PODCAST

hosted by Vendasta’s George Leith
If selling to local businesses is your game, this weekly podcast is chock-full of tips and strategies that make it easier. George Leith interviews sales leaders and talks about his own 30 years of experience in the industry.

Featured Podcasts

114: Dennis Yu: Forget Facebook’s PR problem and focus on your personal brand

114: Dennis Yu: Forget Facebook’s PR problem and focus on your personal brand

In this episode, we catch up with Dennis Yu, Chief Technology Officer of BlitzMetrics and one of our favorite social media marketing experts, to get his take on what Facebook's data problem means for marketers (hint: Dennis sees opportunity!) as well as tactical strategies for helping businesses get value with...
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107: War stories from McClatchy’s former commander of digital revenue

107: War stories from McClatchy’s former commander of digital revenue

When revenue plateaus, you’ve got to change. John Jordan, the former head of digital revenue at The McClatchy Company—the United States’ third-largest newspaper publisher by daily circulation—shares insights into how he helped a 161-year-old sales organization achieve double-digit revenue growth with digital solutions and needs-based selling. Want more? See them...
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102: How Traditional Sales Reps Are Transitioning to Digital — With David Little

102: How Traditional Sales Reps Are Transitioning to Digital — With David Little

This week George talks with sales innovator David Little, who was recently promoted to SVP of Enterprise Sales at Comporium Communications, a telecom company with over 300 salespeople providing television, internet, and home security solutions in South Carolina. Listen as they dive into what has allowed his sales teams to...
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All Latest Podcasts

247: The SEO Effect within Listings, with Jonathan Best

Listings aren't just names, addresses, and phone numbers anymore. They now have a SEO effect. Jonathan Best, Uberall's new Chief Revenue Officer, is our guest this week on the Conquer Local Podcast. Our audience can't get enough insight into how to sell the value of...

246: A Sales Force Army, with Morgan Stevenson

Continuous training of a sales force army in the ever-changing digital market is crucial, a must, and a necessity. Conquer Local is in the UK this week with Morgan Stevenson, Director of SME Solutions at Newsquest Media. Morgan has an army of 1,000 salespeople in the...

245: George’s Top Tips – Setting Goals That Get Results

  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...

244: No matter the Industry, Sales is Sales, with Lance Tyson

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...

242: Selling Air, with Paul Jacobs

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...

241: George’s Top Tips – How to Handle Objections

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 rarely gets easier. Mr....

240: The Battle of Positioning, with April Dunford

If we could convince our competitions 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 peek for her upcoming talk at the Conquer Local conference! She goes over how to...

239: George’s Top Tips – How to Crush a Presentation

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...

238: The Curse of Commoditization, with Katie Martell

Commoditization is such a beautiful word that means nothing, but it is so important to understand. Katie Martell, CMO and co-founder of Cintell, 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....

237: George’s Top Tips – Cold Calling

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...

235: There is no I in Team Sales, with Peter Urmson

The Solo Salesperson is a thing of the past. The new and proven approach is Team Sales. Conquer Local heads to Amsterdam! We get to pick the brain of Peter Urmson, CEO of Spotzer. We discuss the sophistication of customers knowledge and how it's evolving. The Sales...

234: He who Elevates, Doctrinates – with Donny Dye

Broken sales team? Sales team not meeting their quota? Sales culture not great? We have ALL of those answers. Donny Dye is the founder of Quota NYC. Quota NYC helps companies build sales systems that scale efficiently and can be managed through a simple quota. Donny...

233: Market Qualified Leads in South Africa, with Lyndon Munetsi

  No matter the sales market there is a common denominator, market qualified leads. Conquer Local travels to South Africa this week! We pick the brain of Lyndon Munetsi, Chief Revenue Officer for Trudon, the publishers of the Yellow Pages in South Africa. Lyndon takes...

232: Think like an App, with Neal Polachek

  It's not one size fits all anymore, it's all about thinking like an App. The best package to sell to a business is the one the business needs. On this weeks episode we have Neal Polachek, Analyst and Advisor to the Board Advisors, joining us. Are ROI's BS? Neal...

231: The Man who Eats, Lives & Breathes Sales, with Carson Heady

  Microsoft sales wizard, Carson Heady, joins us for this week's episode of Conquer Local. Carson started his career in a call center and now is a top performing sales leader at Microsoft. He has been through it all from dial-up internet, DSL, cellular, to when...

230: Mission: Radio to Digital, with Jamie Cohen

  The hardest working man in digital gives us his take on aligning a business's mission to a client's mission. The Conquer Local podcast is traveling to Malibu this week—we pick the brain of Jamie Cohen. Jamie serves as the VP of Local Digital for Salem Media Group...

229: The Change from Print to Digital, the How with Luboš Čipera

The logical thing is when everyone in an organization supports sales—everyone wins, right? The challenges may surprise you. Special guest all the way from Czech Republic, CEO of Mediatel, Luboš Čipera! Mediatel transitioned from the traditional directory print side to...

228: Conquering Tomorrow, with Brendan King

Winter is coming to the marketing landscape, and change is inevitable. So, what will tomorrow hold? This episode is a special one as we reflect on the first full year of the Conquer Local podcast. We bring back the big guy, CEO of Vendasta, Brendan King. We address...

226: Crushing Churn, with Jackie Cook | The New Marketing Stack

  Increase your client retention rate by 50%+. Discover data-proven results and tips to help eliminate churn. Jackie Cook, Chief Strategy Officer at Vendasta,  gives us the low-down on churn, not  just as topic but because churn is everything, churn is the inverse of...

222: Data Leverage, with Christian Ward | The New Marketing Stack

“If data is a new currency, then you need to protect data just like you’d protect your wallet.” — Christian Ward There is more data in existence than ever before and businesses/individuals alike depend on this data to make more informed decisions. However, this data...

221: Reputation Ownership, with Todd Collins | The New Marketing Stack

“We don’t trust the business. None of us do. We always trust the consumer’s opinion.” — Todd Collins An online reputation is the gatekeeper of all local purchases because the business with the best reviews and ratings will consistently beat out their competition....

218: Modern Era SEO, with Will Scott | The New Marketing Stack

SEO permeates every facet of the modern business. Local businesses need to be practicing SEO tactics to survive, and consumers depend on search results to make informed purchase decisions. But, as a salesperson, how do you position SEO to deliver a clear value...

215: Developing Top-Tier Modern Salespeople | with Derron Steenbergen

"How do we do more with less, but with more to sell?" Derron Steenbergen, President of the Swagger Institute poses the question that plagues modern salespeople who face growing targets and growing product offerings. It's all about the needs of the client. Discover key...

213: Tech Adoption & the Future of Sales | with Charles Laughlin

Is there a future that doesn't require salespeople? Charles Laughlin, producer and host of the Above the Cloud Podcast at the Local Search Association, joins us to discuss the implications of tech adoption around the globe. Charles also delivers his insights into what...

212: Four Critical Aspects of Modern Sales | Master Sales Series

Live from Croatia, join George for the final episode of the Master Sales Series. As a send-off, George leaves listeners with 4 key takeaways that salespeople need to internalize if they truly want to conquer in the modern sales landscape. — The 4 Aspects of Modern...

211: Conquering the Sales Success Hangover | Master Sales Series

You just had the best month of your career, but what often happens next isn't pretty... George calls it a "sales success hangover". It describes the phenomenon where salespeople will have a record setting run, then crash immediately after... Learn why this happens and...

210: Discovering Emotional Intelligence | Master Sales Series

When was the last time you practiced self-assessment? This week on the Master Sales Series, George delivers the 10 components of emotional intelligence that have helped him to grow as a leader, a salesperson, and as an individual. — — George: The Master Sales Series...

209: Rituals for Better Business Travel | Master Sales Series

Are you a road warrior? Traveling for business can be a great experience, however, it can also be a chaos ridden, hair-pulling, stress inducing nightmare if you aren't organized and prepared. In this episode of the Master Sales Series, George walks you through his top...

208: Removing the Fear of the Prospect | Master Sales Series

Want to know why you aren't converting more accounts? It's all about removing the fear of the prospect. Learn George's key strategies that you need to implement if you want to remove the fear from different decision makers and close more deals. — Introduction George:...

Encore: Everest, AI, and Parental Leave | with Steve Whittington

What do Mount Everest, AI, and parental leave all have in common? Steve Whittington. Steve is the Executive Vice President at Flaman and has leveraged his focus on the customer experience to drive industry-leading organizational growth. Steve has also scaled most of...

207: 13 Success Tactics for Sales Managers | Master Sales Series

Being a sales manager is easy. Or, at least it will be once you apply these 13 tactics to skyrocket your success. George has held nearly every sales position, from entry sales, to his current role as a Chief Revenue Officer. He had to learn many of these management...

206: 20 Elite Sales Reads | Master Sales Series

Ready to join the sales elite? This week on the Master Sales Series, George has curated a list of the 20 most valuable books that every elite sales professional should read in 2018. — The 20 Elite Sales Reads 1. Extreme Ownership by Jocko Willink and Leif Babin 2. The...

205: Dressed for Success | Master Sales Series

Coloured hair? Piercings? A tie? Facial hair? $1,000 shoes? Discussing the proper attire for conducting business in 2018 can be difficult, sensitive, but mostly just complicated. What’s most acceptable? What’s best practice? George provides his insights in this raw...

204: The Killer Presentation Format | Master Sales Series

Ready to close more deals and deliver more value in your presentations? This week on the Master Sales Series, George shares his 5 piece presentation format that has been cultivating over the past 5 years in the digital sales space. -     - The Killer Presentation...

203: The Perfect Elevator Pitch | Master Sales Series

You've got your #1 prospect on the phone, what do you say? George Leith delivers the six components in crafting the perfect elevator pitch, and tells a story of an elevator pitch he created years ago that is still working to this day. – The Perfect Elevator Pitch It's...

202: Prospecting 101 | Master Sales Series

How do you conquer the highs and lows of sales performance? In episode two of the new Master Sales Series, George Leith explores the connection between being an exceptional prospector and maintaining peak sales performance. – The 10 Elements of Prospecting This week...

201: The Perfect Sales Day | Master Sales Series

Learn 8 things you need to conquer daily to become a master of sales. This is the first edition of the Master Sales Series with international sales influencer, and host of the Conquer Local Podcast: George Leith. – The 8 Elements of the Perfect Sales Day George: Well,...

122: Breaking the Boom & Bust Sales Cycle | with Colleen Francis

Every salesperson craves reliable, steady revenues and booming sales all year long. According to Colleen Francis from EngageSelling.com and author of Nonstop Sales Boom, you’ve got to be a hybrid salesperson in order to bring balance to your selling process and get...

121: Everest, AI, and Parental Leave | with Steve Whittington

VPs don’t take parental leave. But they don’t climb Mount Everest either, do they? Steve Whittington, VP of Marketing at Flaman, has helped his organization attain industry-leading growth by obsessing about the customer experience, has used AI to improve sales, has...

120: Unlocking Inside Sales: Recruiting, Training, and Motivating

Inside sales is evolving, and we’ve been given keys to the kingdom. Greg Ryan, Senior Vice President of Sales at ThriveHive, joins us to discuss how he helped build a powerful inside sales team from recruitment all the way to the President’s Club. He’s got a wealth of...

118: Salespeople are Always Right

Salespeople are always right. That bold statement was said by none other than Romy Sembi, Founder & Sales Trainer at Aura Sales in London, UK. In this episode of the Conquer Local podcast, George discusses some of the top tips and tricks that this 15-year veteran...

117: Making Freemium Work for your Salesforce

Does a freemium model actually work? For the sales team at Web.com, it does. They've launched WebCard, a no-cost starting point for B2B sales and it's working. This week, George speaks with Karen Davies, Go-To-Market Manager, and James Moore, SVP of Web.com, to dig...

116: From Rock Bottom to Rockstar Agency, with Todd Collins

Todd was bankrupt. His car dealership was taken from him. His business partner was embezzling money. He was getting a divorce. He was being sued. Todd had hit absolute rock bottom. Listen to how Todd Collins, COO of Platinum Reputations, climbed his way out of the...

115: Steve Nudelberg: Confessions of a Serial Salesman

In this episode, Steve Nudelberg, sales trainer and author, tells us about his new book, Confessions of a Serial Salesman. Tune in to learn how you can adapt his 60-30-10 sales rule to your own career and how you can transform networking into a lifestyle choice,...

112: Alexander Group’s Secret Weapon: The Client Impact Analysis

Connecting the dots between your advertiser’s objectives, their audience, and every other success factor has never been so complicated for salespeople. Matt Bartels and Quang Do from Alexander Group join us this week to discuss why solving that problem starts with...

107: War stories from McClatchy’s former commander of digital revenue

When revenue plateaus, you’ve got to change. John Jordan, the former head of digital revenue at The McClatchy Company—the United States’ third-largest newspaper publisher by daily circulation—shares insights into how he helped a 161-year-old sales organization achieve...

106: Taming the Terror of the 30-Day Post-Sale Follow Up

If there was an episode you’d need to memorize and utilize every single day, it’s this one! Our host, George Leith, dives deep into the piece of the sales process where most salespeople fail: 30 days after the sale. He explains how to provide the most value, and how...

101: Adapt or Die: Selling Digital Media in 2018

In the age of “I’ll just Google that…”, it takes a lot of effort for salespeople to become (and stay) the go-to marketing experts for their local business clients – but it can be done! In this episode, George Leith, international sales educator and chief revenue...

Introducing Conquer Local podcast for marketers, sales experts

Coming January 2018 Want to learn the most effective ways to sell to local businesses? How about safe, fast ways to scale? Or what about discovering new revenue streams you've never heard of? Join the Conquer Local community and podcast. Hosted by local marketing...