Mark Girvan, CCO of Freshbooks, joins the podcast this week - Mark got into sales at a company involved with the early days of voice recognition software, and this is where he fell in love with the art and science that technology can behold. George and Mark cover three topics: Monthly recurring revenue, the sale indicators, and acquiring new vs. engaging existing customers.

Monthly Recurring Revenue: We buy differently now—try before you buy is the new normal. As consumers, we do not want to get locked into a 2 or 3-year contract, and what we see as a consequence of this new pricing system is that customers will pay more over time. Consider the pricing model you are utilizing currently and if you are still locking in your customers. Monthly recurring revenue is not a "right," you must still deliver.

The Indicators for a Sale: Are you preparing your prospects to buy? There are certain signs that both your agency and your customer will show you they are ready to move forward with the buying process. Develop a checklist that has you engaging at the appropriate times with the right calls to action to scale your customers.

Acquiring New vs. Engaging Existing Customers: Nurturing current customers instead of chasing new ones. It is not always best to dig for diamonds in another backyard before you analyze your own. Instead, consider focusing on revenue AND churn. You can have a high NPS score while leaking revenue out the back door.

Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.

Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

Executive coach, leadership expert, and award-winning author - Libby Gill guides organizations to build a culture based on an inspiring vision of the future. We are so lucky to have such an enthralling guest join us this week. Libby speaks on the 3-step process: Clarify the vision for life (professional and personal), simplify the pathway for yourself (we clutter lives with things that don't matter), then execute! Personal branding. Even if you work for that big company- they have the logo and the brand, but who are you?! Yes, it is tough to try and promote yourself when you’ve never been visible. Whether it be analysis paralysis in saying “What will people think of me? They’re going to think I’m bragging” or perhaps the old sales excuse of “I can promote anyone but myself!”. Become more confident in your expertise and realize that you have something to say. This is marketing, self-promotion is not a bad thing.

Libby has been featured on NPR, the Today Show, in the New York Times, Time Magazine, and The Wall Street Journal, and she is now here with you today on the Conquer Local Podcast. Libby is an awarding winning author of SIX books:

• Leadership Reckoning: Can Higher Education Develop the Leaders we Need
• The Hope-Driven Leader: Harness the Power of Positivity at Work
• You Unstuck: Mastering the New Rules of Risk-Taking at Work and in Life
• Capture the Mindshare and the Market Share Will Follow: The Art and Science of Building Brands
• Traveling Hopefully: How to Lose Your Family Baggage and Jumpstart your Life
• HR Directions

Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.

Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

Get excited, Conquerors - Mark Bowden is a world-renowned body language expert, keynote speaker, and bestselling author. He has been Voted Global Gurus' #1 Body Language Professional in the world. Mark is dropping the knowledge bombs on us; a few highlights from the episode are planting pieces of your DNA in working through zoom, setting a virtual work environment, and what it means to separate "work-self" and "home-self". In addition, Mark's unique GesturePlane system of nonverbal communication helps audiences maximize the power of using their own body language to stand out, win trust, and gain credibility every time they communicate.

Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.

Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

We welcome Alisa Smith, Accessibility Evangelist at AudioEye, to the podcast this week. She is a passionate accessibility advocate with a 20-year technology career working in design, development, and quality assurance in the digital marketplace, automotive, and financial services industries. We cover three quick wins you should start doing to bring accessibility to your's and your client's websites:

1. Label your buttons
2. Organizing your content by having clear and distinct headings
3. include text descriptions for your displayed pictures

While doing this, remember, it’s not about just getting all the information but creating an equivalent experience. There are 1 billion people worldwide with disabilities where digital accessibility is a real hindrance to purchasing. Alisa partners with AudioEye leadership to provide strategic direction to the teams who create their accessibility solutions.

Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta’s Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.

Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

Ty D'Amore, VP of Strategic Partnerships at AudioEye Inc., joins the podcast this week, talking about digital accessibility. 20% of your addressable market will have a disability that alters their digital experience. It’s not just necessity platforms that need to adjust- this is a statistic for customers of any industry you happen to be operating in. Being proactive with digital accessibility can reduce liability and unfortunate conversations with clients and allow you to prepare for the maturing legislation and guidelines, saying that this is a necessity for conducting your business digitally. We see large organizations turning down contracts because partners aren’t confident in stating that they are digitally accessible, and this is the new business environment we are entering.

Tyler D'Amore is a leader in the accessibility space and a vocal advocate for digital inclusivity. Ty possesses an in-depth understanding of the legal and technical demands of ADA-related digital accessibility requirements. He participates on the Member Committee of the International Association of Accessibility Professionals and previously served as a Committee Chairman.

Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta’s Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.

Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

Get ready for the second part of the 2-part series with Paul Epstein. The main takeaway for this episode is the Head, Heart, and Hands equation. As you go through your day, pay attention to those decisions that either your head or heart aren’t on board with. Then dive deeper into why one or the other isn’t fully committed to the decision to either stop the action or move forward and let your hands get into action. At one point, there was passion, drive, and genuine enthusiasm for any idea. So, how do we reconnect to get to the original purpose point? Crack the code of purpose- logically repurpose the vision or goal to get your head behind the cause or create a new story around it so your heart can reignite.

To quote Paul, “life began when I started to live life on purpose.”

Paul is the host of The Playmakers Podcast: ON PURPOSE - It's an all-access pass to a purpose-centered tribe of leaders in business, sports, and life who are on a mission of meaning and impact. The show takes purpose from an out-of-reach North Star to a practical and tactical exploration of how we can step into each day, ON PURPOSE, where life no longer happens “to us” it begins to happen “for us.” You’ve talked about being focused on interviewing people with a “full trophy case” tell us a little more about this methodology and the Podcast. Paul has installed his “Playing Offense” playbook with professional sports organizations, Fortune 500 leadership teams, Chief People Officers, MBAs, and professional athletes to live and lead with greater purpose, performance, and impact.

Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta’s Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.

Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

Get ready, Conquerors, joining us for part 1 of a 2-part series - Paul Epstein. He is an expert in leadership and organizational culture with nearly fifteen years of experience as a professional sports executive for multiple NFL and NBA teams. As Founder of Purpose Labs, Paul is on a mission to impact millions of lives by sharing his message of Playing Offense as an author, keynote speaker, business coach, and leadership trainer. Paul and George discuss what it means to have a Bias for Action in leadership and where culture begins. Is it top-down? No, everyone has a seat at the table of culture.

Paul is the host of The Playmakers Podcast: ON PURPOSE - It's an all-access pass to a purpose-centered tribe of leaders in business, sports, and life who are on a mission of meaning and impact. The show takes purpose from an out-of-reach North Star to a practical and tactical exploration of how we can step into each day, ON PURPOSE, where life no longer happens “to us”, it begins to happen “for us”. You’ve talked about being focused on interviewing people with a “full trophy case”, tell us a little more about this methodology and the Podcast. Paul has installed his “Playing Offense” playbook with professional sports organizations, Fortune 500 leadership teams, Chief People Officers, MBAs, and professional athletes to live and lead with greater purpose, performance, and impact.

Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies, and enterprise-level organizations. Learn more about Vendasta, and we can help your organization or learn more about Vendasta’s Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.

Are you an entrepreneur, salesperson, or marketer? Then, keep the learning going in the Conquer Local Academy.

George Leith is a lone wolf this week, ready to share his industry secrets for the 10 best business-to-business prospecting methods. We know how draining prospecting can be, ensuring that new opportunities are constantly added to your funnel. You need to be a hunter, partner with other organizations, and deliver a message that's short and to the point. It's easy to get lost in these numerous communication channels, and operating uniquely in each can be tedious. You have probably heard of the items on our list, but George's use-cases and methodologies will provide you with an entirely new perspective on them. In this episode, George goes in-depth on the following B2B prospecting methods:

1. Face to Face
2. Email
3. Webinars and Virtual Events
4. Networking
5. Referrals
6. Cold Calling
7. Content
8. Advertising
9. Mail
10. Relationships

This episode is about taking care of clients. If you run a good business and take care of your clients, they will feed you. 

Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners. Learn more about Vendasta and we can help your organization or learn more about Vendasta’s Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.

Are you an entrepreneur, salesperson, or marketer? Keep the learning going in the Conquer Local Academy.

Martin Kristiseter joins George Leith this week to discuss the current relationship between vendors and media companies, automation, and the adoption of streaming. Martin is the Managing Director at Compulse, a marketing technology and managed services company that makes omnichannel advertising more efficient and profitable for local agencies and media companies. Prior to joining Compulse, Martin led innovative digital media initiatives at a number of companies, including Marketron, where he developed a reputation as a leader who can take a vision and turn it into a reality. Compulse and Vendasta can both strongly agree on a few things:

• Lower take rates are important in empowering businesses to Conquer Local
• Automation is absolutely necessary for agencies to succeed
• Streaming is here to stay, and accessing this source of communication is imperitive in remaining relevant

Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies to enterprise-level organizations. Learn more about Vendasta and we can help your organization or learn more about Vendasta’s Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.

Are you an entrepreneur, salesperson, or marketer? Keep the learning going in the Conquer Local Academy.

Gordon Borrell is the Founder of Borrell Associates Inc. and is considered the local media industry’s leading analyst. He is ranked in the top 2% among Gerson Lehrman Group’s 150,000 consultants worldwide and is quoted frequently in advertising and media trade publications, as well as The Wall Street Journal, The New York Times, Ad Age, Forbes, and other publications. In this episode, Gordon discusses advertising's evolution into marketing. Marketers young and old need to realize the unique advantages they each have and work together to fill in gaps. Just as emerging platforms like TikTok are skyrocketing brands- radio, print, and television still have their place. We've experienced 2 prior waves, being; search and social media. Gordon goes into detail about the 3rd wave of marketing which is video. Brands that can adopt this way of communicating will be leading the marketing atmosphere in 2022 and the next several years. Your audience can find you- they are aware that you exist- now they want to get to know you! Allow them to see you in motion, be personable and watch the trust matrix amplify tenfold. We all have video cameras on our phones, take them out and hit record. That's what to expect this week on the Conquer Local Podcast.

Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners, agencies to enterprise-level organizations. Learn more about Vendasta and we can help your organization or learn more about Vendasta’s Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.

Are you an entrepreneur, salesperson, or marketer? Keep the learning going in the Conquer Local Academy.