that are critical for various reasons, you can start thinking about that when writing talk track. George is a thoroughly experienced, educational, and inspirational sales and marketing keynote speaker who can enlighten your company or professional association on best practices for transforming sales and utilizing social media’s innovative concepts to align your digital media marketing with current trends and prepare it for the unpredictable times ahead. As a sales transformation keynote speaker, author and guest university lecturer, he has a unique ability to demystify concepts and inspire businesses and professionals to understand and truly embrace the potential that digital transformation has for many business objectives including sales, business development, and marketing for B2B, non-profit organizations, as well as government institutions. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Regardless of what your sales strategy is, you need to have some type of post-sales retention strategy. Tune in to learn the 4 Keys to Retention. Matt Tennison, VP of Business Development and Partners with Boostability, joins George this week to discuss retention. Matt gave such an insightful presentation at Conquer Local that we had to have him on the podcast to share it with our listeners. He walks us through the four keys to retention; Product Knowledge, Post Sales Engagement, Sales Training, and Product Sales Support. Matt and George dig deep into each key to retention, and provide examples and best practices. Matt has over 20 years of experience in the marketing and advertising field and over 15 years of experience in high-level business development and partner relations. Over his career, Matt has worked for large advertising publications and national agencies, where he achieved great success in advertising sales, business development, and sales management. Prior to joining Boostability in 2011, Matt ran an advertising agency for eight years, where he became very familiar with both traditional marketing methods and digital marketing techniques. He has an intimate understanding of the small business marketplace and an expertise in forging high-performing partner relationships. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Whether it's a gym membership, food box subscription, subscription software, or a media subscription, the subscription economy is here and is taking over.   There is no one besides Patrick Campbell, Co-Founder and CEO of ProfitWell, that can discuss subscriptions as eloquently as he does. Patrick joins us this week to dig deep into what a subscription based price model looks like. The beauty of the subscription model is for the first time in history, there is now a revenue model where how we make money is baked directly into the relationship with the customer. How to price a subscription model is focused on two major pillars of growth, how it's priced and the cost per customer as well as retaining those customers. Patrick Campbell is the Co-Founder and CEO of ProfitWell, the industry standard software for helping companies like Atlassian, Autodesk, Meetup, and Lyft with their monetization (through Price Intelligently) and retention strategies. ProfitWell also provides a turnkey solution that powers the subscription financial metrics for over eight thousand subscription companies (it’s free and plugs right into your billing system). Prior to ProfitWell Patrick led Strategic Initiatives for Boston based Gemvara and was an Economist at Google and the US Intelligence community. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Methodologies for sales team structure, hiring salespeople, compensation, and more.   Butch Langlois, a fellow Canadian, joins the Conquer Local Podcast this week. Butch is the President of North America at Vend, he has an accounting background which transited him into being an esteemed sales leader. Butch sheds some light on the Toronto Revenue Collective, what it is, why it exists, and how it's beneficial to all sales leaders. Butch and George explore best practices when a company starts expanding their sales team and hiring remote employees. Butch explains why he hires his salespeople in groups and how he has been successful doing so.  Vend is the cloud based retail point of sale and inventory management system running in more than 25,000 stores around the world. Butch leads strategy and operations for Vends largest region, including managing North American headquarters in Toronto. He’s also the Chairman and Founding Member of the Toronto Revenue Collective, an organization designed to support the professional development of revenue leaders at high growth companies and facilitate the sharing of best practices. An accountant by trade, before Vend, Butch was the CFO for the internet division at Rogers Communication, a publicly traded Canadian telecom company with more than 25,000 employees. Prior to Rogers, his decades of experience in high growth startups includes senior roles at companies like comparative shopping site BuyBuddy.com, e-commerce platform Truition, interactive travel mapping platform PlanetEye and real estate listing platform Zoocasa. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

The secret sauce has spilled! Sales prospecting tools and techniques are revealed to help Conquerors Conquer Local. Chris Montgomery, CEO of Social Ordeals, has come a long way since he first started using Vendasta's products. Chris is proud to be a Vendsata Partner and ready to share his wisdom. Chris and George explore different sales prospecting methods, how to attract the right kind of salesperson, and a few tips for the agencies and entrepreneurs of the world. Chris is a serial entrepreneur and knows what to do and what not to do when it comes to building a successful digital agency. Chris is a venture capitalist and entrepreneur with over twenty-five years of sales, marketing, and digital advertising experience. He has worked with companies from their early stages of development, as well as late-stage ventures.  Chris was the founder of 411web.com, co-founded Digicities, and was responsible for the sale of the company to AmericomUSA. Chris is an innovator and uses his experience to take a realistic approach to how businesses unfold in the marketplace. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Imagine 50,000 properties, each having hundreds or thousands of tenants—and that's your opportunity set. How do you successfully manage marketing, sales, and eventually fulfilment at that scale? The answer lies in alignment. Erica is the Assistant VP of Social Media for Apartments.com, but she's also an author, a serial award winner, and a phenomenal presenter. Today, she joins us on the Conquer Local podcast to share her expertise on social media, real estate, marketing/selling to the multi-family segment, and navigating business acquisition scenarios. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Does the first call decide the fate of the sale? Is the closing call becoming due diligence? This week on the Conquer Local podcast, we are joined by Nick Roshon, VP of Sales for Neil Patel Digital. Nick shares his knowledge on discovery calls, pipeline management, leveraging sales technology, and his own three-legged stool analogy for finding great sales talent. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Every organization that is conducting business for profit is dealing with some sort of disruption and they need to be thinking about reorganization. We have a series of episodes coming at you from Conquer Local 2019 where we snagged some infamous people in the sales and digital marketing realm. Matt Dosch, Executive Vice President and Chief Operating Officer at Comporium, joins us to discuss how a business reorganizes itself after transitioning to digital. Matt explains that it isn't a one-time fix but rather an ongoing notion that always needs to be evaluated. How does an organization handle people that have been there for 25 years, or employees who are in their 20s, 30s, 40s, or 50s? Each cohort of employees have different things they care about, different things that drive them, and different things that are important to them. George and Matt explore the level of aptitude a leader should have by speaking to the people they work with on a day-to-day basis. Matt joined Comporium, the nation’s 13th largest incumbent telephone company and 27th largest cable company, in 1994 and has served in a variety of capacities within the enterprise, culminating in his current position. Reporting to the Chief Executive Officer, he is responsible for designing and implanting relevant business strategies, plans, and procedures to achieve short- and long-term strategic goals. He oversees business development, sales, installation and repair, and customer care. Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij