165 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
    • 5.0 • 453 Ratings

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.

    415: Analyzing the IT Channel, with Andrew Down

    415: Analyzing the IT Channel, with Andrew Down

    If 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 ( https://www.linkedin.com/in/andrewdown/ ) , Director of Sales for the IT Channel at Vendasta ( https://www.vendasta.com/ ) , 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 end-users, many who buy 100% of their technology through a reseller, and for software companies, some who sell exclusively through the channel. Like almost everything else in technology, the IT Channel is changing. Fast.

    Andrew Down is a Saskatchewan-based business professional and entrepreneur with strong corporate, non-profit, and public sector sales experience. Other experience includes senior leadership, strategic planning, business development, VAR/MSP/IT Channel, marketing, event management, consulting services, and training. Andrew has a Bachelor of Commerce in Marketing from the University of Saskatchewan and has been in the IT industry for over 12 years. He has a passion for empowering businesses to embrace leading-edge technology solutions to improve business operations. Andrew possesses a keen interest in personal and professional development, including networking, non-profit/community engagement, connecting, and continuous learning.

    Join the conversation in the Conquer Local Community ( https://www.conquerlocal.com/community/ ) and keep the learning going in the Conquer Local Academy. ( https://www.conquerlocal.com/academy/ )

    • 27 min
    414: Finding Success Through the Pandemic, with Mitchell Slater

    414: Finding Success Through the Pandemic, with Mitchell Slater

    How 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 ( https://www.linkedin.com/in/mitchellrslater/ ) , Founder and CEO, from Slater Strategies ( https://slaterstrategies.com/ ) 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 from others' mistakes who have tried and failed. As many agencies went through the same problem, finding success through the pandemic, he knew he needed to figure out how to adapt and help local businesses. Through the challenges that 2020 brought, Mitchell had his most successful year to date. He did this by educating the local businesses around him, finding his niche, and utilizing his network. A key piece to Mitchell's success was no longer being bound by geography because the entire world went remote.

    Join the conversation in the Conquer Local Community ( https://www.conquerlocal.com/community/ ) and keep the learning going in the Conquer Local Academy. ( https://www.conquerlocal.com/academy/ )

    • 28 min
    413: Benefits of Marketing to Existing Customers | Master Sales Series

    413: Benefits of Marketing to Existing Customers | Master Sales Series

    The 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 customers in the retention stage
    * Marketing to customers in the advocacy stage
    * Onboarding at every stage

    Studies show 65% of a company’s business comes from existing customers, but most only spend 21% of their marketing budgets on customers they already have. It's so important to redirect some of our time and effort towards customers who already see the value. They will thrive, and so will you.

    Join the conversation in the Conquer Local Community ( https://www.conquerlocal.com/community/ ) and keep the learning going in the Conquer Local Academy. ( https://www.conquerlocal.com/academy/ )

    • 14 min
    412: State of Local Businesses in Italy, with Roberto Giacchi

    412: State of Local Businesses in Italy, with Roberto Giacchi

    What 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 ( https://www.linkedin.com/in/robertogiacchi/ ) , CEO at Italiaonline ( https://www.italiaonline.it/ ). 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 model unique and different than the rest of the country, the state of local businesses in Italy due to the pandemic and how businesses adapted to the mandatory lockdown, and the toil of working remote as we reach the first anniversary of when the pandemic started.

    Born in Turin in 1968, he graduated in Economics from La Sapienza University in Rome. His career began at KPMG in 1994. In 1998 he joined TIM group and followed the M&A activities for the international development of the group in Latin America and Europe. In 1999 he joined Bain & Company, where he followed projects of strategic, commercial, and financial nature, in particular for the Telecom, Internet & Technology sector, becoming Partner in 2005. In 2007 he was appointed CEO of PosteMobile and leads the company from its foundation throughout the start-up phase until its success on the market. In 2014 he moved to Poste Italiane and assumed responsibility for the Mail, Communication, and Logistics business unit, participating with this role in the group's successful IPO up in 2015. Subsequently, in 2016 he assumed responsibility for all Poste Italiane Group products of the Business and P.A. Market. In 2017, he became Group Chief Financial Officer of Poste Italiane; in December 2018, he is appointed CEO of Italiaonline.

    Join the conversation in the Conquer Local Community ( https://www.conquerlocal.com/community/ ) and keep the learning going in the Conquer Local Academy. ( https://www.conquerlocal.com/academy/ )

    • 34 min
    411: The Channel Software Tech Stack, with Jay McBain

    411: The Channel Software Tech Stack, with Jay McBain

    The 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, ( https://www.linkedin.com/in/jaymcbain/ ) Principal Analyst - Channels, Partnerships & Ecosystems at Forrester, ( https://go.forrester.com/?utm_medium=social&utm_source=linkedin ) joins the Conquer Local Podcast this week. Jay brings the fire by bringing the knowledge around everything around Channel Software, Channel Partners, and Channel Tech Stack. He can speak to almost everything; we dig into Google eliminating cookies, why 76% of CEOs believe their business model will be different in 5 years, and how Apple updated their phones to be completely anonymous. He shares four things that every company in every vertical is becoming a tech company: Automation, Cloud Acceleration, Remote Technology, and Partner Experience.

    Jay McBain is one of the most visible and respected thought leaders in the global channel. Named 2021 Channel Influencer of the Year by Channel Partners Magazine, Top 40 Under Forty by the Business Review, and numerous channel magazines top influencer lists, he is often sought out for industry guidance and future trends. He has spent his 27-year career in various executive channel sales, marketing, and strategy roles within IBM, Lenovo, and ChannelEyes. Jay is the principal analyst for global channels, partnerships, and ecosystems at Forrester, one of the world's most influential global research and advisory firms.

    Join the conversation in the Conquer Local Community ( https://www.conquerlocal.com/community/ ) and keep the learning going in the Conquer Local Academy. ( https://www.conquerlocal.com/academy/ )

    Resources:

    Channel Software Tech Stack 2021 ( https://go.forrester.com/blogs/channel-software-tech-stack-2021/ )

    What I See Coming For The Channel: 2021 ( https://go.forrester.com/blogs/what-i-see-coming-for-the-channel-2021/ )

    • 29 min
    410: Top, Middle, & Bottom of Funnel | Master Sales Series

    410: Top, Middle, & Bottom of Funnel | Master Sales Series

    The 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 salesperson.

    If we are looking at the lens from a content marketing perspective ( https://www.vendasta.com/blog/sales-funnels/ ) - The top of funnel is all about learning and exploratory; examples of this would be blogs, podcasts, videos, and infographics. The middle of funnel is the consideration stage where you build trust with the customer; this would include eBooks, case studies, gated content, and email campaigns. The bottom of funnel is all around buying and negotiation; this can look like product FAQs, free trials, demos, and presentations.

    Join the conversation in the Conquer Local Community ( https://www.conquerlocal.com/community/ ) and keep the learning going in the Conquer Local Academy. ( https://www.conquerlocal.com/academy/ )

    • 26 min

Customer Reviews

5.0 out of 5
453 Ratings

453 Ratings

Ima listener ,

AWESOME!

George is an awesome host and wealth of knowledge! highly recommend the listen!

Infamous128 ,

Excellent

George is a Master Salesman, and true leader in his field. Be lucky you have access to his FREE knowledge!

Greg Guertin Jr ,

Genius!

George is a genius and he knows what he is doing!

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