Conquer Local Podcast
332 episodes - English - Latest episode: 8 days ago - ★★★★★ - 222 ratingsWelcome to the Conquer Local podcast, hosted by Chief Marketing Officer, Jeff Tomlin. Get insider content geared toward helping you better serve local businesses, from interviews with sales & marketing experts to exciting new ideas that will improve your digital revenue dramatically. Subscribe now to start conquering. Presented by Vendasta.
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Episodes
430: Modern Sales Driven by Authenticity, with Morgan Ingram
August 04, 2021 15:46 - 26 minutes - 23.8 MBThe modern sales process doesn't have any smoke or mirrors. Instead, sales are being lubricated with researched inquiries, catered scripts, and genuine interest in order to optimize value for the person on the other end. This is business in 2021, and we welcome it with open arms. Our host, George Leith interviews the renowned Morgan Ingram on this week's episode. At only 27, Morgan has been named one of the Top 50 Sales Leaders to follow by LinkedIn, a Top 25 Sales Development Thought Leade...
429: 8 Skills Every Top Performer Should Possess | Master Sales Series
July 28, 2021 16:00 - 15 minutes - 13.8 MBA top performer is labeled as such because they internalize the work in front of them. This is not just a job- this is a very exciting life and duty becomes a wonderful opportunity to provide value. This means confidently stamping their name on the day's work and approaching the next hill ready to sprint. Our host, George Leith is eager to sneak you some industry insight on common denominators (listed below) throughout every top performer he's come in contact with over the years- and how he...
428: Introverts Networking, with Matthew Pollard - Part 2
July 21, 2021 17:13 - 27 minutes - 25.2 MBIntroverts networking, approaching events like they're building a rocketship to go to space. They are methodical, attentive, and interact with scripted purpose- and that is how the new-age introvert is conquering networking events and developing lasting, meaningful connections. Matthew Pollard, the Founder of Rapid Growth Coach moves on to his second book in this 2 part series podcast. The Introvert's Edge to Networking challenges our preconceived notions toward introverts networking throug...
427: Introverted Salespeople, with Matthew Pollard - Part 1
July 14, 2021 17:03 - 31 minutes - 28.8 MBIntroverted salespeople seems like a typo. Taking a deeper dive, the fact is that introverts have a special set of innate skills comparable to superpowers that can be leveraged to not only compete with but greatly surpass extroverts in a sales setting. On this episode, we bring you the Founder of Rapid Growth Coach, Matthew Pollard. We immediately knew this had to be a 2 part series and couldn't be more excited to showcase this incredibly insightful topic of introverted salespeople. We expl...
426: Educating Your Clients, with Jenni White
July 07, 2021 15:37 - 36 minutes - 33.7 MBEducating your clients makes them feel that you want to improve their experience and encourage them to make better, more informed decisions. We are excited to bring you marketing guru - Jenni White. She is the CEO & Founder of Polaris Marketing & Consulting; they help businesses enhance their marketing strategies, widen their reach, and increase their revenue. Jenni has an excellent tip on how to save time while educating your clients. She explains why it's important to educate clients on t...
425: 5 Mistakes Leaders Make with their SDRs, with David Dulany
June 30, 2021 15:40 - 36 minutes - 33.6 MBBy recognizing and avoiding mistakes leaders make, your Sales Development team will have greater ROI and deliver better results for years to come. David Dulany, Founder and CEO of Tenbound, joins the podcast this week. We are talking about building the most robust SDR team that is laser-focused on qualifying leads and filling calendars with meetings. David shares with us the 5 biggest mistakes leaders make with their sales development program. Mistake 1: Hiring SDRs before setting up their...
424: Learning from your Misadventures, with Larry Long Jr.
June 23, 2021 15:05 - 31 minutes - 29 MBMisadventures are bound to happen throughout your life; it's how you react, grow, and help others learn from your experiences. The passionate Larry Long Jr., Founder and CEO of Larry Long Jr LLC, is this week's guest on the Conquer Local Podcast. Larry shares how his career started with his dream of being a baseball player in the MLB to scaling sales team and being a keynote speaker. This episode has a bit of everything - we discuss building relationships with your clients, learning from yo...
423: Building a Positive Team Culture | Master Sales Series
June 16, 2021 18:31 - 33 minutes - 30.3 MBBy fostering a positive team culture, we see better performance, higher employee retention rates, increased profitability, and improved employee morale. Today on the Master Sales Series with our host, George Leith, we are talking about building a positive team culture. A great quote around this topic comes from Henry Ford: “Coming together is a beginning, staying together is progress, and working together is success.” Teamwork is a practice and a skill, a skill as leaders, collaborators,...
422: A Guide to Google Ads, with Mike Rhodes
June 09, 2021 16:41 - 29 minutes - 26.7 MBYou have to play by Google's rules to know who will convert and when - how to get an $8 return on your $1. So what is the ultimate guide to Google Ads? Founder & CEO of WebSavvy.com.au, Mike Rhodes, joins the podcast this week all the way from Melbourne, Australia. WebSavvy is an award-winning agency based in Australia named by Google as one of the Top 18 agencies worldwide. Mike gets into the nuts and bolts of Google Ads, Artificial Intelligence Learning, and Google Shopping. We also take...
421: Passionate Marketing Agency Owner, with Cheryl O'Hern
June 02, 2021 17:00 - 24 minutes - 22.7 MBA Passionate Marketing Agency Owner means ensuring your client's needs are met by educating, building a relationship, and getting involved. We bring Cheryl O'Hern, Founder of Spin Markket + Digital, on the podcast this week to discuss what it means to be an agency owner. Chery is the definition of a passionate marketing agency owner; she is dedicated to her clients and the local businesses they serve. In this episode, Cheryl and George explore what it means to build a connection with your ...
420: Entrepreneurial Life, with Jeff Adamson
May 26, 2021 18:13 - 34 minutes - 31.5 MBThe Entrepreneurial Life is less about skills and more about the drive. What matters is that you determine your goals and live them out, whatever that looks like. Jeff Adamson, Co-Founder & CMO at Neo Financial and Co-Founder of SkipTheDishes, is on the podcast as he is the definition of embracing the entrepreneurial life. He shares the nitty-gritty details of what he went through to ensure he succeed in his undertakings of being an entrepreneur. From sleeping in his car, having nothing but...
419: Four Fastest ways to Burn a Lead | Master Sales Series
May 19, 2021 16:55 - 18 minutes - 16.8 MBIn this Master Sales Series, we’re talking about the Four Fastest ways to Burn a Lead. We work tirelessly to market, attract, and qualify leads. We can burn them in a single step, with a click of a button, and we spend a lot of time talking about how we can do it right. In this episode, we hone in on where we might be going wrong. We will cover: The cost of wasting leads How slow follow-up impacts conversion Not enough points of contact Not having a specific person assigned for follow-u...
418: Become a LinkedIn Expert, with Viveka von Rosen – Part 2
May 12, 2021 18:24 - 28 minutes - 25.9 MBPositioning yourself as a LinkedIn Expert, Industry Expert, or Thought Leader is all around creating a personal brand and adding meaningful value to your business network. Viveka von Rosen, Co-Founder & Chief Visibility Officer of Vengreso, is back for Part 2. She is the ultimate LinkedIn Expert and is sharing the 101 ways to rock LinkedIn. In part two, we discuss: Connect: Connect and network with target buyers with the objective of turning every online conversation into an offline. Feed...
417: Become a LinkedIn Expert, with Viveka von Rosen - Part 1
May 05, 2021 15:04 - 29 minutes - 26.9 MBBecoming a LinkedIn Expert is vitally important, now more than ever, to create a strong personal brand so that you stand out from your competition. We get to speak with Viveka von Rosen, Co-Founder & Chief Visibility Officer of Vengreso, the ultimate LinkedIn Expert. Viveka is on the podcast for not one but two episodes sharing 101 ways to rock LinkedIn. In part one, we discuss: Mindset: today’s modern seller must recognize that buyers have become better at buying faster than sellers have ...
416: Empathy in Sales, with Jerry Acuff
April 28, 2021 16:10 - 32 minutes - 29.9 MBFor sales professionals, empathy in sales is essential because, without a relationship, there's no trust. Don't reserve it exclusively for deals you're trying to close immediately. We have Jerry Acuff, CEO & Founder at DeltaPoint, as our guest this week on the Conquer Local Podcast. Jerry was a reluctant salesperson. When he realized his dream of becoming a college football coach wouldn't come true, he stumbled into sales. He says so himself that he would never hire himself. Every step of t...
415: Analyzing the IT Channel, with Andrew Down
April 21, 2021 03:28 - 27 minutes - 24.8 MBIf you have ever worked in B2B software for any amount of time, you have probably stumbled across the IT Channel and didn't even know it. Andrew Down, Director of Sales for the IT Channel at Vendasta, never thought of himself as a technical person, but 13 years in the IT industry says otherwise. In this episode, we discuss the MSPs (Managed Service Providers), the VARs (Value Added Resellers), and what the difference is between them. The reseller channel is essential in B2B tech, both for e...
414: Finding Success Through the Pandemic, with Mitchell Slater
April 14, 2021 18:05 - 28 minutes - 26 MBHow does a marketing agency find success through the pandemic, and how can they help their community? It's about keeping local businesses informed and helping them succeed. If they succeed, you succeed. We have Mitchell Slater, Founder and CEO, from Slater Strategies joining us from Alaska/Florida. Mitchell got his start at just 17 years old in print advertising and quickly realized he had to make the shift to the digital space. He found early success by attending conferences and learning...
413: Benefits of Marketing to Existing Customers | Master Sales Series
April 07, 2021 16:36 - 14 minutes - 13.3 MBThe probability of selling to existing customers is 60-70 percent, and the probability of selling to a new prospect is only 5-20 percent. Master Sales Series is back again; we are reviewing the benefits of marketing to existing customers. As sales professionals, we put a ton of effort into lead generation, but we miss out on opportunities by ignoring the customers we already have. We will go through these five steps: What are the benefits? Before you sell - re-discover Marketing to custo...
412: State of Local Businesses in Italy, with Roberto Giacchi
March 30, 2021 22:51 - 34 minutes - 31.4 MBWhat does the state of local businesses in Italy look like as we reach the pandemic's first anniversary? Conquer Local travels to Italy to speak with Roberto Giacchi, CEO at Italiaonline. Italiaonline is the largest and top digital group in Italy; they are an email provider, web advertising sales agency, and digital communication agency. They truly act full circle in the digital world, both in what they do and who they talk to. George and Roberto discuss what makes Italiaonline's business ...
411: The Channel Software Tech Stack, with Jay McBain
March 24, 2021 16:00 - 29 minutes - 27 MBThe channel software stack comprises a group of technologies that help companies develop, design, and execute plans to find, recruit, onboard, develop, enable, incent, co-sell with, manage, measure, and report on partners. Influencer of the year - Jay McBain, Principal Analyst - Channels, Partnerships & Ecosystems at Forrester, joins the Conquer Local Podcast this week. Jay brings the fire by bringing the knowledge around everything around Channel Software, Channel Partners, and Channel Tec...
410: Top, Middle, & Bottom of Funnel | Master Sales Series
March 17, 2021 02:22 - 26 minutes - 23.8 MBThe sales funnel: everything you need to know about top, middle, and bottom of funnel. Master Sales Series is back with another episode. This time we are exploring the various segments of the customer journey. We examine the top of funnel, middle of funnel, and bottom of funnel. The customer controls the journey as to where they are in the funnel. A staggering 83% of the customer's journey in 2020-2021 is now spent doing independent research, and 17% of the time is spent talking to a salesp...
409: Ecommerce Explained with, Stephanie Kirk
March 10, 2021 03:02 - 35 minutes - 32.4 MBOut of chaos comes innovation. Ecommerce has grown leaps and bound in the last year due to the pandemic, but it's clear - it's here to stay. Conquer Local is in Amsterdam this week talking with Stephanie Kirk, Director of EU & US Operations at Spotzer. Stephanie doesn't disappoint; she brings invaluable information on ecommerce. She provides talks tracks, breaks down what ecommerce means, and offers advice to the business owner who may be reluctant to jump on board the ecommerce train. It i...
408: The Digital Landscape in Singapore, with Fabian Lim
March 03, 2021 14:54 - 23 minutes - 21.5 MBIn the digital landscape, where businesses are heading in Singapore, digital marketing tools and techniques provide business owners the best chances for competition, survival, and even growth. Get ready; our first guest from Singapore joins us this week - Fabian Lim, Founder of Click Media. He shares his interesting career path and how it led him to where he is today. We get a glimpse into what the digital landscape looks like in Southeast Asia, how their market is evolving into the same as...
407: 10 Tips for Remote Selling | Master Sales Training
February 24, 2021 00:59 - 15 minutes - 14.4 MBSales is among the most challenging of occupations, even during the best of times. Toss in a global pandemic, and now we have to switch gears to remote selling. Countless hours and resources are spent identifying potential customers, nurturing leads, and closing deals. Much of the working world in a time of pandemic is living through the awkwardness and frustration that can come with remote work in 2021. That is the exact reason we are bringing the next Master Sales Series of 10 Tips for R...
406: Lead Generation Guide, with Brock Andony
February 17, 2021 17:26 - 27 minutes - 24.8 MBLead Generation to generating business leads the inbound way. Learn how lead generation fits into your inbound marketing strategy and easy ways that you can start generating leads for your company. We welcome the Conquer Local Podcast's first Producer, Brock Andony. Brock started as an intern and now is a Content Marketing Strategist at Vendasta. He brings to life what it means to write a "Big Rock" content piece and the power it holds to continue to bring value and leads for your organizat...
405: How to Leverage the Power of Amazon, with Lisa McNab
February 10, 2021 16:55 - 33 minutes - 30.8 MBSmall and medium businesses can learn how to leverage the power of Amazon with our help. We are bringing Lisa McNab, CEO & Co-Founder at Canbaba Network—Canada's only wholesaling and dropshipping marketplace. One of the things the Conquer Local Podcast has made its mission here in the first six months of the year is to align around the user journey that we are seeing as common themes in our channel partner network worldwide. We all know is that e-commerce has now come to the forefront. We ...
404: Reduce Churn, with Josh Glantz
February 03, 2021 17:25 - 38 minutes - 35 MBTo reduce churn is an ongoing struggle and will continue to be for however long your company exists. But that doesn’t mean that you should give up the fight. This week on the Conquer Local Podcast, we have Josh Glantz, former CEO of SinglePlatform which was acquired by Tripadvisor. In this episode, Josh gives us a little bit of everything, so get ready for it. We explore retention strategies, reduce churn, the Do it For Me model, inbound sales strategies, and Josh digs into what he looks fo...
403: Prospecting 101 | Master Sales Series
January 27, 2021 17:07 - 27 minutes - 25.2 MBProspecting is the first step in the sales process of identifying potential customers, aka prospects. The goal of prospecting is to develop a directory of likely customers and then systematically communicate with them in the hopes of converting them from potential customers to current customers. George Leith is back for another Master Sales Series for Prospecting 101. He uses his sales experience of 30+ years to share what works and what doesn't from tried and tested methods. George shares ...
402: Finding your Ideal Customer | Master Sales Series
January 20, 2021 16:19 - 13 minutes - 12.5 MBAll too often, marketers and salespeople think: “A customer is a customer. Any sale is a good sale." It’s time to break free from that mindset. In reality, there is a stark difference between an ideal customer and less-than-ideal customers. Master Sales Series is back to explore Finding your Ideal Customer. Our host, George Leith, walks through six steps in finding your ideal customer. Brainstorming Surveying existing clients Digging through Google Analytics Social listening Social med...
401: Finding a Sales Mentor, with Stephen Defina
January 13, 2021 17:01 - 40 minutes - 37.5 MBThe goal of a sales mentor is to create an environment where team members feel self-motivated to grow, excel, and take greater responsibility for what they do. An effective sales mentor is the key to long-term performance improvement and organizational success. It is the most important job a sales leader has. Our first guest of Season Four is none other than Stephen Defina; Stephen is the VP of Revenue, GTM at Clearbanc. He joins us this week to discuss what it means to be a sales mentor, h...
400: New Year, New Season of the Conquer Local Podcast
January 06, 2021 16:37 - 4 minutes - 4.2 MBWelcome to Season 4 of the Conquer Local Podcast. Our host, George Leith, wants to share a special message to all of our listeners. Happy New Year, Conquerors! Join the conversation in the Conquer Local Community and keep the learning going in the Conquer Local Academy.
367: That's a Wrap 2020, with Brendan King
December 30, 2020 20:11 - 23 minutes - 21.7 MBFarewell, goodbye, adios, cheerio, see ya later, don't let the door hit you on the way out 2020. As we say so long to 2020, we bring back Brendan King, co-founder and CEO of Vendasta, to wrap up this insane year. We review what a forcing function COVID-19 has been for small and medium businesses to adopt e-commerce. In the last episode of 2020 and season 3, we look at the necessity for remote work, accelerated online e-learning, and what predictions Brendan has for 2021. Intense, boisterou...
366: Big Hairy Audacious Goals | Master Sales Series
December 23, 2020 16:33 - 24 minutes - 22.2 MBIt's that time of year when we reflect on our successes and our misses. It's time to move forward into the New Year with your Big Hairy Audacious Goals. Now that 2020 is coming to a close, our host, George Leith, discusses how to create Big Hairy Audacious Goals. To put it simply, a Big Hairy Audacious Goal—a term coined by Jim Collins and Jerry Porras in their book, Built to Last: Successful Habits of Visionary Companies—is a long-term, 10 to 25-year goal. But it’s more than just a goal. ...
365: Ideal Customer & Saying No, with Janice Christopher
December 16, 2020 17:20 - 41 minutes - 37.8 MBAs a business owner, you understand the value of each of your clients. However, not every arrangement turns out to be mutually beneficial, and at some point, you may find it necessary to say no to a client who isn't your Ideal Customer. Janice Christopher, Founder of the Janice Christopher Agency and Executive Coach—also known as The Queen Bee of Marketing—is this week's guest. Janice brings her fiery personality to share with our listeners that it's ok, smart, and necessary to say no to po...
364: Digital Ad Spend, with Zach Johnson
December 09, 2020 16:10 - 28 minutes - 25.8 MBDigital Ad Spend is a vital piece of the new marketing stack for local businesses—and therefore, a must-have service to offer as a marketing agency. Zach Johnson, Founder of FunnelDash, co-host of the Rich Ad Poor Ad Podcast, and author of the book Rich Ad Poor Ad, joins George Leith this week. Zach is here to talk about Digital Ad Spend. Zach sheds light on how to best prepare clients for the outcomes based on their budget. He wants to share the message of understanding the core messaging...
363: Building a Content Marketing Team, with Dan McLean
December 02, 2020 18:05 - 28 minutes - 26.4 MBThere is no possible way to scale, manage, and optimize every channel to ensure a company’s story is being told without a dedicated content marketing team. What does a content marketing team look like? Dan McLean, Director of Content Marketing at Vendasta, knows a thing or two when building one. Dan has not only developed a content marketing team in one organization but four organizations. He often sees stories getting lost when creating content because there has been a focus on content spe...
362: Rocking your LinkedIn Profile, with Morgan Hammer
November 25, 2020 03:17 - 26 minutes - 24.6 MBA stellar LinkedIn Profile contains five key areas: Profile picture, job title, about description, experiences, and endorsements. From picture quality to endorsements representing you, your professional brand is the key to all new opportunities to build your brand and set yourself up for success. Morgan Hammer, Relationship Manager, Mid Market - Sales Solutions at LinkedIn, joins us from Chicago's windy city to talk about how to rock your LinkedIn Profile. Morgan shares how to create a Link...
361: The Macro Conversion Funnel, with Frank Cowell
November 18, 2020 17:14 - 28 minutes - 25.9 MBA macro conversion funnel is the most important part of any sale procedure on any website. In fact, the macro funnel conversion is almost the final step before a sale is sealed. The Conquer Local Podcast is in sunny San Diego this week to talk to Frank Cowell, CEO at Digitopia Agency and author of Building Your Digital Utopia. He found his passion for technology in the 90s, creating a webspace on AOL and built an information superhighway. His passion is sales and marketing, so he knows whe...
360: MSP Marketing Troubles, with Ayan Adam
November 10, 2020 22:44 - 26 minutes - 24.5 MBMSP 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...
359: Inside Sales Training, with Ian Jones
November 04, 2020 16:54 - 23 minutes - 21.9 MBTime 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 mode...
358: The Membership Economy, with Robbie Baxter
October 28, 2020 17:48 - 32 minutes - 29.9 MBThe 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...
357: Brand Visibility, with Chris Dickey
October 21, 2020 16:30 - 25 minutes - 23.1 MBWhether 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, adva...
356: Emotional Intelligence in Sales, with Jason Forrest
October 14, 2020 17:36 - 30 minutes - 28.3 MBEpisode 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 sales...
355: Customer Deciding Journey, with Tim Riesterer | Part 2
October 07, 2020 18:29 - 20 minutes - 18.6 MBThe 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 on...
354: Customer Deciding Journey, with Tim Riesterer | Part 1
September 30, 2020 21:52 - 29 minutes - 26.9 MBSome 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 r...
353: Elevate your Personal Brand, with Nina Blankenship
September 23, 2020 16:22 - 36 minutes - 33.4 MBLearn 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 ...
352: Entrepreneurial Spirit, with Ryan Mason
September 16, 2020 19:20 - 22 minutes - 20.4 MBHow 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 fr...
351: Cybersecurity Bootcamp, with Alex Ryals
September 09, 2020 14:15 - 26 minutes - 24.1 MBCybersecurity, 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 t...
350: Creating a High Performing Sales Culture, with Neal Romanchych
September 02, 2020 16:12 - 31 minutes - 28.5 MBDeveloping 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, Accounta...
349: Four Stages of Competence | Master Sales Series
August 26, 2020 15:17 - 16 minutes - 15 MBThe 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 w...