Conquer Local
PODCAST
If selling to local businesses is your game, this weekly podcast is chock-full of tips and strategies that make it easier.
Subscribe wherever you listen to podcasts:
 |
 |
 |
 |
 |
 |
Conquer Local
PODCAST
If selling to local businesses is your game, this weekly podcast is chock-full of tips and strategies that make it easier.
Subscribe wherever you listen to podcasts:
|
|
|
|
|
|
Hosted by Jeff Tomlin
Jeff Tomlin is Vendasta’s co-founder. He’s been with the company since its inception in 2008 and is a visionary in all aspects of marketing, SEO, strategy, business development, and digital communications.
Jeff’s innovative nature and unwavering passion drive the business’s success, where he provides strategy and direction to the teams responsible for raising awareness and generating demand for Vendasta’s platform.
Prior to co-founding Vendasta, Jeff served as VP of strategy and business development at Point2, where he helped grow a real estate platform from the ground up to power more than 165,000 agents across 85 countries.
Jeff’s passion for marketing and technology dates back to 1996 when online digital marketing was still in its infancy. He honed his skills by working with channel partners, helping their small and medium-sized business clients increase revenue through digital media solutions, strengthening traditional media assets, and developing digital sales strategies.
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505: Time Management: Life Is Long, Here’s How To Get Your Time Back | Chris Croft
450: A Realistic Approach to Sustaining Your Unique Happiness | Gretchen Rubin
431: Outcome Based Selling, with Phil M. Jones
323: Converting Leads – Part 1 | Master Sales Series
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All Latest Podcasts
320: Defining SaaS Channel Partners, with Janet Schijns
SaaS Channel Partners are coming in hot, what and how does it affect our sales teams.
Janet Schijns, CEO of JS Group and a former Fortune 500 C-suite executive, is our guest this week on the Conquer Local Podcast and we are talking about SaaS channel partners. We define was a channel partner really is, why companies are making the shift to incorporate a tech sector, and what it takes to to make that shift.
319: Creating Competitive Sales Battlecards | Master Sales Series
Battlecards are never done. Battlecards are trial and error. Battlecards are usually not pretty. But, battlecards are also a highly effective way to mobilize information from research, mentors, coaches, and more, into powerful sales assets.
318: The Customer Journey After the Sale, with Michael Watkins
How to fix a broken Customer Journey after the sale is no easy feat, but we have the man who did just that.
Originally from Australia, Michael Watkins VP of Partner Success at Vendasta, packed up his family and took on winter in Canada. Watkins takes us through the customer journey by reviewing all of the talk tracks, all of the scripts, and all of the vignettes, or whichever word you want to use for your customer success teams. It’s important that it’s not just a one and done, but instead takes iteration after iteration. It requires listening to the team, listening to customers, watching the conversion points, and seeing what’s working and what’s not. Once that process is defined, be prepared to make constant changes to refine it.
317: The Google Guarantee, with Justin Sanger
The average SMB is worried about staying open in today’s competitive market. The Google Guarantee can help. Justin Sanger, Chief Revenue...
316: Optimizing the Sales Day, with Steve Benson
Thriving in routine by Optimizing the Sales Day and nothing will be forgotten. Work smarter not harder. Steve Benson, CEO and Founder of Badger...
315: Qualifying the Lead, with Doug Campbell | Inside Sales
Three steps to get the conversion inside the sales funnel, getting the lead, qualifying the lead, and finally acquiring the customer. Listen to learn more!
We spoke with the SDRs, the BDRs, and now it’s time to talk to the big kahuna, the VP of Revenue, Doug Campbell. He sits down with George to discuss managing a sales teams of 40+ and soon to be 90+ by the end of 2020. Doug explains that because they are growing so quickly they needed a scalable and repeatable training model. There is a term Dougs team uses, called the Unicorn Lead.
314: How to Have Effective Discovery Calls | Master Sales Series
Kudos to our listeners for providing this weeks topic! George pulls together best practices when it making Discovery Calls on this edition of the Master Sales Series.
Imagine you had 200 leads that came in and you were only going to close 10% of them or if you are a rock star, 25% of them. We get the nitty gritty details and proven tactics when having that first discovery call. As salespeople, we need to be very careful and deliberate in the way we are communicating with a customer when having those first calls. George runs through everything from that first initial call to discussing how leads come into your funnel, there are some different tactics for different scenarios. In some instances, we have been doing this for a long time, we know we have the answers and we can solve the problems of any customer. We have a tendency to skip over very important pieces for building rapport and trust.
313: Location, Location, Location – Multi Location! With Mike Giamprini
Mike Giamprini, Managing Partner of G Partners, shares his struggles and wins when it comes to selling multi location listings to SMBs. He shares his experience with 411 on the transition from traditional to digital media and how he had to completely retrain an entire sales force. Mike tells that if he were to go back in time and do it all over again he would focus more time on the educational piece because where there is confusion there is opportunity.
312: Pain Points of Forecasting | Master Sales Series
What is forecasting? It’s about creating predictable revenue model—you need a plan, it needs to be concrete, and it needs to have a strategy behind it.
The Master Sales Series tackles the pain points of constructing a revenue model for a new year. We take a look at the three different personas of forecasting; the sandbagger, the sharp shooter, and the optimist. George shares from his own struggles and the times when he has missed his projected revenue. After doing extensive research and having conversations with industry experts George has developed a new approach to forecasting.
311: Discipline Leads Results, with Steve Whittington
Discipline leads results with eight key metrics to drive revenue.
Steve Whittington, Executive Vice President of the Flaman Group, is back for a second time! After getting plucked off the face of a mountain by a helicopter Steve gave up mountain climbing and decided to channel is passion into his work. We get the inside scoop on Whittington’s new book, Thriving in the Customer Age. The book lays out the framework with eight key metrics that can be applied and used to measure the customer experience initiative results, tied directly to the bottom line.
310: Booth or No Booth at Conferences | Master Sales Series
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.
309: Four Sales Formulas, with Mark Roberge
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.
308: Don’t Miss the Opportunity in Political Advertising, with Steve Passwaiter
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, there’s election for sheriff, there’s elections for governors, there’s election for Congress and the Senate.
307: Generation Z is Coming for Us, with Kimberli Lewis
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.
306: Four Mental Leashes, with Jason Forrest | Part 2
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.
305: Four Mental Leashes, with Jason Forrest | Part 1
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.
304: The Holy Grail – Monthly Recurring Revenue, with Sam Jacobs
Monthly recurring revenue is the holy grail of every business. Sam Jacobs, the Founder of Revenue Collective, joins George this week to compare...
303: Life as a BDR, with Todd Roberts & Myron Kindrachuk | 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.
302: Building a Winning Sales Playbook, with Matt Sunshine
Building a winning sales playbook is no easy endeavor, but we have you covered. This week’s guest is an expert at building them. Matt Sunshine...
301: Life as an SDR, with Glen Bowie & Michael Patola | Inside Sales
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...
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