Conquer Local Podcast

Are you setting goals or just making wishes?

Goal setting is a task that demands discipline, constant effort, and clear measures for success. But, how often should you revisit your goals? What expectations should you be setting for yourself? Should you be flexible or firm with those goals? How do you best measure results and hold yourself accountable? And most importantly, have you given yourself permission to succeed? All of your burning questions will be answered in this week's episode of the Conquer Local podcast.

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Whether it's the sports industry, marketing industry, or insurance industry sales is sales. 

We have a special guest—Lance Tyson, CEO of the Tyson Group, joins us! Lance and George discuss how now more than ever buyers are becoming an expert before reaching out to a salesperson. Lance confirms our hypothesis that as salespeople, we need to be the trusted advisor, have and build rapport with our clients, and having credibility. Lance explains what it means to be a gritty salesperson, in a good way. 

Lance Tyson began his career more than twenty years ago with Dale Carnegie Training, where he built the most successful sales operation in North America. In 2010, Lance formed PRSPX, where he transitioned from trainer, to partner, to key business advisor for such clients as the Cleveland Cavaliers, Columbus Blue Jackets, and McGohan Brabender, among others. In 2017, Lance founded his current venture, Tyson Group, with a keen focus on coaching, training, and consulting with sales leaders and their teams to better compete in the midst of complex business environments.  Tyson Group received an honorable mention on Selling Power’s 2018 list of Top 20 Sales Training Companies, and currently works with a long list of premiere professional sports organizations including TopGolf, the Dallas Cowboys, Miami Dolphins, and the San Francisco 49’ers, among others. Lance is the author of Selling is an Away Game: Close Business and Complete in a Complex World.

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Selling to the C-Suite can be difficult, getting past the gatekeepers can be even harder.

George's Top Tips this week are brought to you by you! The listeners! We tackle how to get past the Gatekeepers to gain influence from the C-Suite. The ability to effectively influence C-level executives means you need demonstrate how your solutions solve C-level business problems. Gaining access to top executives is the first step towards influencing their buying decisions. George goes into detail about how to build yourself as a trusted expert by asking for warm intros and having case studies to show value. He shares how to present yourself as a brand and how to create an even stronger one.

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Air is a moldable commodity, audio in digital marketing is about framing the story on selling air. No story, no sale.

Paul Jacobs, VP of Jacobs Media, joins us this week! George and Paul, two grey-haired radio salespeople, dive into detail how the transition from traditional radio sales and non-traditional revenue has evolved. They touch on how the radio audience has transformed and how broadcasters need to embrace other platforms to solve clients problems.

Jacobs Media has been around for thirty-five years and has provided programming, digital, sales, and social media consulting to commercial and public radio stations, including Entercom, Cox, Beasley, Hubbard, Bell Media, NPR, PRI, and many others. The company is credited with the creation of the Classic Rock radio format for commercial radio, and its research studies, including its Tech survey studies for the radio industry. Jacobs has become a leading spokesperson for the radio industry regarding the changing in-car audio experience.

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Since we were young we've had to deal with how to handle objections, whether it was convincing our parents to give us more candy before bed or being a teenager asking for a later curfew. Times have changed but handling objections during a sale sometimes never get easier. 

Mr. George Leith, our phenomenal host, takes us through how to handle objections. Prospects who say "No" or "Maybe" are not always the most pleasant to deal with. George's Top Tips include the secret sauce for effective salespeople, how to work through a sale when a prospect stalls, and how to reframe the conversation when a prospect flat out says "No." He explains the four different types of objections AND the five strategies to handle those objections.

George is thoroughly experienced, educational and inspirational sales and marketing keynote speaker who can enlighten your company or professional association on best practices for transforming sales and utilizing social media’s innovative concepts to align your digital media marketing with current trends and prepare it for the unpredictable times ahead. As a sales transformation keynote speaker, author and guest university lecturer, he has a unique ability to demystify concepts and inspire businesses and professionals to understand and truly embrace the potential that digital transformation has for many business objectives including sales, business development, and marketing for B2B, non-profit organizations, as well as government institutions.

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If we could convince our competitors to stop adapting and our customers to stop evolving we'd only ever have to position once.

April Dunford, CEO of Ambient Strategy, gives us a sneak peak for her upcoming talk at the Conquer Local conference! She goes over how to nail product positioning, when to reposition, and how to adapt positioning to the ever changing marketing landscape. April shares two ways to think about positioning, from the perspective of the salesperson connecting with the SMB and from Saas companies to position themselves against their competitors. She provides insights on how to communicate what's really special about a product/service and what a business can offer so they can standout in the crowd. 

April Dunford is an executive consultant, speaker, and author who helps technology companies make complicated products easy for customers to understand and love. She is a globally recognized expert in Positioning and Market strategy. Previously, April has run marketing and sales teams at a series of successful technology startups and has launched 16 products into market.  She is also a board member, investor, and advisor to dozens of high-growth businesses and is the author of the upcoming book Obviously Awesome: How to Nail Product Positioning so Customers Get it, Buy it, Love it.

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Are your presentations making your audience fall asleep? Do you read your slides? Do you have filler words? George's Top Tips for presentations can fix that.

Our gracious host, George Leith, is back with another teaching episode! This week George tackles how to tweak your presentation skills to make them more effective, more concise, and to deliver them stronger. You, the listeners, will walk away with four new exercises to help you in making your presentation skills one to be reckon with.

George is thoroughly experienced, educational and inspirational sales and marketing keynote speaker who can enlighten your company or professional association on best practices for transforming sales and utilizing social media’s innovative concepts to align your digital media marketing with current trends and prepare it for the unpredictable times ahead. As a sales transformation keynote speaker, author and guest university lecturer, he has a unique ability to demystify concepts and inspire businesses and professionals to understand and truly embrace the potential that digital transformation has for many business objectives including sales, business development, and marketing for B2B, non-profit organizations, as well as government institutions.

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

Commoditization is such a beautiful word that means nothing, but it is so important to understand. 

Katie Martell, CMO and co-founder of Cintel, will be speaking at the Conquer Local Conference in 2019, June 10-12 in San Diego! She can walk the walk AND talk the talk. Katie gives us a teaser on what she will be sharing with our Conquer Local audience, commoditization. She explains that it doesn't matter what you sell, you are likely selling into a commoditized market. It's an issue that all companies are facing every single day. 

Katie Martell is an independent voice in the marketing community and known as the “unapologetic marketing truth-teller.” She has been named “one of the most interesting people in B2B marketing,” a “marketing expert to follow” and a top marketing writer on LinkedIn. Katie is a frequent speaker and emcee at conferences including TEDx, INBOUND, and MarketingProfs, and serves as the Co-Executive Director of Boston Content, the city’s largest community of content professionals. She is the author of the forthcoming book, Rabble Rousers, and hosts the Explicit Content podcast with Enterprise Marketer, featuring direct and honest conversations about marketing.

You asked for it, we listened! We are bringing back our coaching episodes. George Leith is a mad man that truly ENJOYS cold calling.

Our wicked host, George Leith, breaks down cold calling this week. He walks us through George's Top Tips for being successful when making cold calls. He goes through how to handle the rejection when a prospect flat out says—no. He draws from his experience and tactics on how to win the "Unicorn" or the "Whale" that you've been dreaming of closing. George even tells you how to get rid of the uhmms out of your pitches. Listen to learn more!

George is thoroughly experienced, educational and inspirational sales and marketing keynote speaker who can enlighten your company or professional association on best practices for transforming sales and utilizing social media’s innovative concepts to align your digital media marketing with current trends and prepare it for the unpredictable times ahead. As a sales transformation keynote speaker, author and guest university lecturer, he has a unique ability to demystify concepts and inspire businesses and professionals to understand and truly embrace the potential that digital transformation has for many business objectives including sales, business development, and marketing for B2B, non-profit organizations, as well as government institutions.

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

Gordon Borrell built an entire business around a survey, and he's still at it!

It's 10 years running and there isn't a stop in sight. Gordon Borrell, CEO of Borrell Associates, has confirmed what we've been hypothesizing for awhile now. The customer journey needs to have a relationship built off trust, BUT he throws in a twist. Listen and find out what the secret sauce is.

Gordon Borrell is ranked in the top 2% among Gerson Lehrman Group’s 150,000 consultants worldwide and is quoted frequently in The Wall Street Journal, The New York Times, Ad Age, Forbes and other publications. He has appeared on CNN and other TV and radio programs discussing trends and forecasts for local media. Prior to starting Borrell Associates, Gordon was vice president for new media for Landmark Communications, where he worked for 22 years.

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