100 episodes

Welcome to the Conquer Local podcast, hosted by chief revenue officer and international sales educator George Leith. 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.

Conquer Local with George Leith Conquer Local

    • Business

Welcome to the Conquer Local podcast, hosted by chief revenue officer and international sales educator George Leith. 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.

    318: The Customer Journey After the Sale, with Michael Watkins

    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.

    Watkins is passionate about helping business owners and marketing professionals understand the digital ecosystem as it continues to evolve.
    His recent highlights include:

    - 11% Digital revenue growth benefit through successful digital sales transformation program.
    - $2.35 Million in revenue growth delivered through tactical webinar project.
    - Leader of 17 talented individuals, responsible for: 50+ Sales tools, L&D and customer experience.
    - Developed strategic partnerships with global vendors to improve and progress sales development.

    With over 10 years professional digital marketing experience, Watkins remains focused on expanding his skills, and continuing his career progression towards a Strategic Marketing/ Program Management role within Innovative Digital Products.

    • 26 min
    317: The Google Guarantee, with Justin Sanger

    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 Officer at OMG National, provides insight on what the Google Guarantee means for SMBs. Sanger refers to it as a game charger because it has an overall effect on how SEO keywords and pay-per-click ads function. An SMB doesn't always to hear the gritty details of lead measures and tactics, they often want a salesperson to cut the chase to know how it is going to effect their business. SEO has been changing at a rapid pace being at the will of the Google algorithms. Sanger shares how dealing with a fragmented and crowded landscape can hurt your agency and speaks to verticalization.

    • 19 min
    316: Optimizing the Sales Day, with Steve Benson

    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 Maps, kicks off the first Conquer Local episode in 2020! Steve provides conquerors the insight in how to optimize the sales day, from the salespeople on the floor, sales managers, and at the executive level. Steve also tells us how his failures helped him succeed because frankly, SaaS startups are hard.

    • 24 min
    315: Qualifying the Lead, with Doug Campbell | Inside Sales

    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. 

    Doug got his start in the newspaper industry selling advertising, which he quickly excelled at and branched out into sports marketing, jack of all sales you might say. Doug is widely recognized as an award-winning leader in driving revenue growth via successful teams throughout his 20+ year career. He is currently is the VP of Revenue with Vendasta where he continues to drive hyper-growth working with businesses across the globe.

    • 23 min
    314: How to Have Effective Discovery Calls | Master Sales Series

    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.

    • 22 min
    313: Location, Location, Location - Multi Location! With Mike Giamprini

    313: Location, Location, Location - Multi Location! With Mike Giamprini

    Being able to sell to multi location businesses is becoming a necessity, we have Mike Giamprini to give Conquerors the scoop.

    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 us 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.

    Mike is a veteran of the “local” space and has been leading sales and marketing organizations focused on helping businesses of all sizes thrive in a digital world. Knowing that national brands need to connect with audiences at the hyper-local level, Mike founded G Partners in 2016 with a best-in-class digital marketing stack of products and services and combined that with a deep knowledge of G Partners’ clients’ businesses to effectively drive growth at every stage of their customer’s journey.

    • 36 min

Customer Reviews

Chanbop ,

Dynamic, interesting, entertaining

Great podcast! George keeps you interested through the entire episode and wanting to learn more. Excited to follow along! #subscribed

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