Continuing our discussions with Ledge on ways to quickly jump start your sales team, and ultimately your company's revenue and joy he tackles good vs bad leads and why they all need to be addressed. He says, "From the funnel standpoint, you can use some automation for that, but ultimately make sure you have sales and marketing work together on a human look at the discernment in your funnel. Is this a fit? Why is it not a ...

Ever the optimist, Award-winning Magician, Scott Tokar, is looking forward to the irreplaceable trade shows he is a part of regularly. His corral of other performers know they can adjust and do online appearances, but nothing replaces the barker at a trade show driving people you never reached before to hear your message through entertainment. This episode of Rooted in Revenue first appeared on SLMA Radio.  Susan Finch interviews...

Until you address the emotion in a volatile situation with compassion and respect, you will not diffuse a situation and may do more damage raising the intensity to a blistering crescendo. This is the continuing conversation that started a couple of weeks ago with Melissa Agnes. In this episode, we deep dive into one aspect of our response to a crisis, confrontation, and conflict as our brands and key people are bombarded with hea...

When I think of peace of mind in business, it comes from being prepared for the expected, as well as the unexpected. It's not all sparkle ponies, unicorns and laughter. Bad stuff happens.

What we do to respond in those moments as leaders and team members can change the course of a company and set into motion a chain reaction of positive outcomes or a Coyote/Roadrunner death spiral into dust. A bit dramatic I know, but I wan...

Susan's guest is Richard Moore. Not only is he a successful architect, but he's a graphic artist and product designer. Richard talks about the unexpected lessons learned when he started mass producing products. With over 100 SKUs, he's been able to successfully refine the process. The first step, hiring someone specifically to manage the production process. They met through a Kickstarter program several years ago laun...

My guest today is Corinne McCormack for part two of the interview we did a couple of weeks ago about how to build a multimillion-dollar business. Yes, you can, and she has some final tips, advice, and strategies for you in this episode you don't want to miss. Here we go.

I'm here with Corinne McCormack, and we have had some great interviews recently and there were a couple of topics though that I wanted to cover with ...

This is the first part of an interview with author, entrepreneur, inventor, speaker - Corinne McCormack.

My guest today is author, consultant, seasoned executive, and entrepreneur, Corinne McCormack. We are here today to talk about her new book, From Living Room to Boardroom: How I Launched and Sold a Multi-million Dollar Business. I have it and I love this book. Before I wanted to interview her I said, "Hey, I need your boo...

Karen and Susan cover where the typos are and how it can affect your credibility and make it more difficult for your sales team to build confidence with prospects. Listen to the full episode to get examples, details and an action list.

Susan's List of task reminders to keep it current.

Karen's secret tool to help you find the typos fast.

Check your own site for links to internal PDF files, videos on a YouTube channel, ...

This lively visit with real estate agent, Kristina Smallhorn applies to all businesses who need and receive reviews. The video version linked in the bottom will have some how to tips, too. 

Business reviews are not just for B2C and brick and mortar. ALL businesses need reviews in the right places where their potential clients go when considering them as as solution. This, along with what their colleagues and friends recommend pl...

Susan welcomes back author and impact training expert, Amy Franko, as a follow up to the book launch episode for The Modern Seller. Update on her book, wildly successful launch propelled her into the number one position for Kindle downloads in the category of Sales Techniques. We've continued to follow her tips, posts, appearances and the topic of The Why and the How came up. Her blog post titled, "What Distinguishes a...

Take a breath. Really, take a deep breath before you pick up the phone. While you're at it raise your arms, lower your shoulders, sit up straight, smile then make that call, walk into the meeting, take the stage. Speech patterns and bad habits can tune your audience out, even an audience of one, before you get further than your introduction. This will cost you revenue and waste everyone's time.

Take tips from voice an...

Our guest is Whitney Marshall, Co-Founder of Qualified Meetings. Their goal is to operate as an extension of your sales team – our only goal is to convert highly qualified opportunities that meet both of our standards. 

Why wouldn't you invest in a proven process...

Teresa Huber and Susan Finch talk about the importance of an ADA compliant website. When most marketing departments think of disabilities and ADA compliance, they think about blind people, those in wheelchairs and more obvious issues. Don't forget about those with dyslexia, those who are color blind, hearing disabled. You may not realize how much of your buyer personas include people with a variety of disabilities. Why wou...

Author, Barbara Weaver Smith joins Susan Dec. 6 for this episode (listen live on this site at the right). Her first book, Whale Hunting, exposed us to how to succeed in landing larger accounts. Whale Hunting provides your B2B company with a clear, step-based model for successfully finding, landing, and harvesting whale-size accounts–the kinds of accounts that transform your business. It can mean the difference between merely surv...

My guest is Heather Williams, the Vice President of Business Development at Strategic Dynamics, Inc. Heather helps organizations sell more effectively to their customers . She works with several healthcare companies but also works with other industries as well including finance. Heather works with senior level executives and HR to ensure organizations are hiring the right talent for all positions. Today we are discussing her book, ...

What have you learned about Buyer Enablement, beyond the evolution of Sales Enablement?

The sales people need to see how the buyers are responding to what they are doing.

What do buyers really want from salespeople? Well, we're not doing a very good job of getting them what they truly want.

If we're going to enable our salespeople, we need to ENABLE them to help the buyer. If they can't, we are failing at Sales Ena...

Today's guest is Amy Franko, author of The Modern Seller. (available on Kindle or hardcopy). Some of the points we cover in this interview include big points taken directly from her book. 

If things get in the way of closing sales, it affects revenue. Duh. This is the second half of our discussion about the book by Tom Williams and Tom Saine - a must read and MUST HIGHLIGHT, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles (concerns) in B2B Sales. 

Points covered include:

This is a two part interview about the book by Tom Willliams and Tom Saine - a must read and MUST HIGHLIGHT, The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles (concerns) in B2B Sales. 

In this first half I asked them about several chapters and key points of the book.

1. What was the genesis for the book? How did it evolve? 2. What is stakeholder mapping and why is it important? 3. You wrote an entire ...