Conquer Local Podcast

Conquerors you asked for it, we delivered. We are digging deep into the opportunity of political advertising. 

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, election for sheriff, elections for governors, and elections for Congress and the Senate.

Steve is responsible for general oversight of Kantar’s DC based political ad intelligence unit and leads business development efforts.  Prior to joining CMAG as Senior Director of Business Development, Passwaiter was the founder and CEO of SLP Media Strategies, which provided outsourced business development services. He is also a former Board Adviser for Sportsdigita, an interactive sports agency that specializes in digital sponsorship, ticketing and fan engagement products for professional sports teams, and served as Vice President of Business Development for BIA/Kelsey. Steve is a graduate of John Carroll University where he majored in Communications and History.

Generation Z will shape the new SMB landscape, what does that mean for salespeople?

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.

Kimberli has over 20 years’ CEO experience in media, search, and online companies. She has managed or served on the boards of companies in Germany, Czech Republic, Slovak Republic, Poland, Gibraltar, Israel, United Kingdom, and United States. Kimberli is recognized as an expert in the industry of search, information, and digital advertising and has won over 29 International awards in marketing and product development. Kimberli is also a certified Executive Coach, Systemic Team Coach and Organizational Leadership Trainer with graduate degrees from Henley Business School and London Academy of Executive Coaching. She specializes in helping organizations implement diversity, generational management and leadership programs for succession plans.Kimberli is the host of the radio broadcast Leadership Beyond Borders which airs on VoiceAmerica Internet Radio every Tuesday 3 pm, PT and is ranked with 5 stars on iTunes podcasts. The show focuses on digital transition and organization leadership.

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There are 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. 

A special gift for all the conquers out there from Jason, a copy of his new book—The Mindset of a Sales Warrior—visit book-salesmindset.com. 

Jason is a winner of four international Stevie Awards for his Warrior Selling and Leadership Coaching training programs. He is an award-winning author and has written five books. Jason lives on the leading edge of the sales industry. As a behavioral change expert and maverick entrepreneur, Jason believes the only way to break your sales plateau is to completely change the way you look at sales. And that means an extreme focus on pulling the future of sales into the present. Jason’s mission is to give every sales professional, manager, and executive the tactical, real-world knowledge so they can remove any limiting beliefs keeping them from breaking their plateaus. In the course of that decades-long mission, Jason’s trained billion-dollar companies and everyone from high-powered CEOs to frontline salespeople to increase their effectiveness by driving more profit.

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Sales is a mental game and mindset is everything. There are four mental leashes holding us back, it's the challenge of unlearning vs learning.

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. 

Jason is a winner of four international Stevie Awards for his Warrior Selling and Leadership Coaching training programs. He is an award winning author and has written five books. Jason lives on the leading edge of the sales industry. As a behavioral change expert and maverick entrepreneur, Jason believes the only way to break your sales plateau is to completely change the way you look at sales. And that means an extreme focus on pulling the future of sales into the present. Jason’s mission is to give every sales professional, manager, and executive the tactical, real-world knowledge so they can remove any limiting beliefs keeping them from breaking their plateaus. In the course of that decades-long mission, Jason’s trained billion-dollar companies and everyone from high-powered CEOs to frontline salespeople to increase their effectiveness by driving more profit.

Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij

Monthly recurring revenue is the holy grail of every business. 

Sam Jacobs, the Founder of Revenue Collective, joins George this week to compare notes on monthly recurring revenue and the effectiveness. Sam explains how not only does a product need to have market fit but that the product has to be ready and deliver value beyond a testing environment. He goes on to decode the notion that sales comes first, when in actuality it should start with product, then customer success, moving to marketing and demand generation, and then finally onto sales. Artificial intelligence is coming, what does that mean for our beloved SDR? George and Sam explore the importance of the human connection when it comes to sales. 

Sam founded the Revenue Collective in 2016 and in a few short years and it has sky rocketed to over 600 members. The Revenue Collective is an exclusive membership for growth operators dedicated to providing support, assistance, education, and career growth to their members. He helps commercial operators change the trajectory of their careers. They are a global organization with official chapters in New York, London, Denver, Toronto, Boston, Indianapolis, and Amsterdam and more chapters coming online in the next few months and years. For the past 15 years, Sam has helped companies scale from just north of $0 in revenue to just shy of $300M. During that time, he's developed deep operational expertise with particular emphasis on go-to-market strategy and execution mainly with SaaS and recurring revenue businesses. Sam has been a commercial operator at GLG, Livestream/Vimeo, The Muse, and Behavox.

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Digging deep on inside sales, life as a Business Development Representative. 

We continue our new segment, 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. 

Myron Kindrachuk, has been working in B2B sales for 10 years. He is experienced in Business Development with a demonstrated history of success in the Software As A Service industry. Skilled in negotiating sales, cold calling, sales operations and sales management. Myron has been with Vendasta for more than 4 years, he specializes in developing long-term relationships with clients by providing the solutions to maximize ROI. Myron has and always will be consultative selling by helping clients make the right decisions for their organizations and developing a long term partnership. 

Todd Roberts is the Director of Sales at Vendasta and leads a solution-focused and professional team on the Vendasta sales floor. He motivates by example and proves to partners that recurring revenue in local sales and marketing is not only possible, but essential. Before he began wowing potential partners into signing up for the Vendasta platform, some of his many skills included master bartending - just like Tom Cruise, except taller and better looking. Smiling with bugs in his teeth, and travel the world on his Harley every chance he gets.

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Building a winning sales playbook is no easy endeavour, but we have you covered. This week's guest is an expert at building them.

Matt Sunshine is a Managing Partner at the Center for Sales Strategy, a sales performance consulting company that helps sales organizations attract, retain, and develop the highest performing sales people. Matt's extensive background in the broadcaster space brings a fresh feel to the Conquer Local Podcast. Matt walks us through how to build a winning sales playbook with a three step process, he shares his tried and tested three key elements for hiring a sales team, and he shares what is happening in the broadcasting space and explains the why they are getting into the digital marketing stack now. 

Matt’s areas of expertise include growing sales organizations, finding and developing sales superstars, sales process, lead generation, inbound marketing, and digital marketing, and he is a featured writer for one of the top sales blogs in America and a regular contributor to leading business blogs and magazines such as Inc., Sales and Marketing Management, Sales Hacker, and Entrepreneur. In 2012, Matt developed and launched LeadG2, an Inbound Marketing company that helps businesses establish thought leadership and lower lead costs. LeadG2 has earned the premier Hubspot recognition as a platinum Certified Partner and is the largest inbound marketing company serving the media industry in the world today. He is also the author of “Getting Prospects to Raise Their Hand” and Forbes magazine lists Matt as one of the 20 Speakers You Shouldn't Miss The Opportunity To See.

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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 Podcast—Inside Sales. Glen Bowie, Manager of Agency Growth, and Michael Patola, Agency Growth Specialist at Vendasta, join us to divulge what it's like to work in today's sales landscape. We often discuss sales strategies from an executive level and we sometimes miss out on the nitty gritty details from the people who are on the floor crushing it day in and day out. We discuss the importance of culture, motivating your team within, organizing your thoughts, and why strategically planning your day will set-up you up for success.

Glen Bowie leads an insightful sales team with an emphasis on identifying problems and providing solutions to prospects.  He develops sales strategies to expand Vendasta's customer base and trains and motivates his team to achieve sales targets and revenue goals.

Michael Patola is an accomplished sales and marketing consultant who has helped build and refine sales development techniques. He works with organizations to understand their goals and help them retain and grow digital revenue.

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The most important detail of the customer experience is building trust, we must start on day 1.

We are kicking off Season 3 with Jim Tracy, President and Founder of EZlocal. Jim manages a sales force that's spread all over the United States, and they continue to grow. He explains what the first thing he teaches his sales force, trust. We have to listen to our customers, if we're not listening to our customers, if we're not paying attention to them, if we're not communicating with them, they will leave. A simple question during the initial welcome call can solve it. Jim sheds light on his unique compensation model for his sales teams and how that leads into their customer service and success.

Jim is a graduate of Loyola University Chicago, Jim served as senior vice president of National Translink Corporation and, over a span of 10 years, worked with thousands of entrepreneurs and small business owners looking to grow their businesses and reach more customers. Over the years Jim had witnessed countless small businesses going out of business as a result of heightened competition from big corporations and online retailers. This led to the inspiration in creating America's Best Companies. Jim strives to bring the issues of the small business owner to the forefront, while leading a dedicated and professional staff working to make a difference for the small business community.

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Voice search is our future, are you ready? Listings data and voice search are starting to become hand-in-hand.

Brooke Henderson, Senior Director of Strategic Partnership Growth at Yext, is our amazing guest this week. Brooke and George take a deep dive into the listing sources ecosystem. It's happening people, the future is voice search. Brooke explains the value of having the capability and the know how to incorporate voice search into listings data.  Set it and forget it is a thing of the past, especially when it comes to listings. Various listing companies are all working with one another to compare their data. Find out was Uber how stays current.

Brooke grew up in small business, her experience running sales organizations, selling radio advertising, and co-founding a small digital agency has been the driving force behind her success in developing turnkey reseller strategies in the world of digital marketing since 2012. The demand to have the best marketing strategies for their small business clients are the sole focus of her partners, and her passion is to give them the strategies and resources to execute, drive revenue, and decrease client attrition with digital knowledge management.

Subscribe to the podcast now, on iTunes goo.gl/8vPm1B and Google Play goo.gl/uyDsij